So you’re knee-deep in B2B sales. The pipeline’s always hungry, and someone’s pushing the latest “game-changing” tool every week. You want to make your team better, not just drown them in dashboards. This guide is for sales managers, ops folks, and anyone who actually has to pick—then live with—new GTM (go-to-market) tech. We’ll focus on how to compare Modjo to other B2B GTM tools, especially if your goal is real sales performance, not just another login.
Here’s how to cut through the sales pitches and figure out what’ll move the needle for your team.
Step 1: Get Clear on What “Sales Team Performance” Means for You
Before you even look at features, nail down what you actually care about. “Performance” is vague. For some, it’s more revenue per rep. For others, it’s faster ramp-up or better pipeline visibility.
Ask yourself (and your team):
- Are you trying to improve call quality, conversion rates, or both?
- Do you need coaching tools, or just better reporting?
- Is your problem team discipline, or lack of actionable data?
- What’s broken right now that you hope a tool will fix?
Pro tip: If you can’t explain your top 2-3 pain points on a sticky note, you’re not ready to choose a tool. Get specific.
Step 2: Know What Modjo Actually Does (and Doesn’t Do)
Let’s get honest: Modjo is mostly about conversation intelligence. It records, transcribes, and analyzes sales calls. The big promise is smarter coaching and surfacing trends you’d miss by skimming CRM notes.
Strengths: - Call recording and transcription that’s pretty accurate (though not perfect). - Easy to search, tag, and share call snippets for training. - AI-driven insights on talk ratios, key topics, and competitor mentions. - Decent integration with CRMs and calendars.
Weak spots: - Not a full-blown sales engagement platform; it won’t automate your outbound sequences. - AI insights can be generic—don’t expect it to replace a good manager. - Some setups can be clunky with certain telephony systems. - Pricing isn’t public—if you’re a small team, expect to negotiate.
Ignore the hype: Every vendor says they use “AI.” What matters is whether your managers and reps actually use the insights to improve. If all you get is more dashboards, you’re back where you started.
Step 3: Line Up the Right Competitors
Don’t compare apples to oranges. Here’s how to group tools in the B2B GTM space:
- Conversation intelligence: Modjo, Gong, Chorus
- Sales engagement: Outreach, Salesloft, Apollo
- Revenue intelligence: Clari, InsightSquared
If you want better calls and coaching, stick to conversation intelligence. If you want automated email/call sequencing, look at sales engagement. Some tools blur the lines, but none do everything well.
Pro tip: If a tool claims to be “all-in-one,” it’s usually mediocre at everything. Stack best-of-breed tools if you can.
Step 4: Build a Real-World Feature Checklist
Forget vendor one-pagers. What will your team actually touch every week?
For conversation intelligence tools (like Modjo, Gong, Chorus): - How easy is it to record calls across your stack (Zoom, phone, mobile)? - Is transcription accurate for your team’s accents and languages? - How fast can managers find and review key calls? - Can you tag and share snippets for quick feedback? - Are analytics actionable, or just pretty charts? - Does it integrate with your CRM and workflow tools? - How easy is it to onboard new reps?
For sales engagement tools: - Can you build and tweak sequences without IT? - Is reporting granular enough to coach reps, not just show activity? - Can you A/B test messaging?
Ignore: - Gimmicky “AI scoring” that doesn’t tie to real outcomes. - Generic sentiment analysis (it’s rarely useful in B2B). - “Gamification” features that feel like a distraction.
Step 5: Test with Your Actual Team—Not Just the Champions
Most tools look slick in a demo. The real test is: do real reps and managers use it a month later?
How to run a real pilot: - Pick a cross-section of reps (not just your techiest folks). - Give them a short, focused task: review a call, tag feedback, share a snippet. - Check how much setup is required—does it blow up your calendar or IT budget? - Track usage: are people logging in after week one? - Ask for honest feedback: where did it save time, where did it create work?
Pro tip: Most failed software rollouts die because only managers or ops test. If your frontline users avoid it, you’ve wasted your budget.
Step 6: Dig Into Integration and Data Headaches
Does the tool fit your stack, or will it be another data silo?
- CRM integration: Does it push/pull data automatically? Or are you copy-pasting every week?
- Calendar/Telephony: Does it capture all your calls and meetings, or just what happens in Zoom?
- Security/compliance: Are call recordings stored safely? (Especially if you’re in regulated industries.)
- Export options: Can you get your data out if you switch tools?
Ignore: Fancy API promises unless you have a dev team ready to build custom stuff. Most teams need “it just works” plug-and-play.
Step 7: Pressure-Test Pricing and Support
Vendors love to hide pricing behind “talk to sales.” Push for: - Transparent, all-in pricing (watch for onboarding or integration fees). - Minimum seat requirements (some tools won’t bother with teams under 10-20 users). - Support: Is it real humans, or just chatbots and docs? - Roadmap honesty: Will they actually build the features you need, or just say “great idea”?
Pro tip: Ask for a three-month opt-out or a pilot. If they balk, that’s a red flag.
Step 8: Watch for Common Pitfalls
A few honest warnings from the trenches: - Overbuying: It’s tempting to get the “most powerful” tool. But if you don’t have the management time to coach with all those insights, it’s just shelfware. - Shiny object syndrome: Don’t chase “AI” or “machine learning” unless you see it making a real impact in your workflow. - Feature bloat: More isn’t better. The best tool is the one your team actually uses. - Ignoring change management: New tools mean new habits. Budget time for training and follow-up.
Step 9: Make Your Pick—Then Actually Use It
Once you’ve compared tools, do a quick gut check: - Does it solve your top pain points? - Will your team use it without constant nagging? - Can you measure its impact in 1-3 months?
Don’t overthink it. Pick the best fit, roll it out, and commit to revisiting in a quarter. No tool is perfect, but momentum beats analysis paralysis.
TL;DR: Keep It Simple, Iterate Fast
There’s no magic bullet in B2B GTM software. Focus on your real problems, not shiny features. Test with your actual team, not just a few power users. If you’re looking at Modjo, make sure you want conversation intelligence—not a full sales engagement platform. Stack tools if you need to, but don’t try to buy your way out of bad process. Pick, launch, learn, and adjust. That’s how real teams get better.