MoData Blog

Stay informed with our latest news and tutorials

Move your sales to the next level

Get our blog content delivered directly to your inbox

October 1st, 2019

Introduction A win/loss analysis is a great way to evaluate your product and sales process in a clear and  impartial manner. There is no better way to gauge where you stack up against the competition, whether your marketing points are landing with your ICP, or if you’re conveying your USP effectively. Win/loss analyses are a gold mine of valuable information, yet fewer than 20% of...

Read More
September 23rd, 2019

Introduction  Win rate represents one of the most commonly used success metrics for sales teams. It’s the north star metric. It’s meant to measure the efficiency of sales teams. Despite its widespread use and fairly straightforward conceptual makeup, win-rate calculations can be complex. There are actually multiple ways to calculate win-ratio. The choice of actual calculation depends on many factors including avg. deal size, sales...

Read More
September 7th, 2019

Introduction  Achieving forecasted funnel conversion is a real challenge for most sales teams. In fact, according to CSO’s 2018 Sales Operations Optimization Study, on average, 60% of all deals forecasted by reps in the beginning of the quarter do not end up closing after all. This leads to unreliable forecast and end-of-quarter scramble along with budgeting issues. Most sales teams forecast end-of-quarter results based on...

Read More
March 5th, 2019

If you think about it, your sales reps are a lot like like athletes. Every time they are communicating with prospects, it’s the same as an elite athlete playing in a Monday night game or competing for the gold. This is because there is a clear winning and losing aspect to sales, a clear differential between natural talents, and the need to execute a game...

Read More
February 26th, 2019

The shift from working in larger organizations into a startup is a jarring experience for some. Startup culture has its own unique style from established companies. Where once a sales rep operated in a well-structured system with numerous resources, now they are exploring uncharted territory. Startups are the Wild West of the business world. When facing the wild frontier of the startup world, some might...

Read More
February 19th, 2019

Sales can be boring sometimes. It’s not always glamorous and exciting, and it rarely makes it onto the big screen in theaters. And learning new sales techniques isn’t usually much fun either. Sometimes they can be long boring lectures or books. But what if a sales rep could get better at selling just by watching popular movies and listening to music? While Hollywood doesn’t intentionally...

Read More
February 12th, 2019

On average, 80 percent of New Year’s resolutions fail according to US News. If you’re one of those rare few who manage to accomplish their resolutions, then congratulations you understand the importance of setting manageable goals. For the rest of us who struggle in the area of goal setting, our goal is to improve our goals. One department of growing companies that should understand the...

Read More
February 5th, 2019

Sales and marketing are the peanut butter and jelly sandwich of a B2B company. The two just belong together. But there are some startups that haven’t perfected the alignment between their marketing and sales teams. Traditionally, the role of marketing and sales is marketing provides leads, and sales follows up to close a sale. While that sounds simple, a lot of disparate systems and processes...

Read More