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2020editorial overviewWhat’s New For 2020?What’s in it for you?Sales & Marketing Management’s 20/20 vision The one thing about b2b media and its products that hasn’tchanged is that the primary objective is still to connectbuyers and sellersThe SMM team has been doing a lot of market research,marketer conversations and audience surveys. What we’vefound is there has been incredible change in the nearly 10years since we re-launched the brand, and that change ishappening now at the speed of light. We plan to keep ouraudiences on the cutting edge. And that will keep you in frontof an audience universe more engaged than ever. We’re increasing our emphasis on digital/online tools to helpyou reach corporate sales and marketing decision makerswhere they are Physical print editions are going from six to four issuesenabling more time and resources to be dedicated to digitalassets, including what will become a market-leading website Significant digital and print database enrichment. SMM haspartnered with a leading database development companyand has initially started with an increase of 20,000 preciselytargeted new subscribers/members. SMM also hascontracted a social media resource that is already adding200 qualified prospects monthly to databases Providing you even more market-leading, lead-generatingwebinars, whitepapers and content marketing platforms thanany other media brand in the channel Editorial content more tightly focused on cutting edge salesand marketing strategies, technologies and trends; trainingprograms and products, projectable research and moreREGULAR READSThese sections appear in every issue of Sales & MarketingManagement: Next – Quick reads on sales and marketing trends,technology, research and management hacks forincreased productivity. Managing to Motivate – Insights on driving peakperformance. Closers – Q&A interviews with leading business thinkers,authors and other notable figures from the B2B sales andmarketing world. Tech Stack – A rotating column examining the software,platforms and other technology tools that can generatebetter B2B sales and marketing results.PERIODIC READS Meetings and Incentive Travel – Driving performancewith incentive travel experiences and effective use ofoffsites. SMM’s coverage includes the latest research fromthe Incentive Federation, the SITE Foundation, and otherincentive travel associations and organizations. Trends In – A showcase of non-cash incentivesand recognition ideas, plus useful insights for theireffective use.EDITORIAL CONTRIBUTORSEvery issue of SMM features insightful columns from twothought leaders who are on the front line of the B2B salesand marketing future. The Sales Conversation by Tim Riesterer – The chiefstrategy officer at Corporate Visions shares research andstrategies that provide a competitive edge. Lift by Tim Houlihan – The Chief Behavioral Strategist atBehavior Alchemy, LLC, provides business insights frombehavioral science that play an increasingly important rolein managing for improved performance. Houlihan is theformer VP of Reward Systems at BI WORLDWIDE.SALESANDMARKETING.COM20205

2020editorial overviewISSUEFEATURESWINTER 2020SPRING 2020SUMMER 2020FALL 2020Ad Close: 1/3/20Ad Close: 3/2/20Ad Close: 6/19/20Ad Close: 8/21/20Materials: 1/8/20Materials: 3/4/20Materials: 6/23/20Materials: 8/26/20Mail Date: 2/4/20Mail Date: 3/30/20Mail Date: 7/14/20Mail Date: 9/25/20 All-In On AI? A closer look at thepotential — and limitations — ofartificial intelligence in B2B salesand marketing. What Motivation Is (And Isn’t) Should You Be Using Chatbots? What You Don’t KnowAbout CRM Can Kill You Social Selling Isn’t an Oxymoron What’s In Your Social Stack? Why Trade Shows Aren’t Dead Combatting Customer Churn Effective Email Marketing The Complete Content MarketingPortfolio: Blog Posts, Webinars,Social Media Commentaryand More Keeping Remote Workers Engaged Making the Most of CustomerSurveysTraining Conference & ExpoFebruary 24-26, 2020Orlando, FL SEO for Dummies The Technology that’s Driving SalesIncentive Programs Harnessing the Power ofProgrammatic AdvertisingBONUSDISTRIBUTION B2B Podcasting — Really! Filling Your Sales Funnel withConfidenceFlourish Branded CurrencyConferenceApril 27-29, Chicago, ILIMRA ConferenceApril 26-28, Clearwater, FLSHRMJune 28 -July 1, San DiegoIMEXSept. 15-17, Las VegasIMA Summit 2020July 20 - 22, Fort Lauderdale, FL&It pays totalk about pay 6Messages that gainexecutive access 14Do your buyerslack self-confidence? 20SALESANDMARKETING.COMRATESSee page 22for full print specsWHY2020 SMM DISPLAY COLOR RATESAd Size1 2 4 Two-Page Spread 9,500 8,500 7,600Full Page 6,900 6,250 5,6502/3 Page 6,250 5,500 4,7501 2 Page 4,100 3,650 3,1005GNOV/DEC 2019 » 10MATTERSAsk about our digital/lead/printintegrated marketing packagesand save thousands!Opening the door toa new marketing worldpage 26SMM-NOV-DEC-2019-8.indd 11 4 Page 2,950 2,500 2,100SALESANDMARKETING.COM10/25/19 3:45 PM20206

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2020SMM Monitor eNewsletterEvery week, this popular eNewsletter providesrelevant news and business intelligence to 29,000 sales and marketing executives. The quick-readformat, combined with the newsletter’s reputation fordisseminating top-notch content, make SMM Monitora savvy choice for sales training, enablement,technology, and incentive providers to reach a coreaudience ready to act on sales growth initiatives.CLICK to view a live sampleRATESText Ad:PER ISSUEPER MONTH 275 1,100300 250 banners are available via monthlyDigital Sponsorship. See page 7 for details.300 250PREMIUMSQUAREBANNERMETRICS Opt-in monthly subscribers: 29,000 Average open rate: 5 – 6% Average banner CTR: .2 – .5%TEXT ADBe part of the contentwith a simple, cost-effectiveText Ad (up to 75 wordsplus a URL).SALESANDMARKETING.COM20208

2020SMMConnect /WebinarsBuild your visibility and brand value, andwatch the leads pour in, month after month.SMMCONNECT.COM is where sales and marketing leaders andprofessionals go to network, learn, and find the resources they need tosurvive in an ever-changing, highly competitive business landscape.Showcase your expertise, generate quality leads, and build valuablebrand exposure with this influential audience.“ SMMConnect has given us a great opportunity to reach newaudiences with our research and message about advances insales effectiveness. The conversations we have both duringand after the events have been remarkable.”Michael Leimbach, Ph.D.VP Global Research and DevelopmentWilson Learning WorldwideClick to view a live calendar ofupcoming Webinars.SALESANDMARKETING.COM20209

2020SMMConnect /WebinarsSponsored Webinars:Bring in your experts to demonstrate even greater authorityand marketplace visibilitySMMConnect’s Sponsored Webinars are SMM’s most popular contentmarketing channel — and for good reason. It’s the place to be to showcaseyour expertise or share your latest research, as well as generate hundredsof ongoing, targeted leads for your sales pipeline.Webinars are promoted not only through the SMMConnect website,but also by email to our entire community of SMM Monitor/HTMLsubscribers and SMMConnect members (66,000 unique users),as well as through our social media channels (23,000 followers).METRICS SMMConnect sponsored Webinars typically see between200-300 registrants, with 20%-30% day of participation.RATESWEBINAR RATES1 7,5002 7,000 each3 6,500 each4 or more (quarterly) 6,000 eachADDITIONALLEAD-GENERATINGBANNERExtras included with your Webinar: Provide a 300 250 banner for bonus clicks Provide a white paper, eBook, or similar contentasset (PDF) and we will promote this inconjunction with the webinar for potentially100s of extra leads ( 3,000 bonus value).Ask your rep about custom Webinar packages.SALESANDMARKETING.COM202010

2020SMMConnect /WebinarsTurnkey Webinars:No Speaker? No Problem. Turn to us for helpSMMConnect’s Turnkey Lead-Generating Webinars are the easiest path to hundreds of targetedleads, providing immense exposure for your brand. We promote, organize, manage and facilitate anexpert-led Webinar, while you sit back and watch the leads flow in for your sales team.RATESWEBINAR RATESTurnkey Webinars: AD PODS:BONUS300 250BANNERYour Hotlinked LogoAn ad pod is a hyperlinked image thatappears on attendees’ screens during aWebinar to communicate your call toaction and enable participants to clickthrough to any URL you’ve set up tofacilitate even more engagement. Learnmore and check out sample Ad Podshere:Webinar Ad Pods: 5,000 (flat fee) 1,495 each (flat fee)METRICS Provide your sponsor branding, and anyextra special offers or links You'll be promoted as the sponsor in allpre-Webinar marketing efforts, and onthe live Webinar You’ll receive the complete list ofregistrants and any leads from the ondemand recording, the same as if it wereyour own content and speaker Expect a minimum of 150 leads,plus 100s of bonus leads from anyaccompanying content you provide, suchas a white paper, infographic, or eBook.(SMM Webinars typically see between200-300 registrants).SPONSOR BRANDINGYour sponsor PPT slide will be displayedat the beginning and end of the WebinarSALESANDMARKETING.COM202011

2020SMMConnect /WebinarsDemo Webinars:It’s time to show ’em what you’ve got!Showcase your product, product update, or yourlatest new solution like never before with anSMMConnect Demo Webinar. SMMConnectprovides a Producer to help develop, deliver andintroduce your 30-minute educational demoWebinar. Help listeners roll up their sleeves andget hands-on with a virtual tour of your latestproduct, upgrade, or integration.RATESDemo Webinars: 6,000 each(flat fee) Include a white paper or similar contentmarketing asset and we’ll promote inconjunction with your demo ( 3,000value-add). Include a 300 250 banner on theWebinar landing page for bonus clicks.SALESANDMARKETING.COM202012

2020native and sponsored contentlift: the mindset of motivationOnboarding haslong-term impactsBY TIM HOULIHANI have a friend who started workat a new company recently. Aweek later, her daughter startedher first post-college job. Theirexperiences highlighted howhiring managers can do betterregardless of generation and howonboarding casts a long shadowfor how employees feel about acompany.What workedThe mother, we’ll call her Maggie, started her first day with aproject perfectly tuned to her background and skillset. Evenbetter, it required her to meet people from other departments.Coworkers showed her the cafeteria, bathroom and officesupplies area, and they gave her insider scoops on completingpaperwork.The daughter, we’ll call her Katelyn, was greeted warmlywith a cubicle stocked full of welcome messages, office suppliesand a computer. Her calendar was booked with coworkermeetings, lunch with senior leaders, and a project estimatedto take up the entire first week. In some ways, she said, “It feltlike the first day of school,” with the classroom laid out towelcome her.What didn’t workMaggie was off to a good start, but her boss was difficult toreach when she had questions. She didn’t need much guidance,but she could barely book time with her boss. She found herselftwiddling her thumbs after the initial assignment was done inBrought to you bythree days. Coworkers recommended online self-guided training,but it was busywork. She felt bored and slightly ignored.She was promised high-tech ergonomic furniture and anew laptop. The laptop took two weeks to arrive, then it waswhisked to IT for a few days for configuring, and finally arrivedwith incomplete printer drivers and faulty authorizations.Moreover, more than a month into the job, there’s still no coolAs the former chair and CEO of the global hotel and travel company Carlson,furniture.Marilyn Carlson Nelson has spent a lifetime helping companies enhanceKatelyn’s warm greeting turned into hours of nothing to do.relationships with employees and clients through incentive travel experiences.Her first week’s project was wrapped up by 11 a.m. on day two.We spoke with her recently about the power of travel to build strong bonds. A lotHer boss, “a busy control freak,” in her words, was stingy withhas changed in the travel industry over the past several decades, but Carlson saysassignments. She was enthusiastic about doing “real work” butin many ways, the more things change, the more they stay the same.was losing confidence every day.closersThe bonding power of travelSMM: Our cover feature is aboutsecond-tier cities. Do you have anyfavorites yourself?MCN: My role as a member of the SuperBowl LII Host Committee has made memore aware than ever of the excitingchanges in our own tri-city area ofMinneapolis, St. Paul and Bloomington.More and more people are looking fornew experiences like some of those thatcan happen here in the winter likedogsled races, snowmobiling and the icecastle that is built in St. Paul. Otheremerging cities include Nashville, Austinand Denver. Denver seems to be morepopular than it has been before,particularly since they built light railaccess from the airport to downtown.If you provide a sharedemotional experience, itstrengthens the bonds with eachother and with the company,and develops a sense of pride.SMM: Why is travel such an effectivetool for companies to build relationshipswith employees and clients?MCN: We have very few collectiveexperiences anymore. There are virtualemployees who often don’t meet eachother until they participate in a meetingor incentive trip. There is no questionthat traveling together creates the kindof friendships and engagement that buildstronger employee relations.50SEP/OCT 2017SALESANDMARKETING.COMSMM: What are the ingredients of agreat incentive travel experience?NOV/DEC 2019MCN: Flawless execution 18is absolutelySALESANDMARKETING.COMkey. That hasn’t changed. How youinterface with participants, from the firstinvitation to your N CARLSON NELSONis really important. Part of that flawlessexecution involves knowing as much asyou can about the individual travelers.MCN: I’ve been to over 60 countries.Even though you are providing aI haven’t been to Lapland, and I’m ofcollective experience, it can be ruinedSwedish heritage, so I’m excited, at someif you aren’t aware of individuals’ foodpoint, to go to Lapland. I haven’t been tochoices, allergies or other importantNepal and I would like to. I haven’t beendetails.to either of the Poles. I came close on theIt’s also important to have emotionaltip of Patagonia.content and an experience that isSMM: Do you have a favoriteexclusive or unique — something thatdestination?people wouldn’t be able to experience ontheir own. If you provide a sharedemotional experience, it strengthens thebonds with each other and with thecompany, and develops a sense of pride.We see that with the introduction ofmore corporate social responsibilityactivities into events. People feel goodabout working together on worthwhileprojects. Relationships drive results. Nomatter how efficient it is to use thetechnology that’s available today, the kindof bonding that comes from a collectiveexperience is different. It can change ateam of employees into an extendedfamily. “There is a quote from (Frenchpoet and philosopher) Paul Valery thatgoes, “Let us enrich ourselves with ourmutual differences.” That’s really beenmy theme and I think it’s one of thethemes of all of incentive group travel.SMM: What is the tally of countries youhave visited, and are there any left onyour wish list?Full Page Article (500-800 words) andadjacent Full Page 4C display ad.SMM can provide editorial guidance/assistance for story angle/theme, etc.These issues may be unnoticeable to the hiring managerbut can become real bugaboos with new employees. Earlyexperiences like these echo from the culture canyon and setthe long-term tone. Good managers stay on top of them. Greatmanagers prevent them from happening in the first place.What to do Give employees a chance. They passed the interviews,so give them a chance to do the work. Assign a project rightaway and be available for their questions. You want them tobuild confidence and get a small win right off the bat.Confidence goes a long way. Give employees a good first impression. Culturedictates suitable welcome measures, but don’t skimp. Agood welcome is less about hanging balloons and moreabout having a functioning laptop and a place to land onday one. 2019 Seiko Watch of America. SRPD21YOURARTICLEDigital/Printedition spreadsSponsored by Seiko Corporate GiftsSpecialMarkets@seikousa.com Get employees engaged socially. We are tribal and thisis the new hire’s newest tribe. Improperly welcomed newhires will feel disengaged, making them more likely to pushoff for greener pastures sooner than later. Set up internalmeetings with peers, subject matter experts, companyhistorians, and fellow Star Wars addicts to help them feellike they belong.Don’t ignore those who have been around a while. Givethem opportunities to take the lead. Remind them how youvalue their contribution with the right training and the besttechnology for their positions. Always be inclusive withsocial invitations.Thesesimplebut sometimestrickytaskscancorporatehave aFindout howCanon canmakeyourgiftstremendous impact on the people who report to you. As theyand incentives program work for you.say, you only get one chance to make a good first impression.Don’t flub it.#DiscoverYour PlanetTim Houlihan is chief behavioral strategist at Behavior Alchemy, LLC,blending applied behavioral science with experience and knowledge.He is also the co-founder of the podcast Behavioral Grooves.Dedicatedto theNextAdventureOnline Bonus: Of course, employee engagement is notjust an onboarding endeavor. It’s critical to make sureemployees feel connected to the organization’s success inorder to keep them long term. Learn more about creating aculture of engagement at salesandmarketing.com/lift.CORPORATE SALES AND INCENTIVESCONTACT US AT 800.545.2783 OR SPECIALMARKETS@SEIKOUSA.COM SEIKOUSA.COM/PAGES/CORPORATE-GIFTS10/25/19 3:51 PM11675 Seiko IncentivesAd SRPD21.indd 3CANONFULL PAGE ADPAGE 51MCN: That’s too tough. When I’m notin the place I love, I love the place I’m in.I particularly have enjoyed visiting someof the world’s historic sites, whether it’sEpidaurus or Machu Picchu. There is anamazing sense of being connected to theancient world. We need to preserve theseplaces so we understand our history. Inorder to create the kind of future wewant to live in, we need to understandthe past. I worry that we are creatingnew experiences in order toaccommodate the millions of travelersthat are coming into the global market.I encourage people to visit some of thesehistoric places that may or may not bethreatened over time.You can read past Closers interviewswith Mark Cuban, Daniel Pink, “Dilbert”creator Scott Adams and more atSalesandMarketing.com/Closers.8/5/19 9:29 AMYOURFULL-PAGEDISPLAY ADON M USA.CANON.COM/CORPORATEGIFTS 2017 Canon U. S. A . , Inc . All rig ht s reser ved. Canon , EOS, PIXMA , Power Shot , and VIXIA are registered trademar k s ofCa n on Inc . in t he United States a n d may also be regis tered t r ademar k s or t r adema r k s in ot her cou n t ries. Cer tain images a n d ef fec t s sim ulated .SALESANDMARKETING.COM202013

2020native and sponsored contentSponsored articles onSalesandMarketing.comSponsored articles appear in the news feedon the SalesandMarketing.com home

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