Markitek's Fresh Focus newsletter offers insightful and experienced looks at critical issues of successful sales and marketing.
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In Praise of the Buying Cycle
Strategic Marketing
Understanding the "marketing synapses" within your buying cycle is key to developing marketing opportunities.

Don't Ignore Your Customers
Tactical Marketing
A look at how we turn away from our customers—and how to avoid it.

Lifetime Customer Value Drives Budgets
Strategic Marketing
The lifetime value of your customer should be the basis of your marketing budgets.

Chief Marketing Technologists
Operational Marketing
Markitek thinks it's time to look at creating another C-level post: one that blends IT and Marketing.

Effective selling to today's Well Informed Buyer™ serves as the connection point of unpredictable interactions between Sellers and Buyers. We call it Synaptic Selling. It is the difference between winning deals or helping competitors win them. View our Synaptic Selling website to learn more.
At the point of first contact, Buyers know far more about you than you do about them. Your sales organization must adapt their approaches to the Buyer-controlled selling dynamic. This knowledge advantage gives control of the selling process firmly and permanently to the Buyers. Delivering what Buyers want to know during the selling process is what lifts Sellers out of the crowd. Sellers who reach Buyers first with relevance gain critical competitive advantage.		Become as well informed about your Buyers as they are about you, before those Buyers stop listening. Ensure that your hiring and team-development programs are as synaptic as you are. Learn how to adapt to the dynamic of selling processes that are out of your control. Deliver the information your Buyers want at the moment they want it—before your competition does. Build an infrastructure that lets you deploy a SWAT-like response to the most demanding Buyer needs