🦾 The 4-Minute Cold Call That Landed a Fortune 500 Account

Hey Insider, "Hello, this is Ken from..."

My voice cracked. Again. 3rd call of the day, same result.

I hung up before finishing my company name and slumped in my chair, staring at the list of Fortune 500 prospects mocking me from my screen.

Twelve hours later, I was staring at a different kind of challenge: 315 pounds of iron loaded on the deadlift bar.

But this time, my voice didn't crack. My hands didn't shake. I stepped up, set my grip, and pulled.

The difference? I wasn't thinking. I was following a routine.

The Hard Truth

Last week, I watched a salesperson psych himself up for 20 minutes to call a prospect. In that same time, he could have completed five calls following a simple routine.

Every minute spent "getting ready" is commission slipping through your fingers.

Remember my pre-lift routine? Here's how I adapted it for cold calling, and how it helped me land General Electric as a client:

The 4-Minute Money Routine:

→ First Minute: The Setup • Clear everything but your call sheet • Water on your left, notes on your right • Success photo where you can see it

→ Second Minute: The Intel Drop • One LinkedIn post from your prospect • Their latest company news • The trigger that makes them need you

→ Third Minute: The Power Position • Stand up (non-negotiable) • Roll shoulders back • Four deep breaths (just like pre-lift)

→ Final Minute: The Attack • Dial while standing • Speak before thinking • Trust the routine

Moment of Truth

The day I called GE, I didn't feel "ready."

But just like in the gym, I didn't need to feel ready. I just needed to follow my routine.

Four minutes later, I had the VP of Operations curious about our solution to their $12M efficiency problem.

Think You're Different? "But my prospects are too busy..." "But my product is too complex..."

Stop. These are the same excuses that keep people doing endless "warmup sets" in the gym while others are breaking PRs.

Your routine is your power.

Your Turn: The 3x5 Challenge

Tomorrow morning. 9 AM. No excuses.

Set 1: First five calls of the day. Follow the routine exactly. Rest: 15 minutes to review and adjust.

Set 2: Next five calls. Focus on your power position. Rest: 15 minutes to reset.

Set 3: Final five calls. Pure routine, zero hesitation.

Track only two numbers:

• How many routines you completed perfectly

• How many conversations you landed

Just like a PR attempt: Form first, weight will follow.

Remember: The voice in your head gets a vote, not a veto. Trust the routine.