Resources  >> Listen first, sell later

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  February 26, 2009

Listen first, sell later

Ready to gear up that sales campaign? Not so fast. Before you hit the streets making cold calls, remember that there’s gold in your natural network. The key: you must be willing to be curiously different and look for the non-obvious venues.

Poster child for doing it right: executive coach and turbocharge client Allan Milham. To promote his “Bold Moves” concept for change management, Allan went to his favorite folks and asked “here’s what I’m up to — what do you think?” And because we framed his concept beyond the obvious, his message adapted perfectly for what’s going on now. His champions saw the fit immediately and came up with their own suggestions for bringing him in. Why? Because they knew he was good — they just need to know what he was doing differently. They created the fit — in ways he could never have imagined. Result: Allan’s got the inside track to five big-time keynotes in the first quarter alone. Apparently the tough economy is not slowing everybody down…

Bottom line: your advocates know you are talented — but that’s not enough. They need to know what you are up to NOW. And it better be different. So do you have enough “yeses?” My Turbocharged Business Model Toolkit has a process to map out your revenue streams for maximum revenue generation. Click here to learn more.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.