How do you high-probbers assign a probability to an opportunity? Or do you? Are all your prospects 90%+? I'm working with a couple of sales managers who want to reduce (or eliminate) "pipeline fantasy". The goal is more accurate sales forecasts. Besides the prospect saying that they "want" your product /service (I know I've greatly simplified this), what other criteria do you use for determining opportunity probability?

Curious what the needs or gaps are for high probability practitioners for crm and notes about calls. What's a wish list. I'm thinking we can roll our own

Anyone familiar with the concept of "Jobs To be Done"? Basically posits that people "hire" products and services to help them get a job done. For instance, we "hire" life insurance to help us with the job of producing peace of mind. Or, we "hire" a CRM so that prospects don't fall through the cracks. I wonder if the JTBD framework would be useful in languaging an offer. Could the example in HPS: "We manufacture self-contained, four-color display packaging, which is shipped flat and is easy to assemple. Is that something you want for your product line?" Could the offer be made more effective if the "job" of display advertising was made more explicit? Is the job of the product to "simplify assembly", or to increase sales by attracting spontaneous buyers? A good book on JTBD is "Competing Against Luck" by Clayton Christensen. Many good insights for sales people.

We are launching a series in our Weekly HPS Community Forum, starting next Friday, July 17, 2026, called "Challenges in Prospecting". Please comment below with topics that you are hoping we will cover. The first session will include a subject that was never formally covered in the HPS book or the HPS training; "Creating a Great List". Because even if you deliver a "perfect" HPS offer, the results you seek may not follow if your list doesn't fit.