Keith Rosen addresses when it makes sense to provide marketing collateral to a prospect and when (and why) it can kill your sales opportunity.  He suggests timing is everything and provides three situations where the use of marketing material can hurt the sale. He also tells you when it is ok, in fact desirable to pass along a brochure or additional material. Keith includes a segment on using email to prospect. 

 
Keith Rosen is the President of Profit Builders. He is the executive sales coach that top salespeople and managers call first. As a prominent, engaging speaker and Master Certified Coach, Keith is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results. A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling and his recently published book Coaching Salespeople Into Sales Champions.

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