--- title: Reaching Decision Makers with Marhnelle and David Hibbard – Episode 16 | The Sales Blog description: Today we hear from David and Marhnelle Hibbard. Their formula for reaching decision makers and getting through to almost anyone is available now in their book, SOAR Selling. The Hibbards use a methodology and strategy that becomes lethal when you make contact with clients. Tune in today as they discuss if cold-calling is dead, the […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/ITA-marhnelle-and-david-hibbard.jpg --- ### [Now booking SKO meetings for 2026/27! 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Their formula for reaching decision makers and getting through to almost anyone is available now in their book, [SOAR Selling](https://www.amazon.com/SOAR-Selling-Anyonethe-Reaching-Decision/dp/0071793712). The Hibbards use a methodology and strategy that becomes lethal when you make contact with clients. Tune in today as they discuss if cold-calling is dead, the role of social media and networking, and how to get out of your comfort zone in selling. Step into the arena with this power couple today.   [Knowing your client, with the HibbardsClick To Tweet**](https://twitter.com/share?text=Knowing+your+client%2C+with+the+Hibbards&via=iannarino&url=https://thesalesblog.com/2013/05/18/episode-16-reaching-decision-makers-with-marhnelle-and-david-hibbard/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## A complete set of tools For the people who think cold-calling is dead, it is. If you do not know how to do it, it is easy to declare it dead. If you don’t know how to do something well, of course you are averse to it. For the Hibbards, strategic cold-calling is not dead. They use it along with social media, not in place of. The Hibbards believe you should have a toolbox with *all* the tools, and learn how to use them. Their formula for success has fine tuned making contact with the decision makers you are after. If you are good at what you do, you become a trusted advisor with the tools a client needs. ## How is luck working for you? Strategic targeting will shift the results in your selling. The fundamental premise the Hibbards discuss today is making contact with decision makers and influencers. Instead of relying on good old fashioned luck, try strategy. Are you stuck in the mindset of *By the numbers plus luck equals cold-calling? *Get out of that old mindset and use cold-calling to your advantage. Financial results today, are owned by low level employees. You have to make contact where it matters. You have to create value. Learn how to express your value to the right contacts on today’s episode of In the Arena.   [Have the courage to get out of your comfort zone ~ Marhnell HibbardClick To Tweet**](https://twitter.com/share?text=Have+the+courage+to+get+out+of+your+%23ComfortZone+%7E+Marhnell+Hibbard&via=iannarino&url=https://thesalesblog.com/2013/05/18/episode-16-reaching-decision-makers-with-marhnelle-and-david-hibbard/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## A new formula What is SOAR all about? David and Marhnelle Hibbard’s forward research focuses on finding out the corporate initiative of your client. What is motivating the decision makers you are attempting to reach? You have to get into the mindset of the person you are speaking to. You have to know who your client is. Close more sales and drive new business with the Hibbard’s new method. You’ll have to tune in to learn the secrets of SOAR. ## Training in mindset The Hibbards think the key to success is in your mindset. If you do your homework, you have product knowledge. But do you have anything else of value? Salespeople are not trained in the mechanics of how to be successful. They are trained in product knowledge. But that is no longer enough. If you can learn the mindset behind success, you will go beyond every other salesperson that stops at product knowledge, in the value they bring. Have the courage to get out of the current numbing product knowledge value and bring more to your arena.   [ Getting into your client’s mindset, with David & Marhnelle HibbardClick To Tweet**](https://twitter.com/share?text=+Getting+into+your+client%E2%80%99s+%23mindset%2C+with+David+%26amp%3B+Marhnelle+Hibbard&via=iannarino&url=https://thesalesblog.com/2013/05/18/episode-16-reaching-decision-makers-with-marhnelle-and-david-hibbard/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Outline of this great episode - Introduction of today’s guests, Marhnelle and David Hibbard. - Is cold-calling dead? - Reaching your dream clients. - The SOAR formula. - Prospecting: a target approach. - Why do we place so much emphasis on efficiency over effectiveness? - The luck factor is no longer working. - Actionable changes to reach decision makers. - Resources to reach the Hibbards. ## Resources & Links mentioned in this episode - The Hibbard’s website: [SOAR Selling](http://www.soarselling.com) 0071793712 > The theme song “[Into the Arena](https://soundcloud.com/ohhushmusic/sets/songs-ive-written-produced)” is written and produced by Chris Sernel. You can find it on Soundcloud ## Connect with Anthony Website: [www.TheSalesBlog.com](http://thesalesblog.com) Youtube: [www.Youtube.com/Iannarino](http://www.youtube.com/Iannarino) Facebook: [https://www.facebook.com/iannarino](https://www.facebook.com/iannarino) Twitter: [https://twitter.com/iannarino](https://twitter.com/iannarino) Google Plus: [https://plus.google.com/+SAnthonyIannarino](https://plus.google.com/+SAnthonyIannarino) LinkedIn: [https://www.linkedin.com/in/iannarino](https://www.linkedin.com/in/iannarino) ## Tweets you can use to share this episode   [If you don’t know how to do something well, you’re usually averse to it ~ Marhnell HibbardClick To Tweet**](https://twitter.com/share?text=If+you+don%E2%80%99t+know+how+to+do+something+well%2C+you%E2%80%99re+usually+averse+to+it+%7E+Marhnell+Hibbard&via=iannarino&url=https://thesalesblog.com/2013/05/18/episode-16-reaching-decision-makers-with-marhnelle-and-david-hibbard/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)   [Strategic target calling, with David & Marhnelle HibbardClick To Tweet**](https://twitter.com/share?text=Strategic+target+calling%2C+with+David+%26amp%3B+Marhnelle+Hibbard&via=iannarino&url=https://thesalesblog.com/2013/05/18/episode-16-reaching-decision-makers-with-marhnelle-and-david-hibbard/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) [![Podcast editing and show notes - www.PodcastFastTrack.com](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/Client-editing-show-notes-image-Jun-11-2021-01-00-07-25-PM.jpg?width=537&height=223&name=Client-editing-show-notes-image-Jun-11-2021-01-00-07-25-PM.jpg)](http://www.PodcastFastTrack.com) ###### Tags: [The Anthony Iannarino Show](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on May 18, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:22:26 PM", "datePublished" : "2013-05-18 09:59:51", "description" : "Today we hear from David and Marhnelle Hibbard. Their formula for reaching decision makers and getting through to almost anyone is available now in their book, SOAR Selling. The Hibbards use a methodology and strategy that becomes lethal when you make contact with clients. 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