Looking for the right go-to-market (GTM) software for your B2B sales team? You’re not alone. The choices are endless, the claims are big, and the pressure to “pick the best tool” is real. If you’re a sales leader, ops person, or just the unlucky soul who drew the short straw for software selection, this guide is for you. We’ll walk through what matters, what really doesn’t, and put one popular tool—Pitchmonster—under the microscope.
Step 1: Get Clear on What You Actually Need
Start by ignoring the hype. Every GTM platform promises to “10x your pipeline” and “revolutionize your sales process.” Most won’t.
Ask yourself (and your team):
- What’s your biggest bottleneck? Is it finding leads, qualifying them, getting meetings, tracking performance, or something else?
- What’s your current stack? Do you need a full overhaul, or would a simple plugin do?
- Who will actually use this? Is it just sales, or does marketing need a piece? Will reps adopt it, or will it gather dust?
Pro Tip: Write down the top 3 things you absolutely need the software to do. If you can’t name them, you’re not ready to buy.
What to Ignore
- Fancy AI features you’ll never use
- “End-to-end platforms” that try to do everything (and do nothing well)
- Integrations with tools you don’t even use
Step 2: Understand the Core Features That Matter
There’s a core set of features that actually move the needle for most B2B sales teams:
- Lead Sourcing & Enrichment: Can the software help you find and qualify leads faster? Does it actually pull good data, or just recycle stale LinkedIn lists?
- Workflow Automation: Will it automate repetitive tasks, or just add more steps?
- Pipeline Management: Does it give you a clear view of deals, stages, and next steps without making you click through ten menus?
- Reporting & Analytics: Are the reports useful, or just pretty dashboards for execs?
- Integrations: Does it actually work with your CRM (Salesforce, HubSpot, whatever), or will you be stuck exporting CSVs?
- User Experience: Will your reps groan every time they log in?
Don’t get distracted by:
- “Gamification” (unless you’re running a sales floor from 2009)
- Overly complex forecasting tools
- Anything that claims to “replace your CRM”—that’s a red flag
Step 3: Shortlist Real Contenders
Once you know what you need, make a shortlist. Don’t fall for the top 10 lists on generic review sites—they’re often pay-to-play.
- Ask peers what’s actually working for them
- Check LinkedIn or industry Slack groups for honest takes
- Try to get a live demo, not just a canned video
You’ll probably see names like Outreach, Salesloft, Apollo, Groove, and, of course, Pitchmonster.
Step 4: Dig Into Pitchmonster—What’s It Really Good At?
Let’s get specific. Pitchmonster gets a lot of buzz in the B2B GTM space. Here’s how it stacks up where it matters:
Where Pitchmonster Shines
- Multi-channel Outreach: Handles email, phone, and LinkedIn in one place. (No, it’s not the only one, but it’s smoother than most.)
- Data Enrichment: Pulls solid company and contact data—better than what you’ll find in cheap alternatives, though not perfect.
- Sequence Building: Decent drag-and-drop interface for building cadences. You don’t need a manual to set up a simple campaign.
- Integrations: Native Salesforce and HubSpot connectors work pretty well. Expect some setup, but it’s not a nightmare.
- User Experience: The UI is clean and loads fast. Reps pick it up quickly, which isn’t always the case with this kind of software.
- Support: Real humans respond to support tickets. You won’t get lost in the void.
Where Pitchmonster Falls Short
- Reporting: The out-of-the-box analytics are basic. If your VP of Sales wants deep-dive, custom dashboards, you’ll need to export and build your own.
- Pricing: It’s not the cheapest option. If you’re a tiny team, you’ll feel the cost.
- Advanced Automation: If you want crazy conditional logic or triggered workflows, Pitchmonster isn’t as flexible as Outreach or Salesloft.
- APIs and Customization: Decent, but not as robust as big enterprise platforms. If you have a heavy-duty ops team, you might find this limiting.
- Mobile App: There’s one, but it’s bare-bones. Don’t buy based on promises of “work from anywhere.”
What to Watch Out For
- "AI-Powered" Features: Some of the AI suggestions are hit-or-miss. Don’t expect magic. Test before you trust.
- Contact Data Limits: You’ll pay more if you want a ton of fresh data every month. Factor this into your budget.
Step 5: Compare Pitchmonster to the Competition
Here’s a straight-shooting comparison with other top B2B GTM tools:
| Feature | Pitchmonster | Outreach | Salesloft | Apollo | |------------------------|----------------|-----------------|----------------|----------------| | Lead Sourcing | Good | Limited | Limited | Great | | Data Enrichment | Good | Basic | Basic | Great | | Multi-channel | Yes | Yes | Yes | Some | | Workflow Automation | Decent | Advanced | Advanced | Basic | | CRM Integrations | Good | Great | Great | Decent | | Reporting | Basic | Strong | Strong | Decent | | UI/Usability | Clean/Easy | Complex | Clean | Busy | | Price | Mid-High | High | High | Low | | Support | Good | Mixed | Good | Mixed |
What does this mean?
- If you need heavy automation and custom workflows, Outreach or Salesloft are stronger—but you’ll pay for it (and deal with complexity).
- If you want cheap and tons of lead data, Apollo is hard to beat, but their UI is cluttered and support is hit-or-miss.
- Pitchmonster finds a sweet spot for teams that want solid data, multi-channel outreach, and a tool sales reps won’t hate using.
Step 6: Test—Don’t Trust Promises
No amount of blog posts or demo calls replace actually using the thing.
- Get a trial or a sandbox account. If they won’t give you one, that’s a warning sign.
- Run a real campaign. Import leads, build a sequence, send emails. See where things break.
- Ask your reps for blunt feedback. If they hate it after a week, listen—they’re the ones who’ll use it.
Pro Tip: Time how long it takes to do basic tasks. If it takes you 10 clicks to send an email, move on.
Step 7: Get Honest About Rollout and Adoption
Buying software is the easy part. Getting salespeople to use it is the real challenge.
- Who’s going to train the team? Is there onboarding help?
- How much process change are you signing up for?
- What’s your backup plan if adoption stalls?
Most failures come from buying the “best” tool, then watching it gather dust because nobody wants another login.
Step 8: Make the Call (and Don’t Overthink It)
Pick the tool that best fits your top needs, fits your budget, and your team doesn’t hate using. That’s it.
- Don’t chase “best in class”—chase “works for us right now.”
- Be ready to switch if it doesn’t pan out. Contracts are annoying, but not forever.
- Keep it simple. Most teams only use 20% of the features anyway.
Keep It Simple—And Iterate
Choosing B2B GTM software is a pain, but it doesn’t have to be a saga. Get clear on your needs, ignore the noise, and test for yourself. Remember: the best software is the one your team will actually use. Start simple, see what works, and don’t be afraid to change course if you need to. Good luck—and don’t let anyone sell you “AI magic” without proof.