Do you sell big ticket items or complicated products and services that require a “live” person. Maybe someone like aconsultant or technician, needs to explain your offer over a series meetings? Do these meetings sometimes include the board of directors or other committee approval before contracts can be signed and money changes hands? Maybe you sell something less complicated but still need to develop and massage the sales cycle. In both cases you need qualified leads. And to get those leads you need collateral material: like brochures, sales letters, post cards, white papers, special reports, websites, special ads in trade journals, direct email, newsletters, and much more. If you sell valuable products and solutions to businessesthey will make a judgment call about you based on your COLLATERAL MATERIAL.