I’ve seen many well-meaning sales professionals completely blow the opportunity for a meeting with the prospect because they spent way too much time bragging about their organisation or the organisation’s achievements.
Most prospects probably don’t know your organisation exists, so when you call them out of the blue in not expecting the call. If you take too much time explaining who you are, or your company is or its achievements, you’re likely to lose the prospect’s interest.
Just remember, prospects don’t care about you. They only care about themselves and the problems that they and their organisations are facing. Figure out a way to tell the prospect in 15 seconds that you understand their problems and have a proven method to fix them.