Your Automated Sales Partner: How a B2B Loyalty Program Unlocks Revenue from Under-Serviced Accounts

Think of a B2B loyalty program as a digital sales rep—one that never takes a day off. These programs use your customers’ sales data to identify sales gaps and opportunities and automatically deliver personalized, performance-based incentives that encourage incremental purchases.



Whether you're trying to motivate low-spending customers to buy more, drive online purchases through your e-commerce portal, or re-engage dormant accounts, an automated B2B rewards and incentives program delivers results. It complements your existing sales strategy by empowering your field and inside sales teams with targeted reward offers that align with each account’s growth potential.

Studies prove that loyalty programs are effective because participants' actions are directly linked to the rewards they receive. When participants know that purchasing a specific product or reaching a spend threshold will maximize their reward points, they are more likely to modify their behavior to meet those criteria.

Lift & Shift programs consistently increase sales among program participants. In fact, our clients report an average 24% lift in purchases from participants compared to non-participants—proof that B2B rewards drive action.

This performance-based structure ensures that you’re only rewarding the behaviors that grow your business.

A B2B reward program doesn't just influence buying decisions—it also improves engagement. It provides regular contact with your low- to medium-spending customers when you don't have time, keeping them up to date on products you want to feature with incentives to purchase. A loyalty program changes the dynamic by creating regular, reward-driven communication.

With Lift & Shift, monthly account statements include personalized offers, reward point updates, and product promotions—all tied to behavior-based incentives. These communications routinely achieve open rates up to 190%* higher than industry averages, indicating participants value their relationship with you and are more responsive to ongoing offers.

In short, the monthly program communication provides a consistent channel for automated customer or channel partner touchpoints that support your brand and sales strategy—even when your team is focused elsewhere.

* Lift & Shift client analysis via SalesForce

Your historical sales data holds the key to unlocking new revenue streams. A B2B rewards program uses that data to create highly targeted, automated offers. For example, if a distributor regularly buys three out of five products in your line, the program can trigger an offer that rewards them for trying the remaining two.

These automated campaigns are tailored to each customer’s purchase patterns, increasing the likelihood of conversion. As long as the product or service is deemed relevant and attainable, the participant is more likely to take action, especially when they understand how it brings them closer to their reward.

A well-designed, tiered, performance-based program offers the flexibility to incentivize customers of all sizes, from large enterprise buyers to smaller regional accounts. By segmenting reward opportunities based on purchase volume or growth, each participant receives offers that are achievable and motivating. Smaller accounts can be encouraged to move up a tier by meeting clearly defined purchase targets, while top-tier customers receive exclusive incentives that reinforce their loyalty.

This structure promotes an ongoing engagement opportunity—once the participant reaches their purchase goal, they move to the next level where the earn rate accelerates, making each level more appealing—creating a clear path for customers to grow with your brand.

The data is clear: B2B loyalty program participants show consistent growth when compared with non-participants. That increase in sales, even by 10-20%—just one or two additional orders per customer—across your broader base of small to medium accounts can have a significant impact on your bottom line.

This kind of scalable growth often produces exceptional ROI because rewards are only issued in exchange for sales behavior you’ve prioritized. That means your incentive program doesn’t just maintain customer loyalty—it actively grows it.

A well-designed, data-driven, automated B2B loyalty program doesn’t replace your sales team—it strengthens it. It keeps your brand top-of-mind with your small and medium-sized accounts, engages participants with relevant offers, and turns untapped potential into measurable growth.

Whether you're looking to reduce churn, boost e-commerce transactions, or strengthen relationships across your distribution network, Lift & Shift makes it easy. We are a full-service partner. We handle everything—from program design and data analysis to communication and reward fulfillment—so your team can focus on closing more business.

Let Lift & Shift help you turn your low- and medium-spenders into high-value, high-frequency customers.

The Ultimate Guide to B2B Loyalty Programs

This article is part of a series covering how growth-based loyalty programs can elevate sales and company profits by incentivizing current customers to spend more, attracting new customers with appealing rewards, and motivating your sales team.

If you'd like to learn more about B2B Loyalty Programs, then please read the next article in the series: "When the going gets tough, a customer loyalty program gets sales going".

For an overview of all articles in the series, please visit our resource page "The Ultimate Guide to B2B Loyalty Programs".

Lift & Shift™ offers a powerful proprietary 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, improve efficiencies, accuracy, service levels, 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.