The Death of the Sales Magazine

Has yet another traditional information source forever been changed via the World Wide Web? Specifically, are printed sales magazines becoming obsolete? The following new realities appear to be signaling the death of the sales magazine:

• Content - The World Wide Web is teeming with fresh, informative and relevant sales content (i.e., articles, stories and illustrations) covering selling, prospecting, and every other subject or area of interest to sales practitioners. No longer is the printed sales magazine the go-to source for sales and related content.

• Sources - The large pool of unique sales content available on the World Wide Web comes from a variety of sources from around the world and is not limited to the same small group of sales experts routinely published in a sales magazine.

• Availability - Unlike content printed in a sales magazine (periodic publication) sales content published on the World Wide Web is made available to readers instantly without the traditional delays associated with print media (e.g., printing, distribution).

• Pricing - In some cases, if not most cases, the same sales content found in a printed sales magazine can be found on the World Wide Web at little to no cost. It has been suggested that trends show consumers are moving away from traditional subscription services (fee-based) to free information sources.

For many these new realities serve as trigger events leading to change. Trends in traditional print media advertising suggest that savvy advertisers have seen the writing on the wall for some time now and are currently in the process or have already moved their advertising dollars elsewhere accordingly.

What does this mean for the future of the printed sales magazine? It means publishers had better come up with something of value in their print publications other than the same sales content (e.g., articles, stories, illustrations) that can be found faster and cheaper elsewhere if they want to maintain and/or grow their subscriber base.

Is the death of the sales magazine (i.e., print magazines) nothing more than hyperbole and/or misinformation circulating around the World Wide Web? You tell me! Where do you get your sales content? I have not subscribed to a printed sales magazine in quite some time and have no plans to do so in the near future for all of the realities listed above.

I would be remiss if I did not point out that in our search for websites offering information about selling we discovered that much of the information we found was outdated and/or inaccurate. The likelihood of encountering low quality information highlights the need for readers to seek out (1) quality (i.e., timely, accurate, complete) information, with (2) qualified interpretation and then (3) apply critical thinking skills to the information being presented.

These three information search and processing activities should not be overlooked in either personal or professional use. When working from misinformation, lack of information and/or inaccurate interpretation of information readers run the risk of misunderstandings and erroneous conclusions resulting in faulty decisions, poor choices and potentially negative consequences. -Jeff Blackwell

A few years ago, I was a featured writer for a prominent and heavily subscribed publication on sales. They paid well and paid me on time--that was the good news.

The editors who gave me assignments more than once took out the meat of my articles, which were usually real world examples. It saddened me but did not surprise me. Magazines favored vanilla material, usually in the form that I eventually coined the term "parrot platitudes" for.

Most blogs and web articles today rehash the same stuff.

The future of sales education on the web--that which can be both meaningful and nonfictional--lies right here at SalesPractice. -Gary A Boye

Gary,

Excellent point.

Content and Source

1 The web lacks a major component in their content and that is accountability. Often, no one individual is identified as a source and when they are, their sources are incomplete, restricting adequate investigation. Regardless, contacting them and questioning their position is impossible.

Also, with so many contributors, valid information becomes diluted with amateur participation. There has been many books written on this single topic alone.

Salespractice promotes participant transparency where content and sources can be questioned, strengthening accountability.

2 The lack of accountability offers a venue rip for global manipulation and intellectual indoctrination.

Salespractice offers a platform for debate, where no one opinion can dominate the topic. When an attempt to indoctrinate has occurred, our seasoned sales members pounced with valid counter information.

3 The web offers "information" and not knowledge. It is an outstanding source for information gathering. However, when erroneous information is offered can the reader always "know" it?

These errors (or intentional lies) can be so blatant to the informed, they are laughable. Recently the news media announced that 40% to 50% of the U.S. population is in poverty.

Salespractice offers a diversity of opinion, functioning as catalysts which enables knew knowledge for participants to take place. Often participants share their life experiences to add richness in their answer. Any statement can be challenged by the informed.

Availability and Pricing

1 The availability of content is immediate with the web, whereas publications obviously take time but what is available?

Again, for gathering verifiable information, the web is very good. However, the information is static and cannot relate to anyone individually.

Salespractice offers a venue that is based on dialog where participants can ask unique questions that pertains to them individually, demanding a unique exploration.

2 While the web offers free information it is not required to offer a money-back guarantee if not satisfied.

Salespractice offers Free Satisfaction. Everyone has the opportunity to explore any sales question until they are satisfied. If not, that person will be directed toward valid sources beyond salespractice.

Obviously, this is a very incomplete assessment.
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I felt a lengthy response was necessary here. As a researcher, I analyze web information daily. As long as the topic is simple and can be easily cross-referenced, the web is great.

However, when exploring deeper topics or looking for more profound answers, what the web offers can be atrocious. This occurs when someone, or a group is posting their very biased view which is designed to directly manipulate our thinking. Researching information that is politically motivated can be very frustrating.

As the web phenomenon moves forward, its negative side is also becoming more apparent. Places like salespractice are steadily being seen as a superior source for such a human activity as sales. -John Voris

Thank you Gary and John for your participation, it is appreciated. -Jeff Blackwell

I want to add something to this discussion.

One of the great strengths of SalesPractice has been it's ability to transcend the flaws inherent in information-gathering via social media by maintaining a preference for expository writing by qualified experts. -Gary A Boye