Vickie Sullivan

Market Strategy for Thought Leaders

Tips, Trends & Tirades. ®

Vickie Sullivan's Color Commentary for High-Fee Experts

Why event planners spend more on AV than on the speakers who use it

September 01, 2015 | Vickie Sullivan | Leave a Comment

Heads up: prepare to be upset. According to this recent study by meetings magazine M&C, more money is spent on AV and technology (10%) than on the speakers (and entertainment) who use that equipment (8%). Good news: we beat out ground transportation and miscellaneous expenses. Given the attention on programming and meeting content, it sounds […]

How Decisions Get Derailed

August 27, 2015 | Vickie Sullivan | Leave a Comment

Earlier this month, I posted about how our brain’s bias can trick us. According to this Fast Company article, emotional reactions to irrelevant events can impact how we analyze information. My favorite findings: Anger shuts out outside perspectives. We tend to follow our own perceptions. Aggression increases when the outside temperature rises. (Which is why […]

How We Pick Our Partners

August 25, 2015 | Vickie Sullivan | Leave a Comment

Notice how so many folks are partnering with each other? Me too. Which is why I’m sharing this Strategy+Business article about M&As. Look past the details and size of companies. Check out this finding: focusing on targets that leverage one’s key capabilities provides the greatest chance of M&A success. Translation: stick to what you are […]

Stories for Great Sales Conversations

August 20, 2015 | Vickie Sullivan | Leave a Comment

Everyone and their brother is touting the miraculous benefits of storytelling. I’ve entered the fray with this article from RainToday about stories in sales conversations. As I’ve said many times, stories are only as good as the messages they demonstrate. If you are off message, your tale will be entertaining…and go no further. In this article, […]

Branding and Your Business

August 18, 2015 | Vickie Sullivan | Leave a Comment

A lot of business owners use their thought leadership to stand out among their competitors. At 30,000 feet, this is a great idea. In tight markets, buyer’s choice becomes more subjective. Thought leadership can create the inside edge. The biggest mistake many businesses make in their branding efforts is what I call the “orphans”. The […]

How to Steal the Show

August 13, 2015 | Vickie Sullivan | Leave a Comment

One of the best things about my work is meeting cool people. Michael Port is one of my favorites: brilliant and nice to boot. So I have to give a shout-out about his upcoming book, Steal the Show. Strategically, Michael does so much right. Let’s drill down on two things he’s doing and see how […]

Content Marketing That Brings in Leads

August 11, 2015 | Vickie Sullivan | Leave a Comment

Because so many of us use content marketing to show off our thought leadership, let’s check out this latest CMO Council research. As reported before, the big dawgs are using content to stand out. This report shows the real return on investment: what’s bringing in leads and what isn’t. Favorite findings: Many folks don’t know […]

Major Disruption in Consulting Industry

August 06, 2015 | Vickie Sullivan | Leave a Comment

Heads up: the consulting biz is about to get crazier than it is already. Phoenix commercial real estate advisor and maverick Jonathan Keyser is moving beyond giving free consulting advice with his new division. How it works: he gives recommendations for free and the clients only pay if they implement his advice. The plan he […]

How to Use Popular Ideas to Advance Your Thought Leadership

August 04, 2015 | Vickie Sullivan | Leave a Comment

Have you ever wondered why that great idea you had never got traction? Or why you stick to your guns even when new information changes the game? Two words: blind spots. We all have them. And the bad news, being aware of them doesn’t diminish their use. This Strategy+Business article does a great job explaining how […]

Self-Education Tools

July 30, 2015 | Vickie Sullivan | Leave a Comment

Because so many of us thought leaders are doing webinars now, this report from webinar marketing platform ON24 is worth a deep dive. Yes, the company will tout the use of webinars. But check out the sample size: 10,000 webinars conducted by 500 companies last year. Includes both large companies and SMB (small / medium […]