There’s been plenty written debunking the Sales 2.0 myth that you don’t need to make proactive telephone calls to prospects. I think we’re all past the failed fantasy that tweeting about our value-creating blog is going to produce the quantity of face to face meetings we need. And let me be clear, I am ALL for incorporating new media into our marketing mix and sales attack. I’m doing it personally and thrilled with the results so far. But tweeting, blogging and LinkedIn-ing are not replacements for picking up the phone (sorry to those of you looking for an excuse not to call). Social media is a wonderful supplement, but not a replacement for one of our most powerful sales weapons – the outbound proactive telephone call.
More of the blog post from Mike Weinberg