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    January 15th, 2021

    You're the VP of Sales. You've evaluated the role, accepted it, and you've nailed your first impression. But now it's time to get some real work done. The first 90 days as a VP of Sales will set the tone for your entire run. We're here to make sure you manage them properly. We'll divide them in three 30-day periods in which you will focus...

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    December 12th, 2020

    "With great power comes great responsibility". Few job positions exemplify these words more than a VP of Sales. Being promoted to VP of Sales comes with great opportunity to exact lasting change in the organization. But you're also accountable for the results you and your team bring to the table. Once you get that all-important letter where your boss drops the good news on you,...

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    November 10th, 2020

    You open the email. After reading the pleasantries, you get to the meat and potatoes of the message: "How would you like to be a VP of Sales with us?" Your heart skips a beat. You've worked your entire sales career to reach this point and now it's right there, at arm's length. You feel like the only answer you can give is a resounding...

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    June 21st, 2020

    SDRs have become more popular in recent years. With the emergence of new players in the field, an entire industry has started to revolve around the idea of an outsourced SDR team. But is this the right choice for your company? In this article, we'll examine the good, the bad, and the ugly of SDR outsourcing and let you decide. We'll discuss: What is SDR...

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    June 21st, 2020

    As COVID-19 is rampaging through the world, every country is taking precautions to contain the spread of the virus. One of the most common and effective measures is "social distancing". Which unfortunately means every conference under the sun is being cancelled or postponed right now. This is a huge problem for most businesses. Many count on those corporate events to generate leads, establish connections, gain...

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    April 8th, 2020

    Introduction Setting up a sales funnel is one of the most challenging tasks for many organizations. And among the most important ones. It can be the difference between a successful company and a failed business. But it seems like the more information we have about sales funnels, the more complicated they become.   In this article, we clear up some of the confusion surrounding: funnel...

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    December 12th, 2019

    Bookings and revenue are sometimes used interchangeably. This is not a trivial mistake to make. Conflating the two terms can give you a very wrong idea about how your business is doing.  Things get even crazier when it comes to forecasting.  Organizations use forecasts to plan their course of action. This means the difference between booking and revenue forecasting is more than semantic. If the...

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    November 17th, 2019

    Introduction Prospect feedback interviews are an important part of an overall win/loss analysis. A study conducted in 2017 by CSO Insights shows a direct link between uncovering the reasons why customers stop doing business with an organization and the overall sales performance. But you can take this process a step further.   These interviews, along with a win/loss analysis can help you better understand why...

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