It's true that some Executive's still need a lot of convincing that social media and social selling deliver results.
Jenn Herman talks about this in her blog and that in simple terms, the best sales people focus on the relationship and not the sale.
If your company allows expenses for “entertainment” and “relationships” and these are just the cost of “doing business”, why wouldn’t social media fall into this same category? While you probably could sit down and calculate the ROI of a dinner out with a client, I know many companies don’t. And yet, when it comes to your Facebook page, your executives want a full ROI valuation.