MoData Blog

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November 1st, 2017

As a sales leader in B2B organization, your top priority should be to improve sales productivity. Minimize the usage of resources and maximize the revenue. Well, in theory it sounds conflicting because at times you might have felt the need to expend more on your resources to get bigger deals into the sales funnel. However, in reality you don’t have to splurge and stretch your...

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October 25th, 2017

Sales Efficiency is about hitting the projected bottom line with optimal usage of resources. Optimal resources could be minimal effort, less number of sales reps in your team, less number of hours and shorter sales cycles. But all of these should yield better growth and revenue! Well, we are not talking about an imaginary situation when we say that the above mentioned scenario is achievable....

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October 18th, 2017

Do you measure the effectiveness of your sales team on a regular basis? Do you know that sales effectiveness can be measured and improved? To a lot of salespeople, sales effectiveness might come across as a vague term often tossed in the sales meetings. As a sales leader, the best you can do is to help the team understand the meaning of sales effectiveness and...

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October 11th, 2017

You would have often heard your sales leaders asking you to be “more” productive, “more” efficient and “more” effective in selling! But how many times have you heard sales leaders explaining what these terms actually mean. Or how can we quantify this “more” in the realm of sales and sales cycle. Or are these just the subjective terms? Is it like asking a graphic designer...

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October 4th, 2017

All of us have been subjected to cold calls, email campaigns and plethora of ad copies that internet is flooded with. Do you pay attention to the caller, if you get a call from a bank about their new loan scheme? Or to ad copies that are infused with call to action buttons like “Buy Now” or “Don’t miss the deal”? The truth is that...

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September 27th, 2017

“Motivation is the art of getting people to do what you want them to do because they want to do it.” - Dwight D. Eisenhower Motivation goes a long way towards producing good sales figures. The more motivated your sales team is, the more successfully they will sell. Like everything else, motivation has to be maintained if you want to bear its fruit. Having an...

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September 20th, 2017

“If you have to forecast, forecast often.” - Edgar Fiedler Forecasting can be useful for more than letting you know if you need an umbrella or not. In sales, a forecast is a prediction of expected sales levels for a certain period of time. Unlike fortune tellers though, sales managers use statistical analysis, historic data, strategy evaluation, and more in order to come up with...

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September 13th, 2017

Today, ABS might be a buzzword in B2B sales domain but sales specialists say that it has always been used, without attaching a “name” to the process. In modern sales structure B2B experts have coined a term for this sales process of targeting individual accounts. Through this post we explore various aspects of Account Based Selling (ABS) model in depth. What is account based selling?...

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