Description
Date: Thursday 26 February 2026
Time: 9:30 AM (USA Eastern Time)
What: Live and Interactive Video Conversation on Zoom
Recording: Video recording (plus transcript text) will be available by the following day for $25 USD
Cost: Voluntary donation
Your donation helps support the High Probability Selling Community Forum Series of video conversations.
Discoveries in Prospecting, Above and Beyond Textbook HPS
This will be a review of new discoveries in HPS prospecting over the past 20 years, after the book was written.
The original HPS book and training was entirely centered upon outbound, B2B, “cold” call prospecting. As experience has shown, sales and marketing communication channels have grown and changed significantly since then.
Yet, some things have not changed at all. These distinctions are critical.
How a features, benefits, and detriments template does not always create an effective offer…in many situations it can actually make things worse.
There are also many more markets and niches in which the prospecting is INBOUND, with prospects who are already engaged in varying degrees. And contrary to the original advice, INBOUND is not the opposite of OUTBOUND.
Relentless pursuit of the appointment at all costs in mainstream selling is still alive and well, making HPS principle centered prospecting even more effective, when implemented correctly.
