Why you should focus on prospects, not the materials you give them

04/7/2011 | AllBusiness.com

Marketing materials are good to have, but if your choice is between spending time designing leave-behinds or on prospecting, the best salespeople always choose prospecting, writes Paul McCord. "Collateral material doesn't sell -- you do," he writes, adding that some salespeople use the nonthreatening task of creating marketing materials to keep busy and avoid the possible rejection -- and true accomplishment -- in prospecting.

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