No matter your view on the current state of affairs and ideas on it blowing over, the fact remains, businesses globally have been sent a message that the established and basic approach to generating new business through cold-calling and face-to-face communications has been severely restricted.

Its 2020 and still Search Engine Optimisation (SEO) is one of the most underrated yet necessary activities a business to business organisation can undertake online.  The trouble is, not enough B2B organisations know how or why to exploit SEO as a tactic to attract new business.

If like most businesses, you hope that in spite of COVID you can not simply survive this debacle, but actually do more business in 2021 than you did in 2020, then you may be looking to hire a new marketing director or CMO.  Or perhaps things are getting tight and you feel you might need to engage a Talent Acquisition specialist to attract a Chief Revenue Officer or one of the newly crowned Chief Growth Officers.

After a recent study of marketing recruitment adverts I have come to the conclusion that many businesses still don't place as much value on marketing as they do sales.

Every book has something to offer and helps me to learn how people develop when planning to sell products or services.  I especially love to read about their problems, how they managed to get by and finally what the outcome was that compelled them to write a book about the subject.

[Alec Baldwin in the iconic film Glen Garry Glen Ross]

Are you spending more than you need on salespeople, when prospects and technology are doing over 60% of the work before a salesperson even gets involved?