Problem: Early on in my career, I was the king of sales sheets. That was the term we used for all our marketing material. I made sure before I left for the day my briefcase was loaded with all the latest material. I wanted to be armed for anything a prospect would throw at me. We had a file cabinet in the back of the sales room where all the collateral sales material was stored; each with its own labeled slot. One day I was excited because I had a full day of sales calls with prospects I’ve been working to get in front of. Excited, until I went to our marketing cabinet and found the slots empty! Checking in with the sales secretary, she informed me that the copier was broke and she would not be able to print more until later that day. Now panic set in. I had my presentation all set around these materials and now I was armed with nothing!