I agree with Jill. That may seem to be an odd stance for a guy who makes his living developing marketing collateral and sales tools, but it isn’t really.

Today people won’t agree to a meeting with a sales person unless:

1. they feel you have a solution to a business problem they’re experiencing, and
2. they’ve already checked out your website, read your company blog, and researched your executives on LinkedIn.

I’ve been there, so I know that hard copy collateral can be a crutch for sales people… especially young or inexperienced ones. It used to be that the collateral was necessary. Prospects had no other way to learn about complex B2B products and services. Those days are gone. Make sure your website is filled with high quality content that is relevant and useful to your clients and prospects; and keep adding content so people have a reason to return to your site.

Focus on developing relationships when you meet with clients. You’ll close more business. Don’t go in totally naked, though… I recommend you wear a smile.

Here’s Jill’s blog post Naked Selling.