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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  |  August 14, 2012

Ownership Is Dead

This Fast Company article makes a fascinating distinction:  owning vs. buying.  The upshot:  ownership of a physical thing is no longer a competitive advantage.  It’s almost obsolete.  I get it.  I have enough stuff.

People buy stuff now because of what they can do with it.

Anyone who sells intangibles already knows this.  As thought leaders, what we really peddle is progress.  Our clients are not buying our ideas or advice.  They buy the increased speed to get something they want done.

What else our clients buy:  the invitation to be in our community — to hang out and digitally connect with folks who are like them.  And who doesn’t want to be a part of something bigger such as a cause or community?

Check out this article and ask yourself:  why do my clients really buy my stuff?  What do they want to be a part of?


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.