That’s the difference between a salesperson and a sales professional.

When I got this message (see image) from Louis (Lou) Casados III a few months ago, I had to interview him.

He’s killing it at ChannelAdvisor right now.

The key to his approach is pretty simple: he doesn’t play the volume game that most reps play.

He’s a professional problem solver. All he cares about identifying problems and prioritizing prospects most likely to have those problems.

He closely examines the prospect’s business, where they might be having issues, and looks for specific problems he might be able to help with.

Prospects look at him as a “strategic advisor.” Not a commodity supplier.

This episode is filled with tons of actionable takeaways.

We talked about:

✅ Multi-threading and account planning to break into companies

✅ Why he spends 60%+ of his time on a top 30 account list

✅ How to achieve 70% open rates, 25% response rates, and 6% conversation rates into meetings


Full interview in iTunes and Spotify.


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.