Vickie Sullivan

Market Strategy for Thought Leaders

Tips, Trends & Tirades. ®

Vickie Sullivan's Color Commentary for High-Fee Experts

Thought Leadership Brands for How Buyers Buy

April 15, 2014 | Vickie Sullivan | Leave a Comment

I’ve said for years that buyers behave differently when they have multiple options. This article from Strategy+Business really drills down on how buyers use criteria differently as the sale process progresses. Yes, the article focuses on B2C. Don’t count this perspective out thought — I see this happen all the time in B2B. The upshot […]

What is a Thought Leader?

April 10, 2014 | Vickie Sullivan | Leave a Comment

My new TED fellow mentoree asked me this question. She has a great point — it’s a big word that means a lot of different things. Here’s my definition of a thought leader: Someone who changes the conversation with their perspective Someone who has created new benchmarks or criteria that the marketplace accepts as conventional […]

What to Sell When Everyone Has Too Much

April 08, 2014 | Vickie Sullivan | Leave a Comment

Heads up: we have a new buzzword, thanks to author James Wallman. “Stuffocation” refers to “that feeling you get when you look in your wardrobe and it’s bursting with clothes but you can’t find a thing to wear.” (I will neither confirm nor deny that might have happened before.) This Fast Company article is important […]

Are Female Speakers an Endangered Species?

April 03, 2014 | Vickie Sullivan | Leave a Comment

Another thing I noticed about TED last week is the abundance of female speakers. I use that term loosely as there were more than twice as many male as female speakers. Unfortunately, that is considered a good ratio as many conferences range only one or two female speakers on the main stage. What is behind […]

New Speaker Selection Trends

April 01, 2014 | Vickie Sullivan | Leave a Comment

Unless you’re living under a rock, speakers everywhere are discussing the latest Meetings and Conventions survey on speaker selection. Don’t let the small sample size (117 respondents) diminish the findings. These insights are worth paying attention to because of the range of speaking fees covered. My favorite findings (and color commentary of course): The market […]

A Business Approach to Books

March 27, 2014 | Vickie Sullivan | Leave a Comment

Many experts are writing books, so perhaps a publisher’s perspective is in order.  Steve Piersanti, President of Berrett-Hoehler Publishers, has some candid advice for authors in this “awful truths” report. Although these findings are not recent (2012) they still hold true. The upshot: many experts don’t fully understand the journey they are about to take. […]

TED’s Top Ten

March 25, 2014 | Vickie Sullivan | Leave a Comment

Whew! Another rockin’ week at TEDActive. As promised, here’s my list of TED’s top ten: Astronaut Chris Hadfield, kicked off a great start with insights on actual danger vs perceived fear. For strategy lovers, check out documentary filmaker Yoruba Richen’s assessment of strategies used by both the civil rights and LGBT movements. Love the labels […]

What Happens After “No?”

March 20, 2014 | Vickie Sullivan | Leave a Comment

I learn the best lessons in selling when I’m the buyer. And a conversation last month was a doozy. Sally Jo (not her real name) was referred to me by a good friend. She was upbeat, positive, and…gave me a very enticing offer. I was sorely tempted but ultimately passed. Why? Because I wasn’t convinced […]

TED Coming to Corporate America

March 18, 2014 | Vickie Sullivan | Leave a Comment

Greetings from TEDActive in Whistler.  Biggest aha from day one:  I will not freeze to death here. Inside TED session was indeed illuminating.  What really perked my ears up:  TED@, an event-based initiated aimed at taking TED’s mission to corporate America.  Last year there were three similar events at big companies, like Intel.  The vision: […]

The Downside of Choices

March 13, 2014 | Vickie Sullivan | Leave a Comment

I’ve said this for years: that brilliant people have the disadvantage of too many choices to reach their goal.  So imagine my surprise when this study from Stanford’s Graduate School of Business backs me up. Seriously, this study on how too many choices can derail success was a eureka moment. My favorite finding: offering folks […]