If you’ve ever tried to wrangle a half-dozen sales tools, keep a team on the same page, and not lose your mind in the process, this guide is for you. Choosing the right go-to-market (GTM) platform isn’t just about shiny features or what’s “cutting edge.” It’s about actually making your salespeople’s lives easier—and getting deals closed faster. Here’s how to cut through the noise and really compare Fiber with the legacy GTM tools most B2B teams are still stuck with.
1. Figure Out What Actually Needs Streamlining
Before you even look at a product demo, get clear on your real pain points. Don’t just chase whatever’s trending or what your CRO heard about on LinkedIn. Ask:
- Where are deals stalling? Is it slow handoffs? Too much manual data entry? A spaghetti mess of spreadsheets?
- What’s wasting the most time? If your reps spend more hours updating CRM than talking to prospects, that’s a red flag.
- What’s making your team grumble? Ignore vendor hype. Pay attention to what bugs your team every single week.
Pro tip: Write this stuff down. You’d be surprised how sales problems morph into “we need a new tool!” when you haven’t nailed down the real issues.
2. Get Real About Legacy GTM Tools
Legacy GTM platforms (think Salesforce, HubSpot, Microsoft Dynamics, etc.) have been around for ages. They’re powerful, but let’s be honest—they’re also kind of a pain.
What they do well: - Integration with everything: If it exists, there’s probably a connector for it. - Customizable: You can bend them to almost any workflow—if you have the time and patience. - Enterprise-grade security: No one ever got fired for picking Salesforce.
What they don’t: - Overkill for most teams: Tons of features you’ll never use. - Complex setup: Months of implementation, armies of consultants, and a training budget that could fund your next SKO. - Slow and clunky: Most reps dread logging in. That’s not a great sign.
Watch out for: - Feature checklists: Vendors love to boast about all the things their product can do. You want what it’ll actually do for you, out of the box, without a PhD. - Hidden costs: Those “customizations” add up fast—in both cash and frustration.
3. What’s Different About Fiber?
Fiber is one of the newer GTM platforms on the block. It promises to simplify and speed up the B2B sales process. But is it worth the hype? Here’s how Fiber tends to stand out:
Where Fiber shines: - Simple, focused workflows: Less clutter. You see just what helps move deals along, not a kitchen sink of options. - Fast onboarding: Teams report getting set up in days, not quarters. - Modern UI: It looks and feels like something built this decade. Your reps might actually enjoy using it. - Built-in automation: Less manual data entry, more sales activity tracked automatically.
Where it might fall short: - Limited deep customization: If you have a one-of-a-kind sales process, you might hit limits. - Fewer integrations (for now): If you live and die by some obscure tool, check if it’s supported. - Young product: The roadmap is moving fast, but you might find a sharp edge or two.
Ignore the hype about: - “AI-powered everything”: Unless you see a feature that genuinely cuts down on busywork, skip the buzzwords. - “One platform to rule them all”: Every tool promises this. No one delivers it.
4. Set Up a Side-by-Side Comparison
You can’t make a real decision based on feature tables alone. Here’s how to run a side-by-side test that exposes the real differences:
a. Build a Mini-Sales Process
- Take a typical deal from prospecting to close.
- List out every step: outreach, qualification, handoff, negotiation, contract, etc.
- Map which steps are a pain with your current tool.
b. Run Both Tools on a Real Deal
- Set up both Fiber and your legacy platform for this flow.
- Have two reps (or teams) work the same process using each tool.
- Watch for:
- Where things get stuck or confusing
- How much manual updating is needed
- What info gets lost between steps
- How easy it is to see deal status at a glance
c. Time and Track
- Literally time how long each step takes.
- Count clicks if you have to—you’ll be shocked.
- Ask reps how it feels to use each tool. Don’t ignore gut reactions.
Pro tip: Ignore demo environments. Push both tools by using real, messy data—duplicate contacts, incomplete info, and all.
5. Ask the Hard Questions (and Demand Straight Answers)
Don’t fall for the standard sales pitch. Here’s what you need to dig into:
- How fast can we be live? Not just “set up,” but actually using the thing.
- What’s the real cost? Include integrations, training, lost productivity during the switch, and those inevitable “premium” add-ons.
- How does it handle change? If your sales process shifts, will you need a consultant or just a few clicks?
- Does it play nice with our other tools? List your top five must-have integrations. Get proof, not promises.
- What happens when something breaks? Is support fast, or are you ticket #14,823 in the queue?
- Data portability: If you want to leave, how easy is it to get your stuff out?
If you get hand-wavy answers, walk away. It only gets worse after you sign.
6. What to Prioritize (and What to Ignore)
There’s a lot of noise in the GTM software world. Here’s what actually matters:
Focus on: - Adoption: If your reps don’t use it, it doesn’t matter how powerful it is. - Speed to value: You want improvements this quarter, not next year. - Visibility: Can leaders and reps see what’s happening, fast? - Automated busywork reduction: The less manual updating, the better.
Ignore: - “Market share” stats: Just because a tool is everywhere doesn’t mean it’s right for you. - AI promises: Unless it shows up in features your team actually uses, it’s just marketing fluff. - Feature arms races: You’ll never use 80% of what’s on that list.
7. Make the Call and Keep It Simple
Once you’ve run a real-world test and asked the hard questions, the answer usually becomes clear. Trust what you see, not what you’re told.
- Choose the tool your team actually likes using—and that makes your sales process faster, not just flashier.
- Avoid getting locked into a 5-year contract with a platform you’re already dreading.
- Remember: It’s always better to start simple and add complexity as you grow.
The Bottom Line:
You don’t need a “transformational” platform. You need something that cuts the crap, helps your reps sell, and doesn’t make everyone’s day harder. Stay skeptical, keep your process front and center, and don’t be afraid to iterate. The right GTM tool is the one that gets out of your way and lets your team do what they’re best at—closing deals.