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B2B Loyalty Guide

The essential guide to customer loyalty for B2B marketers

The Essential Guide to B2B Loyalty is an e-book published instalments by our US company, Reward Paths. The book provides an essential overview of every aspect of building customer loyalty in the business-to-business (B2B) services space. Whether you're selling goods and services to small-to-medium (SMB) business owners, a wholesaler selling to contractors, or a professional selling your services to other professionals, the B2B Loyalty Guide provides you with the tools and best practices to build customer loyalty that lasts.


The Consumer Inside

The ten essential components of B2B loyalty programmes

Customer loyalty is arguably more important in business-to-business industries than it is in consumer industries. That’s because, in B2B firms, the 80-20 rule is sometimes the 90-10 rule: the top 10 percent of your customers can account for 90 percent of your profit. By identifying the key purchasers and influencers in your client organisations and then building relationships with them that mimic relationships in the consumer world, you can increase the retention, yield, and lifetime value of your best customers. Here are the ten steps to finding the consumer inside your business client and building loyalty that lasts.

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