In B2B sales, you will not sell products to a person. It is usually a group of decision makers that influence the transactions based on their position in the organization.
An in-depth understanding of the organizational hierarchy is a must. A comprehensive developer will go beyond and even emphasize formal and informal affiliation, branding trends, etc. It will indicate which relationships need to be cultivated in a timely manner and who will cultivate them.
The best account management software should clearly state who to contact each step of the sales process and attach options to record behavior for each contact so you can spend most of your time building relationships.