White Papers are not sales letters, they are just to educate. Basically a school report. (Yeah, once again your paying someone to do your homework. Only this time it's encouraged) Your white paper's goal is to describe the underlying industry issues, concerns and pain points. They are helpful in selling because after they read it, you come in and tell them how your product or service solves those issues, concerns, and pain points.
A good white paper (like one you can get from me) will demonstrate empathy and establish credibility to your customer.
They are so helpful in selling because they appear unbiased. Just like a friend helping you out.
So, do you need a white paper? If the answer is yes, I will get it done for you.