start your engines
Back to the sales and marketing divide. A useful analogy offered by Todd Ebert is that Sales and Marketing are part of a race team whose job is to win car races. People often say they don't need Rolls Royce solutions - that is probably right unless their race is a status contest. In competitive sales and marketing, people typically DO need race-winning solutions - solutions that include fast cars with teams that have defined and aligned roles that work together to achieve the shared goal. Maybe sales collateral is the racing tyres - they need to be safe, robust, and fast, as well as changeable to the conditions. Great cars can only win on great tyres - that's when the rubber hits the road (ok, enough already).
Tony
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I like how you extended the analogy. To take it one step further, Salespeople need new collateral at frequent intervals (just like drivers need new tires) since the old stuff quickly loses traction with prospects.
Cheers Todd - the analogy is helpful - we are often saddened by the disconnect between sales and marketing teams. It's like they speak different languages and don't understand or respect each other. Leads to such wasted opportunity and effort.