Deliberately imposed constraint: Write a post in 10 minutes or less If you haven’t read The Six Thinking Hats by Dr. Edward de Bono, I strongly suggest giving it a read. In case you haven’t, here’s the quick run down. You have 6 metaphorical hats that you encourage everyone in a meeting to metaphorically put […]

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Beyond Know, Like, and Trust

  • Jeff Gibbard
  • 3 min read

It happens in my email. It happens on Linkedin. On occasion someone gets a hold of my phone number, and it happens via text. What is it that happens? People are “following up” for me to take action on something that I never expressed the slightest bit of interest in. These are communications, that happen […]

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Product vs Packaging

  • Jeff Gibbard
  • 2 min read

Better doesn’t always win. Companies don’t always buy the best options, sometimes they buy the cheaper one. The people with the most expertise don’t always achieve the most attention and financial success, sometimes it’s the one who markets themselves better, or are more charismatic on camera, or who know how to play the media and […]

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Sometimes, when you give a sales prospect your pricing, they may come back asking for a lower number. How you respond to this depends on a two factors: How far apart are the numbers? How badly do you want to work with this client — not because you need the money but because of who […]

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97 Tricks

  • Jeff Gibbard
  • 4 min read

I have a new online course coming out soon called Hyperfocus that is a complete productivity system for people with ADHD, and I have a question for you. Should I price it at $497 or $499? On second thought, don’t answer that, I have another question… I’m only planning on offering 3 licenses in the […]

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Mise en place

  • Jeff Gibbard
  • 8 min read

There was a period in my life where I thought I was destined to be a chef. While that didn’t work out, there are a number of lessons I learned from that period of my life that I carry with me to this day. If you want to unlock your potential and be a leader […]

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Sales is a Leadership Opportunity

  • Jeff Gibbard
  • 7 min read

How do you feel about sales? Do you enjoy the initial qualifying meeting? Do you relish the close? Does every part of it make you want to run and hide? How we feel about sales is a product of our experiences on both sides of the sales equation: as the salesperson and as the prospect. […]

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Worth the wait

  • Jeff Gibbard
  • 4 min read

Think back to when you were a kid. I grew up celebrating both Christmas and Hanukkah. I remember that the time from December 1 to the morning of December 25th, felt like an eternity. Now, I’m consistently surprised when my birthday is a week away. Age is one factor in this equation, but there’s something […]

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How To Go Up-Market

  • Jeff Gibbard
  • 6 min read

For today’s post, I want to talk about the widgets you make. “Widget” is our stand-in for products and services. If you sold your widgets for $1 each, you would need to sell 1,000 widgets to make $1,000. At $10 each, you’d need to sell 100 widgets to make $1,000. At $100, you’d only need […]

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The Last Competitive Advantage

  • Jeff Gibbard
  • 6 min read

What gives you a competitive advantage? You might think it’s quality…and maybe it is. But, it probably isn’t. Quality is subjective, and once quality has exceeded acceptable levels, other factors come into play, such as a price. You might think it’s speed…and maybe it is. But it probably isn’t. In a world where Amazon can […]

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