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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  |  May 12, 2015

What Is Your Gateway Drug?

The twists and turns of life never cease to amaze me. Enter exhibit A: Lisa Arie, a turbo charge client from a few years back. Her latest developments just blew my mind.

But first, the back story. Lisa founded a company starting with no revenue or outside funding and grew it to $24M in a few short years. Burned out, she wanted to get out of the rat race and give a bigger gift to the world. She opened up a ranch in Colorado to help people get to know who they really are and how they navigate the world. She does very powerful work.

While the platform we developed got her opportunities at The Aspen Institute and other high-end places, Lisa didn’t stop there. She used the funds to launch an assessment that blew the lid off of how we really make decisions under stress. Her killer rhetorical question: “what do we rely on when the stakes are high?” Her answers to this question got the attention of very prominent C-suiters who now want her “enterprise wide.”

How she did it: Lisa used the assessment as a gateway drug. By leading with a low-risk (but not free) option, these skeptics experienced her work up close and personal. Her findings stunned them (and quickly changed behaviors). That drove the decision-makers to want more…and more. Result: buyers approached her with ways they could work together. She instantly became a front runner with no competition. Beautiful.

When the C-suite wants something, they make it work. The how doesn’t matter. When your platform creates an experience that folks can’t get enough of, you become the front runner. And leave the competition in the dust. Check out her insights here.

 

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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.