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How to Improve Global Channel Sales to Increase Engagement and Profits

improving global channel sales

Improving global channel sales requires having in-depth knowledge of who you’re likely to work with in a partnership. To operate on a grand scale, it’s unreasonable to try to know the minute details of each of your partners. However, groups of similar partners – based on culture, region, industry and other uniting factors – allow […]


What’s the Difference Between B2C and B2B Loyalty Programs?

b2b loyalty programs

Upon first glance, B2C and B2B loyalty programs may seem very similar—after all, they have the same goals, right? Increase sales, customer loyalty, and collect program participant data. But the key difference between the two is size: B2C loyalty programs need to have broad appeal in order to attract as many participants as possible. B2B […]


How to Focus Your Loyalty Program on B2B Customer Retention

b2b customer retention

The cost of bringing in new customers can be up to 4-10 times as much as keeping current customers. This is especially surprising when you consider the fact that 44% of companies put greater emphasis on new customer acquisition than current customer retention (a mere 18%). With such an obvious discrepancy, it makes you wonder […]


Customer Retention Strategies for Your B2B Loyalty Program

b2b customer retention strategies

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 […]


Focus Your B2B Loyalty Strategies on Customer Retention

customer retention b2b loyalty strategies

Even in the B2C world, it costs more to acquire a new customer than to retain an existing one. But this is especially true in B2B markets where you work with drastically fewer customers. Customer retention is the very lifeblood of your marketing. This being the case, a B2B customer loyalty program should have slightly […]


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 […]


Using Contractor Incentives to Encourage Upselling

contractor incentives upsell

As a product manufacturer, it can be easy to feel distant from your contractors. Communication can sometimes feel strained or even non-existent, but since they’re your main channel for end-user sales, this is a vital relationship to maintain! That’s why a contractor incentives program could be the make-or-break factor when it comes to improving your […]


How Can a Contractor Rewards Program Increase Upsells?

contractor rewards program

If part of your manufacturing business relies on contractor sales, you may find yourself wondering about the best way to get your contractors to upsell your products over a competitor’s. The problem is, most contractors’ top priority is catering to end-user wants—and the average consumer typically only cares about price. They tend to gravitate towards […]


Use Contractor Rewards to Increase Your Upsell Rate

Contractor Rewards

As a manufacturer, it’s not always easy to motivate contractors to upsell your products or services. After putting so much work into researching, developing and marketing upgrades, useful supplemental products, top-notch aftermarket services, high-end or energy efficient products, you may wonder why contractors don’t sing their praises. It’s because they have different priorities than you, […]


[Presentation] The Guide to Successful Dealer Incentive Programs

April SlideShare Feature Image

Ever wonder where it is most companies fail when it comes to operating a dealer incentive program? In complex sales channels with many moving parts and often multiple different ways to reach sales goals, there are, unfortunately, many ways to miss the mark with channel incentives. It’s impossible to read the be-all, end-all manual to […]