Let’s talk about something that seems reasonable…
but quietly creates confusion in sales.
What if someone is not clearly a Low Probability Prospect…
and not clearly a High Probability Prospect?
What are they?
- Medium Probability?
- Medium-Low?
- “Somewhere in between”?
After all…
it’s a common belief that the world isn’t binary.
That people can’t be placed into categories like:
- High Probability
- Low Probability
Because that would mean we’re judging people.
Treating them like objects.
And High Probability Selling doesn’t do that.
So what actually happens?
In practice…
When we try to measure or define:
- “medium probability”
- “kind of interested”
- “not a no, but not a yes”
We introduce something subtle:
Fog.
Not complexity.
Fog.
And once the fog rolls in:
- Decision-making slows down
- Conversations lose clarity
- CRM pipelines freeze
- “Interested” starts to look like progress
But nothing actually moves.
Here’s the real question
How do we measure:
- Inside the sales role?
- Outside the sales role?
(marketing, service, fulfillment…)
If we’re trying to align an entire business
with HPS principles?
What we’ll explore in this Forum
- Why “Medium Probability Prospects” appear to exist
- Why they don’t actually exist (for measurement)
- How this confusion shows up in:
- inbound
- outbound
- email / DM
- CRM pipelines
- The mindset shift that removes the fog
- What to do instead — in real conversations
A simple idea… that gets complicated
This is actually simple.
But for all the human effort to simplify things…
we tend to complicate them.
Sometimes so much that:
The simplicity itself becomes hard to see.
Who this is for
- People using HPS
- People exploring HPS
- People trying to align sales with the rest of the business
- Anyone noticing their pipeline feels… unclear
We talked about this during a Zoom conversation on Friday 10 April 2026. The meeting was well attended.
The meeting was recorded. The video recording is available for sale on our website for $25 USD.
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