Can We Talk?

True story. A company provided its sales team with a gorgeous (and expensive) collateral package that included an elaborate folder with materials of all kinds to fit into various slots, slits and pockets. It was beautiful. Months later, the packets were still sitting in boxes instead of being given out to prospects. Why? The salespeople knew that it was too much information. Prospects would simply be overwhelmed, and those expensive packets would end up in the trash. If marketing had met with sales ahead of time to talk about what they really needed, they would have saved time and money, and the sales people would have had practical tools they could use to land new business. Ask first.