If you’re in B2B sales, you’ve probably heard someone rave about conversation intelligence tools. Maybe you’ve even been pitched on Modjo by a rep who swears it’ll “transform your GTM motion.” But what does Modjo actually do for real sales teams in 2024? And is it really going to fix your pipeline headaches—or just add another dashboard to your browser?
This is a no-fluff, hands-on review for sales leaders, enablement folks, and anyone tired of software that promises the moon but delivers more admin work. Let’s get into how Modjo works, where it actually helps, and where you might want to pump the brakes.
What Does Modjo Do—Really?
At its core, Modjo is a B2B “conversation intelligence” platform. That’s a fancy way of saying it records, transcribes, and analyzes your sales calls and emails. The promise: more visibility into what your team is saying, so you can coach better and spot what’s working (or not) in your sales process.
Here’s what you actually get:
- Automatic recording and transcription of video, phone, and email convos
- Searchable call library—find that call where the client asked about pricing, or where a rep nailed (or botched) a pitch
- AI-powered insights: keyword tracking, deal risks, talk ratios, and so on
- Coaching tools for managers—leave feedback directly on a moment in a call
- Pipeline visibility: connect Modjo to your CRM, see which deals are getting attention, and spot red flags
If you’re using Salesforce, HubSpot, or Pipedrive, Modjo plugs in pretty smoothly. It’ll also integrate with most video call tools—Zoom, Teams, Google Meet.
Who is Modjo for? - B2B sales orgs with 10+ reps (it’s overkill for tiny teams) - Teams doing lots of outbound (SDR/BDR), high-ticket inside sales, or customer success - Sales managers who want real coaching data, not just “gut feel”
If you’re mostly running transactional, one-call-close sales, or your reps hate being recorded, Modjo might be more hassle than help.
Setting Up Modjo: As Easy as They Claim?
Getting started is pretty straightforward—assuming you’ve got admin access to your core tools.
Setup steps: 1. Connect your CRM: OAuth integrations for Salesforce, HubSpot, Pipedrive. (No, you can’t skip this—most insights rely on CRM syncing.) 2. Integrate your call tools: Zoom, Teams, Google Meet, Aircall, etc. A few clicks, but you’ll need to wrangle IT if you’re on locked-down company accounts. 3. Decide who gets recorded: You can record all reps, or just a pilot group. Be ready for some pushback from reps who aren’t used to being recorded. 4. Customize privacy settings: Modjo does a solid job with GDPR and opt-in controls. But double-check your legal team’s requirements, especially if you’re in Europe.
Pro tip: Don’t try to roll it out to the whole sales org on day one. Start with a small team, work out the kinks, and build some internal champions first.
What’s not so smooth? - If your reps are using a mishmash of call tools, or you have a Frankenstein CRM setup, expect some integration headaches. - The first time you sync, it can pull in a ton of old data. Clean up your CRM first or you’ll be flooded with garbage insights.
Core Features: What’s Useful, What’s Hype
Let’s cut through the marketing and talk about which features you’ll actually use.
1. Call Recording & Transcription
This works as advertised. Calls are recorded, transcribed, and searchable within a few minutes. The transcription quality is solid—on par with most AI tools. Accents and jargon sometimes trip it up, but you’ll get the gist.
Where it helps: - Quickly reviewing a call before a follow-up - Sharing key moments with a teammate or manager - Training new reps on real-life examples
What to ignore: - Don’t expect perfect transcripts. Always check key quotes before sending to clients.
2. Conversation Analytics
Here’s where Modjo leans hard into “AI insights.” You get dashboards for talk ratios, patience score, “next steps mentioned,” and so on.
What’s actually useful: - Spotting reps who talk way too much (or too little) - Surfacing deals that haven’t had a real next step set - Tracking which objections come up most often
What’s mostly hype: - “Sentiment analysis” is hit-or-miss. It’ll tell you a call was “negative” if a client asks tough questions—which isn’t always bad. - Deal risk scores are only as good as your CRM hygiene. Garbage in, garbage out.
3. Coaching Tools
Managers can jump into any call, leave time-stamped feedback, and build “best call” playlists. This is genuinely helpful—if your managers actually use it.
What works: - Tagging specific moments for feedback (“Great objection handling here”) - Building a library of top calls for onboarding
What doesn’t: - If managers are already stretched thin, don’t expect them to suddenly do 10x more coaching just because Modjo exists.
4. Pipeline Insights
By syncing with your CRM, Modjo shows which deals have gone cold, where follow-ups are lagging, and which reps are stuck in endless “checking in” loops.
What’s good: - Real-time visibility into deal activity, not just what reps say in pipeline meetings - Quick way to spot deals with no recent calls or emails
What’s weak: - If your CRM data is a mess, Modjo can’t save you. It just surfaces the same problems in a new UI.
Day-to-Day: How Modjo Changes Sales Team Behavior
Here’s where Modjo can actually “transform” your sales team—if you use it right.
What Changes (for the Better)
- Reps prep better: Knowing calls are reviewable nudges people to be sharper.
- Manager coaching is more targeted: No more “How’d that call go?”—just click and listen.
- Onboarding speeds up: New hires can binge real calls, not just staged roleplays.
- Pattern spotting: You’ll see, in black and white, which talk tracks work and which don’t.
What Doesn’t Change (or Gets Worse)
- You can’t force culture: If your team isn’t coachable, Modjo won’t fix that.
- Data overload: It’s easy to drown in dashboards and “insights” that don’t matter.
- “Big Brother” pushback: Some reps hate being recorded. Sell the value, don’t just mandate it.
Pro tip: Make call reviews a regular thing, not a punishment. Celebrate great calls, not just mistakes.
The Modjo Pricing Situation
Modjo doesn’t post pricing publicly, which is always a red flag in my book. Expect pricing in the same ballpark as Gong or Chorus—so, not cheap. You’re likely looking at a per-user, per-month fee, with minimum seat counts.
What to watch for: - Annual contracts are the norm. Negotiate for a pilot or quarterly opt-out if you can. - Integrations with more tools may cost extra. - Ask about onboarding help—some competitors charge for setup.
If you’re a small team or very budget-conscious, you might get more bang for your buck from simpler call recording tools or even just Zoom’s built-in transcripts.
Where Modjo Falls Short
No tool is magic. Here’s where Modjo lets you down:
- Limited beyond sales calls: It’s not a full “revenue intelligence” platform. If you want deep marketing attribution or CS analytics, look elsewhere.
- Feature bloat: There are a lot of “nice to have” analytics you’ll never use.
- Relies on good process: If your team isn’t logging CRM notes or updating stages, Modjo’s insights get muddy.
- Not a replacement for real management: It makes coaching easier, not automatic.
If you’re hoping Modjo will “fix” underperformers or overhaul your sales process by itself, keep dreaming.
Should You Buy Modjo? The Bottom Line
Modjo is a solid choice if you’ve got a mid- to large-sized B2B sales team, do a lot of remote or inside sales, and actually want to coach people—not just spy on them. It’s easy to set up, does what it says on the tin, and can genuinely help you spot patterns that lead to deals won (or lost).
But don’t buy the hype that it’ll magically “transform” your sales org. The hard work—clear process, good management, and a culture of improvement—still comes from you. Modjo just gives you better tools to do it.
If you want to get started, keep things simple: - Pilot with a small group - Focus on two or three insights, not every dashboard - Use real calls for onboarding and coaching - Ignore the vanity metrics
Iterate as you go. Don’t expect perfection—just steady progress. That’s how you really move the needle.