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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 figuring out 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 their...

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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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September 6th, 2017

We've already covered how to make your account based marketing strategy a success, but why you, as a sales leader, should invest in it? Sales and marketing leaders across industries are accountable for the most important task of getting their teams fired up in every possible way to acquire leads and show conversion. In B2B marketing and selling journey the process needs to be approached...

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August 30th, 2017

“Sometimes when you innovate, you make mistakes. It is best to admit them quickly, and get on with improving your other innovations.” -Steve Jobs Traditional B2B marketing efforts are a shotgun approach. Marketers try to appeal to as many potential clients as possible. Campaigns are not individualized. Account based marketing, on the other hand, is like a sniper rifle. It is precise and targets a...

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