I’m celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media and personal development.

My core of information transformed into a body of work that includes 11 books – all best sellers. I did it while you were watching TV.

Last week, I began the celebration by talking about what’s to come in the evolution of the selling process, and how it will affect you and your sales for the next 20 years. I will continue with more this week and next.

Here’s the continuation of what’s new and what’s next:

6. Value-based messages. Any message you’re sending better have value to the customer or it will be deleted. Any tweet. Any blog post. Any business Facebook post. Any YouTube video. Show me the value.

7. Value first. “Value-added” is dead. The term assumes you have to buy something in order to get any value. I am all about providing value in advance of a purchase. (It’s been working for 20 years.) There are “experts” who warn against giving “unpaid consulting.” Those people are idiots. “Value first” allows your customers to like and respect you as a person. The more information you give away, the more business you receive.

8. Buying motives. My trademarked first rule of selling is, “People don’t like to be sold, but they love to buy.” If you’re looking to be a top 5 percent salesperson, uncovering buying motives is the only way.

9. Business social media. It’s the single biggest business imperative of this decade. Here are the minimums that make you a “player”: A thousand people who “like” your Facebook business page. (Have two pages: one personal, one business.) Five hundred Twitter followers who receive at least one value tweet a day. Five hundred connections on LinkedIn. Twenty-five videos on your YouTube channel that include vital information, ideas and testimonials.

10. Face-to-face. Live networking is still the most viable non-Internet prospecting strategy. Ten hours a week is the minimum.

11. Community social. Attend the ball, the charity event, the fund-raiser, the theater and the ballgame. Be seen and known as a community supporter.

12. Find the link. When you meet someone face-to-face, find something in common. The relationship becomes deeper and more relaxed.

13. YouTube. YouTube gives me visibility, credibility and global exposure. At this writing, I have exceeded 2.3 million views on the BuyGitomer channel. Got yours?

14. Internet promotion. What are you waiting for? Your marketing department? Your lawyers? The Internet is looking for human beings, not employees. Master your online presence.

15. Personal website. No longer optional. Register yourname.com tonight and start your personal website with a page that presents your philosophy of how you treat customers.

16. Blog. This is a personal way to convey thoughts, ideas and stories. Better than Facebook, blogging is more professional and more personal. If done correctly, you can level the playing field with The New York Times.

17. E-zine. My weekly email magazine, Sales Caffeine, now 10 years old, has transformed from a message into a business. Start sending a weekly, value-based email to your customers this week. Your customers will like you, love you, respect you, refer you and buy from you.

18. Reputation. Reputation of the salesperson is MORE IMPORTANT than reputation of the company or the product. What are you known as? What are you known for? What’s your image? What’s your Google image? What’s your social image? All of these elements turn into ranking and reputation.

More next week.