If you’re running B2B sales calls, you know half your job is making the call—and the other half is figuring out what actually works. If you’ve got Modjo (modjo.html) sitting on your tech stack, you’re probably wondering: is this thing just another dashboard, or can it actually help my team close more deals?
Here’s the no-nonsense guide to using Modjo’s analytics features to improve your sales calls. No fluff, no “AI-driven transformation” promises—just ways to get more wins and fewer wasted hours.
Step 1: Stop and Decide—What Are You Actually Trying to Improve?
Before you dive into the analytics, take a breath. Modjo can show you a ton of stuff, but not all of it will help you. Ask yourself:
- Are reps talking too much? Too little?
- Are you losing deals in discovery? Objections?
- Is your new messaging landing, or falling flat?
- Do you actually listen to calls, or just skim dashboards?
Pro tip: Pick one thing. If you try to “improve everything,” you’ll improve nothing. Maybe you want to shorten rambling intros, or see if your team is actually using the new pricing talk track.
Step 2: Set Up (or Clean Up) Your Analytics Views
Modjo automatically records, transcribes, and tags your calls. That’s great—until you realize you’re staring at a feed of 600 conversations.
- Create custom filters to segment by team, deal stage, or rep.
- Bookmark useful dashboards (don’t settle for the default ones).
- Ignore “vanity” metrics—like talk time averages—if they don’t tie to real results.
What works:
Segmenting by opportunity stage lets you focus on what’s breaking in prospecting versus closing. You’ll waste less time listening to irrelevant calls.
What to skip:
Don’t bother with “call volume” unless you have a real reason. More calls isn’t always better.
Step 3: Use Conversation Analytics to Spot Patterns (and Problems)
This is where Modjo gets interesting. Conversation analytics show you things like:
- Talk-to-listen ratios (who’s dominating the call)
- Number and type of questions asked
- Keywords or topics mentioned
- Moments of silence or interruptions
How to use this:
- Look for outliers. Is there a rep who talks half as much as everyone else, but closes more? That’s a clue.
- See if top reps are asking more open-ended questions, or handling objections differently.
- Compare calls that progress to next steps versus those that stall out.
What usually doesn’t help:
Don’t obsess over tiny differences in talk time (“should reps talk 46% or 51% of the time?”). Focus on clear patterns.
Step 4: Review Calls—But Don’t Try to Listen to Everything
You don’t have hours to comb through full calls. Modjo’s analytics help you jump to the good stuff:
- Use highlights: Modjo flags key moments, like objections or competitor mentions. Skip right to those.
- Check call summaries: Automated summaries can save you from relistening, but read them with a skeptical eye. AI can misinterpret nuance, especially in complex deals.
- Build a call library: Save best-in-class calls (or disastrous ones) as training tools for the team.
Pro tip:
Don’t just listen to “top closer” calls—find examples where deals almost closed but didn’t. There’s gold in near-misses.
Step 5: Turn Insights into Actual Coaching (Not Just Reports)
Here’s where most teams drop the ball. Data is great, but unless you actually do something with it, you’re just collecting trivia.
- Share specific call snippets: Instead of “You need to ask more questions,” send them a timestamped clip: “Here’s how Jamie got the customer talking about their budget—try this opener next call.”
- Set one clear goal per rep: For example, “Next three calls, focus on pausing after key questions instead of filling the silence.”
- Use analytics as a conversation starter: Not as a blunt instrument. “I noticed calls with less than 30% prospect talk time almost never move forward—let’s figure out why.”
What to ignore:
Don’t rely on Modjo’s automated “scorecards” as your only coaching tool. They’re a starting point, not the whole story.
Step 6: Track If Changes Actually Work
It’s easy to make changes. It’s harder to see if they stick—or if they matter. Use Modjo’s analytics to check:
- Are the new behaviors showing up in the data? (e.g., Are reps pausing more? Are they using the new messaging?)
- Is call quality improving, or just changing?
- Are more deals moving to the next stage?
Don’t get stuck:
If you’re not seeing real improvements after a few weeks, either the coaching isn’t working—or you’re tracking the wrong thing. Change it up.
Step 7: Rinse, Repeat, and Don’t Drown in Data
Modjo can show you a firehose of information. Resist the urge to monitor everything. Instead:
- Focus on 1-2 things at a time.
- Run monthly check-ins to review progress.
- Archive old dashboards—if you’re not looking at them, get rid of them.
Pro tip:
Ask your team what data they find useful. You might be surprised—they’re the ones on the calls, after all.
Honest Takes: What Modjo Analytics Do Well (and Where to Be Skeptical)
What works: - Easy to see who’s following the playbook (and who’s not). - Quickly identify training needs across the team. - No more arguing over “he said/she said”—you’ve got the receipts.
Where Modjo falls short: - Automated insights can be hit-or-miss. Don’t treat machine summaries as gospel. - Analytics can be overwhelming if you don’t filter ruthlessly. - Won’t magically fix broken sales processes. Tech’s a tool, not a cure-all.
Final Thoughts: Keep It Simple, Make It Useful
You don’t need to be a data scientist to improve your sales calls. Use Modjo analytics to find a couple of real issues, test changes, and see what sticks. Don’t let dashboards distract you from actually talking to customers. Start small, stay skeptical, and keep iterating. That’s where the real improvements come from.