So you’re sitting on a pile of sales calls, but you’re tired of guessing what actually moves deals forward. You want to know which phrases, questions, or approaches actually make people say “yes.” This guide is for sales managers, enablement folks, or anyone who’s serious about using data—not wishful thinking—to improve sales results.
Let’s cut through the hype and walk through how to use Modjo to spot sales tactics that actually work. I’ll cover what’s worth your time, what’s not, and how to avoid drowning in dashboards.
Step 1: Set Up Modjo Without Overcomplicating It
First things first: don’t let the setup process drag out. Modjo connects to your meeting platforms (like Zoom or Teams) and your CRM. You don’t need to map every field or tag every topic on day one. Get the basics running:
- Connect your sales team’s calendars and call platforms.
- Make sure call recording is enabled. If reps aren’t recording, you’re flying blind.
- Sync to your CRM. So you can tie conversations to real outcomes (won/lost, deal size, etc.).
Pro tip: Don’t get bogged down trying to tag every possible sales tactic or keyword from the start. Start broad, refine as you go.
Step 2: Define What “High-Converting” Actually Means For You
Before you start slicing and dicing conversations, get clear on what “high-converting” looks like. Is it:
- Calls that turn into booked meetings?
- Demos that move to proposal?
- Deals that close above a certain value?
Why this matters: If you don’t pick a clear outcome, you’ll just end up with a bunch of “interesting” data that doesn’t change anything.
What to ignore: Don’t get distracted by vanity metrics like “talk time” or “number of questions asked” unless you know they tie to real results.
Step 3: Use Modjo’s Call Filtering to Find Patterns
Here’s where most people waste time: listening to random calls hoping for insight. Modjo’s search and filtering tools let you zoom in on the calls that matter.
How to do it:
- Filter by outcome. Only look at calls tied to opportunities that actually closed (or advanced).
- Filter by rep, deal size, or stage. This helps you compare tactics between top performers and the rest.
- Search for keywords or topics. Want to see how top reps handle pricing? Filter for calls where “budget” or “pricing” comes up.
Watch out for: Don’t cherry-pick just your “star” reps’ calls. Sometimes average reps stumble into winning tactics, or top reps succeed in spite of what they say.
Step 4: Dig Into the Conversation Intelligence—But Don’t Get Lost
Modjo automatically transcribes calls and tags topics (like objections, competitor mentions, etc.). This is where you can start to see what really happens on winning calls.
What to focus on:
- Objection handling: What exactly do reps say when a buyer hesitates? Are there phrases or stories that work better?
- Question types: Are top reps asking more open-ended questions? Or do they get to the point faster?
- Next steps: How are next steps framed before deals move forward?
What to ignore: Don’t obsess over “AI sentiment analysis.” It’s fine as a rough guide, but it’s not magic. Focus on the actual words and tactics, not whether the conversation was technically “positive.”
Step 5: Compare Winning and Losing Calls (This is the Gold Mine)
Here’s where the magic happens. Compare a batch of high-converting calls to those that fizzled out.
Try this:
- Line up call transcripts side by side. What do the winners say at key moments (pricing, objections, closing)?
- Look for repeatable patterns. Is there a certain story, question, or phrase that keeps popping up in successful calls?
- Spot what not to do. Sometimes, you’ll see cringey patterns in lost deals—like talking over the buyer or skipping discovery questions.
Pro tip: Pay special attention to how reps handle the “messy middle” of calls—not just intros and closings. That’s where deals usually turn.
Step 6: Build a Playbook—But Keep It Simple
It’s tempting to turn every insight into a 20-page sales playbook. Don’t. Take the 2-3 tactics that show up most often in winning calls and share them with your team.
How to do this in Modjo:
- Create short highlight reels or playlists. Use Modjo to clip and share the exact moments that matter.
- Add comments or notes. Point out what’s actually happening (“Notice how she pauses after asking about budget—then lets the buyer talk.”)
- Avoid over-prescribing. Give reps room to adapt tactics to their style.
What to ignore: Don’t try to script every word. Buyers smell when you’re reading from a manual.
Step 7: Track If It’s Working—And Adjust Fast
So you rolled out a new approach. Great. But don’t assume it worked because you sent out a memo.
- Keep reviewing recent calls. Are reps actually using the tactic? Is it still driving results?
- Watch for diminishing returns. Sometimes a tactic works for a while, then buyers get wise. Stay flexible.
- Get feedback from the team. The best insights sometimes come from the reps who can tell you, “Yeah, but in reality, that never works with X type of customer.”
Pro tip: Don’t be afraid to kill a tactic if the data says it’s not working anymore.
Honest Take: What Works, What Doesn’t, and What to Ignore
Let’s not pretend Modjo—or any tool—turns average reps into closers overnight. Here’s what I’ve seen:
What actually helps:
- Finding real moments that move deals. Hearing exactly what works (and what bombs) is way more useful than generic sales advice.
- Spotting coaching opportunities. You’ll catch lazy habits or missed chances you’d never see otherwise.
- Making training less boring. Sharing real call clips beats another “best practices” slide deck.
What doesn’t:
- Over-analyzing. If you spend all day coding calls and building dashboards, you’ll miss the forest for the trees.
- Chasing AI “insights” without human review. Automated summaries are just a starting point. Always listen for context.
What to skip:
- Trying to track every possible metric. Focus on the 2-3 that actually predict success.
- Over-policing scripts. The goal is to find what works, not turn your team into robots.
Keep It Simple and Iterate
Don’t let the tech overwhelm you. Use Modjo to find a few things that work, test them, and adjust. The right tactic for your team might not be the one in the sales bestseller books—it’s the one that actually gets results with your buyers.
Start small, stay skeptical, and keep using real conversations—not gut instinct—to get better. Good luck.