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One of the sessions that I looked forward to most at the Enterprise Council on Small Business summit was a discussion between two good friends and two stalwarts in the small business community: John Jantsch and Anita Campbell.
Perhaps one of the best pieces of advice I heard this week was when John said that a salesperson should always check a person’s or company's Twitter, Facebook, and LinkedIn accounts before picking up the phone (or sending an email). He also said that most CRM systems have fields for social media now. My take? Social media sites can be the most effective source of updated content on a company and of insights on the actual person you are calling.
Anita also shared her favorite Twitter moment. It was when someone from @BusinessDotGov said "Rock On Anita!" She was shocked that someone from the government took note of her, and felt compelled to encourage her.
The lesson: speak in your own voice.
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Robert Levin is the Editor-in-Chief and Publisher of The New York Enterprise Report. Levin has extensive experience with midsize and small businesses, having previously held CEO, CFO, and COO positions with companies in several industries. He is also a contributor for The Huffington Post. Levin can be reached at rlevin@nyreport.com and (212) 307-6760.
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