Asking your reps to play the numbers game is like a teacher asking their students if they can shoot for an F on the test.

The reason your reps are having to send out 4, 6, even 8 follow-up attempts is because they are sending cold emails that suck. A 20% response rate should not be classified as success—that’s failing in our book.

In this episode Nancy Nardin, Founder of Smart Selling Tools, shares how companies are going about sales in the wrong way, and why it’s tarnishing brands.