MoData Blog

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October 20th, 2018

Every sales rep is different. Anyone that has been in sales management for even 1 day can tell you that. But beyond things like quirks, hobbies, and personality – they differ in their performance. In today’s sales world, more than 50% of sales reps don’t hit their quota. So how do you go about identifying which of the under-performers have untapped potential and which are...

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September 25th, 2018

In our previous post, we have discussed the four major revenue components in SaaS businesses, including Renewal revenue. While forecasting sales in SaaS businesses in synonymous to forecasting “bookings”. Forecasting Renewals in SaaS can be a daunting chore as it depends on pulling out data from various departments, especially customer success department.   Software-as-a-service companies thrive on renewals.   Revenue through renewals usually depends on...

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September 19th, 2018

As sales begin and you start seeing some consistent revenue coming in, there are certain metrics that are essential to begin the process of scaling. Although it’s well understood that having a data-centered sales process is the gold-standard for any scalable sales team, it can be difficult to know which are the most important to start with.   Here are 5 metrics the that you...

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September 17th, 2018

  Successful companies rely on structured sales processes It’s no secret that companies that execute a well structured sales process see enormous benefits in scalable performance. So what is the cornerstone of a killer sales process? The answer is undoubtedly, the sales pipeline. Unfortunately, half of US SMEs report the lack of clearly defined sales pipeline as a primary roadblock against their ability to scale...

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September 12th, 2018

A sales cycle differs depending on the company, service or product: no sales cycle is exactly the same as another. However, the each one does consist of definable phases, which must be tailored using tactics and strategies. Regularly doing so, but especially in the early stages of growth, should be made a high priority as optimizing and shortening the sales cycle has a significant impact...

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September 10th, 2018

“37 percent of sales management time is spent on forecasting”                  - Sales Benchmark Index Data   Sales forecasting is an indispensable and crucial part of your sales planning as it keeps a close check on the well-being of your business.  As a Head of Sales or a CEO in a B2B setting, you know you can never afford to take the sales forecasting process...

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September 4th, 2018

Whatever sales organization you head, be it in B2B or B2C landscape, the first step to scalable growth is sales forecasting, especially in the case of Software-as-a-Service (SaaS) business. While it’s true that no enterprise business has ever survived without forecasting its sales based on historical data and existing market trends, in the case of sales forecasting a SaaS business, there is a paradigm shift...

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August 25th, 2018

Last year, the former president of Google China, Kai-Fu Lee, dropped a bombshell by predicting that white collar roles would be the first to be automated, putting marketers, sales teams and content creators in the direct firing line. But before sales representatives start shaking in their headsets in fear of losing their jobs, it is important to note that the common consensus amongst sales industry...

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