Wondering if HPS has to be updated to reflect this reality. If a prospect "wants" a particular product/service and has the resources to purchase it, they've probably done a ton of research via Google, ChatGPT, etc, and have already narrowed the field down to a short-list of solution providers. At least that what I'm finding on many prospecting calls. Any similar experience? If so, this might be a great discussion topic for one of the Friday hangouts.

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

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?

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.

This will be an interactive discussion on how to use High Probability Sales principles when selling software as a service (SaaS). We want to hear from you. Date: Friday 14 August 2026 Time: 10 AM (USA Eastern Time) Where: Here on Skool Link: https://www.skool.com/live/lzj8PMqFYVz