Social media plays a huge role in our current sales and marketing landscape. BUT…if you have anything other than an Internet-based business, you had better become reacquainted with the importance of old-fashioned sales skills, the kind that existed well before Mark Zuckerberg made his mark or LinkedIn became the darling of business prospectors.
* In most businesses, it is people that win clients and if you get lost in the land of Facebook, LinkedIn and Twitter, you might find yourself with less business than you might have had if only you had deployed best sales practices.
* Know the value and improvements that you provide to customers so that you can present these benefits concisely and coherently when engaged in prospecting efforts. To that end, embrace your points of differentiation but be sure that what makes you different is truly what your prospects want and need.