Paul debunks some of the myths surrounding high-level decision makers (HLDMs). Show Notes FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson. High-level decision makers get a bum rap! Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you? A whopping 90% of salespeople do not call at the highest level in an organization!  HLDMs focus on more than just a product. They want to know how your solution will help them achieve their long-term organizational goals.  Did you enjoy the podcast? Go to Apple Podcasts 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! Interested in our public seminar offerings? Click here to learn more. *** 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.