Description
Topic: Discoveries in Prospecting, Above and Beyond Textbook HPS
Recorded Thursday 26 February 2026 on Zoom
Length 2hr 41min
Includes video recording, transcript, and chat. View or download.
Cost: $25 USD
This recording reviews developments in High Probability Selling prospecting over the past twenty years following publication of the original HPS book.
The original training centered on outbound, B2B “cold” call prospecting. However, communication channels and market conditions have evolved significantly. This session examined what has changed, what has not, and why those distinctions matter.
Topics include the limits of traditional features–benefits–detriments templates, the realities of inbound prospecting in engaged markets, and why inbound is not simply the opposite of outbound. The discussion also addresses the continued prevalence of appointment-driven selling and how principle-centered HPS prospecting operates differently.
This recording is intended for those who want a clearer understanding of how HPS prospecting functions in today’s environment.
