Episode #424: Jordon Rowse

When you’re calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented. 

Outline of This Episode

• [0:45] What is cold-calling? Is it still relevant?
• [1:34] Is cold-calling an art and a science?
• [2:09] Pattern interruptions
• [3:04] How Jordon prepares for cold-calling 
• [4:21] Jordon’s effective opening lines and techniques 
• [5:22] To script or not to script?
• [6:19] Tools, technology, and metrics Jordon uses
• [7:48] Jordon’s top cold-calling dos and don’ts
• [10:16] How Jordon handles objections and rejections

Jordon’s effective opening lines and techniques 

If you get to the decision-maker, you’ll have to use a different approach than you would with a gatekeeper. One of Jordon’s favorite lines, lately, is “Hey, this is Jordon calling, you don’t know me from a hole in the wall, and this is a business cold call. But if you’ll roll the dice with me for a minute, you won’t regret it.” He’s being straightforward and genuine. Secondly, people like to gamble, so the “Roll the dice” line has been successful for him. 

Tools, technology, and metrics Jordon uses

You can use an autodialer to get more dials that lead to calls and connections. Jordan points out that those must tie into a good CRM (such as HubSpot or Salesforce). He’ll use something like Crystal Knows to learn about the personality that he’s calling. If you know that they’re analytical, team-oriented, or center of influence, you’ll know how to talk to them. It will change the opening lines you use, your tone, and even the questions you ask. 

Jordon’s top cold-calling dos and don’ts

Where should you start? 

• Have a well-defined ICP. Know who you’re calling and use value propositions that matter to them.
• Use clean data so your cold callers aren’t wasting time with the wrong phone numbers. You can 4x the results of your calling program if you have the right data.
• Be prepared for every question and objection that might come up.
• Don’t call into markets unprepared for what their objections could be.
• Spend time training your SDRs and don’t throw them blindly into the market.
• Every call should be in a structured environment with the right metrics powering it. Too many people wing it. 

How Jordon handles objections and rejections

Jordon’s has three rules for handling objections: 

1. Remain curious: Why is a question top of mind for someone? Where does it come from? There’s usually a need underneath it.
2. Be consistent: Don’t jump around topics. Stay within your line of questioning.
3. Never accept the first denial: Ask to schedule a few different times when you can. Build rapport and don’t give up.

One of Jordon’s trainees asked for a meeting four times before the prospect booked time—and they showed up for the meeting, too. People seem to like persistence. So Jordon recommends that every company create a structured program for their SDRs. 

Resources & People Mentioned

• Motiversity on YouTube
• Orum
• Koncert 
• Kixie
• HubSpot
• Salesforce
• Crystal Knows
• Humantic.ai

Connect with Jordon Rowse

• Connect on LinkedIn
• Follow on X

Connect With Paul Watts

• LinkedIn
• Twitter

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Learn More About Jordon Rowse

What was a pivotal moment or experience in your career that shaped your approach to cold calling, and how did it change your perspective or strategy?

Constant testing and introduction of new AI tools!

Can you share a specific tactic or approach you’ve used in cold calling that significantly increased your success rate? Please provide a brief example or case study.

Being direct and honest during the opener. 

Cold calling often comes with its set of challenges and rejections. Can you share a particularly tough challenge you faced while cold calling and how you overcame it?

Building teams that don’t wear out quickly, we did this by blocking their efforts and investing in their education and ideas. 

What are the top three tools or resources (e.g., software, books, training programs) you consider essential for someone looking to improve their cold calling skills and outcomes?

Koncert (software), Hubspot (sequences) and pairing things with Linkedin touch points. 

How do you foresee the practice of cold calling evolving in the next few years with advancements in technology and changes in buyer behavior? What advice would you give to sales professionals to stay ahead of the curve?

Spend time in the new technology and make sure your data is accurate and aligned with your value proposition.