Always differentiate between the position and the person holding it !

Always differentiate between the position and the person holding it !

The company, the job, the person : making sense of identity

Three key elements

Any CRM worth its salt will let you stock and consult three key pieces of information : your contact’s name, the job title he/she holds and which company he/she currently works for. Having access to these three sets of information help you target, shape your strategy and tailor messages.

There is B2B, I2I and O2O. Here’s how to understand the terms and the concepts.

There is B2B, I2I and O2O. Here’s how to understand the terms and the concepts.

While the terms B2C and B2B are familiar to you, you might wonder what i2i and o2o stand for.

These terms add an interesting twist to the concept of B2B selling. The first term, i2i picks up on the fact that in a B2B environment people buy from people and not from organizations. The term i2i (individual to individual) expresses just this. An individual at the customer organization buys from an individual of the seller’s organization. This situation actually implies a relatively simple deal structure.