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March 5th, 2018

CRM systems like HubSpot are immensely important. They provide an invaluable connection between the organization and its customers. There is hardly a better way to capture data at the point of interaction with clients. It allows witnessing the detailed journey from prospect to customer to enthusiastic supporter. Yet despite its usefulness, data can be a double-edged sword. Detailed as it is, it can mask trends,...

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February 20th, 2018

“If you have to forecast, forecast often." — Edgar Fiedler   Sales forecasting is one of the essential components of business success. It can be the difference between meeting your quarterly targets and falling short of achieving your goals. However, creating an accurate sales forecast is not easy. It requires institutional discipline, time investment and organizational buy in. Besides, everybody in sales is typically super focused...

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December 11th, 2017

Different sales leaders have different management styles to lead their team and achieve their revenue goals. However, no matter what type of manager you are, there are certain things you should never say to your sales reps. Here are nine phrases that are easy to slip of the tongue but can be incredibly demotivating for your sales team members. 1) "What were you doing all...

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December 6th, 2017

Sales managers are a key part of any organization. Their decisions and actions are crucial for achieving the sales targets and driving revenue. Therefore, a successful sales manager have three important roles to play: As a team coach. As a customer relationship manager. As a business leader. All these roles bring and a number of responsibilities with themselves. Here, we’ve outlined the most common responsibilities...

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November 15th, 2017

The complex nature of B2B sales structure demands Sales Managers to accomplish myriads of tasks. These tasks involve everything between coaching the team to managing customer relationships. There is perpetual pressure on the team and sales managers to win and maintain large value accounts for the organization without wasting time. How do successful sales managers allocate their time? According to Willis Towers Watson report, a...

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November 8th, 2017

What are the most important KPIs sales managers should always track? The main 4 KPIs are: Conversions and activities Time until first appointment with decision makers Customer engagement score Quotations generated and closing rate Sales Key Performance Indicators are metrics that help you measure:  the health of your sales pipeline and; the effectiveness of your sales team. Every sales manager worth their salt understands it’s...

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November 1st, 2017

How to improve sales productivity and get your sales process to the next level: Find the roadblocks. Align sales and marketing. Invest in the right CRM tools. Invest in training your sales reps. Use data to get sales insights. As a sales leader in a B2B organization, improving sales productivity should be at the top of your list. You know that minimizing redundancies and needless...

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October 25th, 2017

Here’s the top 10 tips on how to improve the efficiency of your sales and strengthen your organization: Work on tightening up your sales process. Retain the best sales reps.  Use technology and data. Build the sales team brick by brick. Value your team. Training and feedback loop.  Emphasize on thorough research. Let marketing and sales work in tandem. Shun the pitch, let them talk....

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