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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  |  November 29, 2016

One Great Way to Demonstrate Your Value

In this crowded thought leader market, it isn’t enough to share good ideas with good stories. You have to show what you know. A great example is an article from client-turned-friend Rebecca Morgan of Fulcrum Consulting, The Certainty of Ambiguity. Two things that make her stand out here:

1. Instead of focusing on a problem, she focused on the journey. Why is this smart? Two reasons: 1) everyone else is talking challenges, so she naturally stands out in comparison, and 2) she demonstrates that she knows where the bodies are buried.


Listen: Vickie explores two things to emphasize that increase engagement.


2. She pulled no punches yet remained positive. It would’ve been tempting to make fun of mistakes along the way. She didn’t. Instead, Rebecca took the high road and went the “heads-up” route—another smart move.

I used Rebecca’s newsletter as an example; don’t be limited by the format, though. Keep in mind that the “journey conversation” can be used anywhere: in speeches, in sales conversations, even in case studies. Remember, look at the road ahead and report on what you see. Everyone likes a heads-up.


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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.