advocacy marketing

B2B Sales Incentives as a Powerful Advocacy Marketing Tool

by Steve Damerow, June 13, 2016

Exclusive to Incentive Magazine

 

 

Most people rarely think of incentives as influencing sales decisions through a business-to-business (B2B) distribution channel. Yet the fundamental purpose of incentives remains the same no matter what the context: to influence people to take certain actions. And people respond to, “what’s in it for me?” whether they are employees, customers, or part of the B2B distribution.

According to the Department of Commerce, B2B spending is roughly twice that of B2C spending. Clearly, it is time for B2B incentives to take a page from B2C customer loyalty programs and promote B2B advocacy selling.

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Why B2B sales incentives should be part of your pre-market planning

From the Atlanta Business Chronicle
March 11, 2016, By Steve Damerow

When people think of incentives, they often think of employee incentives for tenure or promotions to increase sales. Seldom do people think of incentives influencing the sales decisions through a business-to-business (B2B) distribution channel.

But the fundamental purpose of incentives remains the same no matter what the context: to influence people to take certain actions. And people respond to “what’s in it for them,” whether they are employees, customers, or part of the B2B distribution. According to the Department of Commerce, B2B spending is roughly twice that of B2C spending. So it’s time for B2B incentives to take a page from B2C customer loyalty programs and promote B2B advocacy selling.

Why Is B2B advocacy marketing important?

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