News and Views

News and Views from the Loyaltyworks Blog

Explore our blog for the latest incentive industry news, trends, and expert opinions. Check back regularly as we’ll be continuously updating the blog with fresh content.

Understanding the Buying Behavior of B2B Customers

Traditionally, buying behavior of B2B customers relied heavily on building personal relationships, nurturing those contacts and providing them with a reliable point-of-sale with their preferred suppliers. Millenials have flipped the script. Few stay in one position long enough to learn everyone’s name at their own companies, let alone establish profiles within an industry. Technology is […]
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Customer Retention Strategies for Your B2B Loyalty Program

When your business functions primarily on a B2B model, it can be easy to become so focused on managing your channel sales relationships that you put end-user interactions on the back burner. But at the end of the day, it’s your customers who will be supporting your business—and hopefully sticking around long-term. A loyalty program […]
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The 7 Most Surprising 2017 Marketing Trends

What can you learn from the 2017 marketing trends? Business to business marketers are always dealing with issues like growth and increasing ROI. That’s not likely to change anytime soon. Listed below are some of 2017 marketing trends that may surprise you but are deserving of your attention as you plan for next year: 1. […]
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What’s the Difference Between Sales Incentives and Bribes?

For some people, the phrase “sales incentives” has an unpleasant ring to it. They imagine incentive rewards as sneaky ways to get unsuspecting salespeople to do what you want—behavioral bribes, essentially. But in a properly-run sales incentive program, those rewards can mean so much more than simply baiting salespeople into achieving sales goals. If implemented […]
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How to Make Sure Sales Incentives Aren’t Bribes

An effective sales incentive program shouldn’t be a mere carrot-and-stick approach. Your sales incentives should motivate your salespeople to pursue personal goals and growth as well as the long-term goals of your business. If you’re struggling with how to frame your sales incentive program in a way that doesn’t feel like bribery, remember that there […]
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Stop Thinking of Sales Incentives as Bribes!

What do you think of when you hear the phrase “you earned a reward”? Dogs getting treats for rolling over and playing dead? Kids coaxed into behaving with candy or a toy? Many people make the same associations, which is why they believe that using rewards, or sales incentives, to motivate salespeople is a bad […]
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