Here’s a good article from Rance Crain of Crain Communications talking about why it’s important for B2B publishers to emphasize the personal touch when it comes to selling their magazine’s audience to advertisers:

Is the art of selling becoming too technical and impersonal? Are we in danger of relying on sales leads generated deep in cyberspace without any firsthand understanding of what our prospects really want? Has personal selling become a relic of the golden days of commerce? Do relationships and access to the key buyers mean much anymore?

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