There’s no question over the past year we’ve seen a shift in the sales process. Whether it be in order to deal with the realities of remote selling due to the pandemic or simply to make better use of your sales data, custom B2B loyalty and incentive programs help to automate key components of your sales process, driving greater market share, increased sales and better bottom line profits for your sales plan.
Current customer opportunities
Most B2B sales organizations have a common problem – too few salespeople to properly engage more customers. The sales team directs most of its attention to the top 20% of your customers, leaving less time for the bottom 80%, which represent the greatest per capita opportunity for sales growth.
If only you could better service them all...

A loyalty program can build on your existing customer relationships and tap into their spending potential.
New customer opportunities
When your sales team is already stretched thin trying to work with existing accounts, prospecting new customers to expand your reach and market-share may seem like an impossible goal. But it has to happen, in order to reduce the impact of the inevitable customer churn experienced by every company. 
As a sales leader, you’d like to realize those sales and profit growth opportunities, without increasing your headcount or sales budget. Why not try automating your sales process?
Your sales automation tool for all account types
You have active customers, demanding customers, low maintenance customers, declining customers, inactive customers, customer prospects and lots of sales data. What’s the best way to use it all without hiring more staff?

A B2B loyalty reward program is a powerful sales automation tool that helps develop the unrealized potential for all accounts – especially the 80% that your team can’t call upon regularly. And while many people consider reward programs to be a retention tool for building loyalty with existing accounts, a well-structured B2B reward program can help drive new customer acquisition and sales as well.
Take advantage of sales data segmentation
Most companies have access to masses of historical sales data but often lack an action plan to use it to drive incremental sales. Sometimes they lack the internal analytical tools and resources to sift through the data to identify insights, trends, gaps and opportunities. Lift & Shift can help in these areas, to enable you to leverage your data, automating its productive use. Here's a top line summary of the plan:
Targeting customer segments with relevant sales messages
Increase message response with reward offers
At Lift & Shift, we work with you to develop an offer matrix, associating different reward values with each potential new purchase, for each customer, in each segment.
One good rule of thumb:
the greater the value of the purchase outcome, the greater the value of the reward you should use to incentivize the customer to make it.
Personalize the customer communication
Empower your sales team
Automated sales ROI
Best of all, automated reward programs are completely performance-based. Rewards are only earned by customers when they make the purchases you want them to, and you set the reward values to reflect your margins and sales opportunity values. Everything is tracked and communicated automatically by the reward rules engine and communication platform – whether targeting 100 customers or 1 million. The incremental sales and gross profit delivered by your program will pay for all program-related costs many times over, assuring you excellent ROI on every dollar invested. Program ROI reporting should be provided by month, quarter, year and/or by individual sales campaigns.
Sales Automation FAQs
How do you track the ROI of a reward-based, automated sales program?
Very easily. All reward offer costs are “performance-based” and tied to actual purchases. No purchases? Then, no reward costs. Be sure to structure offer values that make sense for your margins and your customers. Proper offer costs relative to the associated increase in sales and profit margins ensure great ROI every time.
What sales channels are best served by an automated sales program?
Your program can be easily customized for any sales channel or target audience. The sales data is the key. Sales targets and margins vary. Your program should reflect these nuances and be tailored to each opportunity. One size does not fit all, and your program should be structured this way.
How personalized can an automated program be when engaging my customers?
Welcome to wonderful world of big data! An automated sales reward program is easily customized down to the smallest detail. You should be able to segment your customers according to any specific sales criteria – who bought what, when, how much, how often, what products, what categories, what bundles…the opportunities are almost limitless. Any detail included in your sales data can be used to automatically personalize your customer experience and create highly relevant purchase offers that will heighten engagement, boost retention and drive incremental sales and profit.
What size of company benefits most from an automated sales process?
The more customers you have, the greater the opportunity to benefit from an automated sales reward program. Any B2B company with more than a couple of hundred customers who has concerns about keeping sales costs in line, should have a B2B reward program. It is a highly useful and cost-effective tool your sales team can leverage to boost productivity and results, without increasing anyone’s workload. Let your data do the work.
How much time will I need to invest in an automated sales program? I already have my hands full and can’t more bodies to my team.
B2B reward platform technology is the key driver behind the automation of this important sales process. Working with a full-service program administrator, your involvement can be limited to less than an hour or two a month. Lift & Shift works with you before launch to establish the customer segment goals and reward values, then we take it from there. Our professional team of full-service reward program specialists build and then manage your program according to your direction and sales goals. We meet once a month to review sales results, program ROI and determine what short term or tactical campaigns you may wish to add… and that’s it. We do all the heavy lifting while you focus on other things.
What sales analytics are available through an automated sales reward platform?
Where do you want to begin? Lift & Shift’s Data and Analytics department can provide analysis and reporting on virtually any sales metric you can imagine. Using proprietary algorithms, we are able to sift through vast amounts of sales data to identify any sort of desired sales or purchasing activity and group “like” customers into segments based on their shared behavior.
Common analyses include category/product/brand/SKU purchasing gaps, product purchase bundles or associative purchasing, purchasing volume drop off, customer purchase scoring, and purchase growth vs. previous periods. Basically, anything included in your sales data can be analyzed and then used to populate your reward program offer matrix, delivering a highly personalized and relevant customer experience.
The program automation ensures optimal impact on sales thanks to the targeted nature of the program offers and customer communications.
Program impact and ROI analysis is then developed, clearly illustrating how well your program is working against your goals and offering insight to further program enhancements or refinements to generate even better ongoing sales process automation results.
The Ultimate Guide to B2B Loyalty Programs
Lift & Shift offers a powerful B2B reward platform that can help your company leverage its sales data to drive incremental purchases with customers and channel partners or motivate sales staff. We work with manufacturers, distributors and service providers to analyze sales data, identifying purchasing gaps and other valuable targeting opportunities.
We create and deliver highly relevant offers to customers, in-house sales staff or sales associates, motivating your target audience to respond, using a wide array of appealing reward options as influencers. Our performance-based reward structures deliver an unparalleled return on investment, with absolutely no wasted budget.
Our customizable reward platform enables clients to easily benefit from a robust loyalty reward program. It's affordable and includes Lift & Shift’s turnkey professional program administration. We take care of everything so you can focus on your key initiatives.
