In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near.
What follows is not a true story, except that it is.
Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.
Every year, sales organizations pour millions of dollars and tens of thousands of hours into developing sales strategies, and then sticking them in a binder on a shelf and ignoring them.