Paul offers tips to help you initiate contact with high-level decision makers (HLDMs). Show Notes Ninety percent of salespeople DO NOT call at this level. That’s good news for you! Work on getting a referral from within the industry. Tap into your LinkedIn network. Focus your message on what’s important to HLDMs. Identify a problem you can solve for them. Go where the HLDMs go. Don’t forget the “high-level schmooze.” Tune in to find out what that means. Did you enjoy the podcast? Go to Itunes to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.