Know Your Customers Customer

How much do you know about your customers customer? It doesnt matter if you sell B2B or B2C, the question still demands an answer. I work with too many salespeople who, when asked this question, have only a shallow answer.
Take the time to find out all you can about what motivates your customers customers. Spend time with them, talk to them, and, most of all, get to know what drives their decision making process. When you can identify this information, you can then provide your customer with even better service.