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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  |  September 12, 2013

Where Are You Coming From?

I love rhetorical questions that change my thinking.  And Tory Higgins asks a big question in this interview from Booz & Company’s Strategy+Business.

The upshot:  our motivation rests in one of two areas — a promotion-centered focus that centers on pursuing goals or a prevention-centered focus that looks at goals as conduits for safety and security.

I talk to a lot of people about their goals. I can hear their excitement.  My take:  you can tell where someone is really coming from when they have to take a risk.  The crossroads come when I tell them what it will take.  The promotion-centered people will start to figure out how to make that happen.  The prevention-centered people will back pedal and say something like “not now…”.

It’s easy to have rose-colored glasses on while operating in your comfort zone.  The real question: When reaching your goal requires you to take an uncomfortable risk, what’s your focus?  That’s when the true motivation kicks in.


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.