Prospecting Mastery Workshop - Cold Call Intent and Structure

More information about Syntuity's Prospecting Mastery Workshop and upcoming dates here:
www.syntuity.com/prospecting/
More thoughts and videos from Peter Svenneby & Syntuity here:
www.syntuity.com
What Peter Svenneby is saying on this video:
There are a couple of distinct pieces of the whole prospecting process and it is important to view them as different pieces. One piece is what's the conversation that you're having with the person -- what we refer to as the core conversation, which is the core topic you're discussing. The other big piece is the structure and process you are using - understanding what's really going on when you call somebody out of the blue that you don't know. And fundamentally, what you're doing is you're interrupting them and you're interrupting their day, you're interrupting the tasks that they have at hand. What we're trying to do in prospecting from a purely structural standpoint is change the interruption into a scheduled conversation.
On that first call, there's discipline and importance around how we structure it. It's got to last less than two minutes, ideally, less than one minute. In 45 seconds, if I can generate enough intrigue around our core conversation to have you schedule 15 minutes with me some time in the next few weeks, I have succeeded. Then from there, we can begin to talk on mutually relevant topics and perhaps build a relationship which is deep enough for us to begin talking about your challenges.