Tim Hughes' articles and Blogs rarely disappoint and this one is no exception.

His example of Paul making C-level appointments through LinkedIn and Twitter is great.  I like also his use of the words 'Buyer Centric Profile' - all too often LinkedIn profiles shout "Me, me, me!", when it's not about me at all - it's about you, your needs and your problems as the potential customer.

And Tim also makes a point that I am passionate about in my own training workshops - the importance of using Social Media to start a dialogue through mutual interest or expertise.

Dialogue leads to meetings, which in turn builds trust - more dialogue and then hopefully a business relationship.

Great stuff Tim.