Sales software is everywhere, and it all promises to make your team unstoppable. But let’s be real: most platforms are a mix of real solutions and shiny distractions. If you’re trying to figure out if Xfactor is right for your sales team—or if one of its competitors is a better fit—this guide’s for you. No fluff, just a clear process to compare what actually matters.
Step 1: Know What “Go To Market” Actually Means for You
Most B2B “go to market” solutions claim to solve everything from lead gen to closing deals. But every team’s process is a little different. Before you even look at demos, get clear on your own needs:
- Where does your current process slow down? (Prospecting? Hand-offs? Reporting? Chasing signatures?)
- What tools are you already using? (CRM, email, calendar, etc.)
- What’s truly broken, and what’s just annoying? Focus on the first.
- Are you looking for an all-in-one platform or a tool that plugs gaps?
Pro Tip: Write a short “must-have” list (not “nice to have”). If you don’t, you’ll get wowed by smart dashboards you’ll never use.
Step 2: Make a Shortlist of Real Competitors
Xfactor is one of many B2B go-to-market platforms. Others you’ll hear about include Outreach, Salesloft, Apollo, HubSpot Sales, Groove, and a handful of upstarts. Here’s how to make a sensible shortlist:
- Ignore the hype. Just because a tool is “hot” on LinkedIn doesn’t mean it’s a fit.
- Ask your reps. Which tools have they used before and actually liked?
- Check integrations. If a tool doesn’t play nice with your CRM, calendar, or email provider, cross it off now.
- Look at company size and use case. Some platforms are overkill for a 10-person team, or too lightweight for an enterprise.
Aim for 3–4 contenders max. More than that and you’ll just spin your wheels.
Step 3: Dig Into the Core Features (and Filter Out the Noise)
Most go-to-market software is packed with features. But a lot of it is just surface-level. Here’s what to actually compare:
1. Lead Management & Prospecting
- How easy is it to import and manage leads?
- Can you build and refine target lists without a data science degree?
- Is prospect data reliable, or do reps spend half their day cleaning it up?
2. Engagement Workflows
- Does the tool automate multi-channel outreach (email, phone, LinkedIn…)? Is the automation actually smart, or just a fancy mail merge?
- Can you personalize at scale without jumping through hoops?
- Does it prevent reps from accidentally spamming the same prospect twice?
3. Pipeline & Deal Management
- Is the pipeline view clear, or does it require a training seminar?
- Can managers spot stuck deals and coach on next steps, or is it just a pretty chart?
- Do reps actually use it, or do they avoid updates until the pipeline call?
4. Reporting & Analytics
- Are the reports useful, or just eye candy?
- Can you track what matters: conversion rates, rep activity, pipeline velocity?
- Is it easy to pull custom reports, or do you need a consultant?
5. Integration & Workflow Fit
- Does it sync smoothly with your CRM (Salesforce, HubSpot, etc.)?
- Will it make your reps do double data entry (spoiler: they’ll hate you for this)?
- Does it play well with your email and calendar tools?
6. Admin, Security, and Support
- Can you onboard new reps without a week of training?
- Is support quick, or do you wait days for a real answer?
- Does it check the basic security boxes (SSO, permissions, audit logs)?
What to Ignore:
Don’t get distracted by AI buzzwords unless the tool can actually automate something for you (not just spit out generic suggestions). Also, ignore “gamification” unless your team is genuinely motivated by badges and leaderboards (most aren’t).
Step 4: Test with Real-World Scenarios, Not Just Demos
Sales software demos are designed to show off best-case scenarios. But you want to see how these tools handle your actual workflow. Here’s how to do it:
- Ask for a sandbox or free trial. If they only offer a slideshow, be wary.
- Run a week’s worth of real prospecting. Use your data, your sequences.
- Get feedback from frontline reps, not just managers.
- Try importing “messy” data. If it chokes, you’ll feel that pain every week.
- Test integrations. Actually connect it to your CRM and email, and see what breaks.
Pro Tip: Make the vendor show you—not tell you—how the tool solves your biggest headache. If they can’t, move on.
Step 5: Price Isn’t Everything, But Don’t Ignore It
Pricing for go-to-market software is all over the place. Some tools charge per user per month, others bundle by feature, and some hide the real cost behind “custom quotes.” Here’s what to keep in mind:
- Watch for hidden costs: Integration fees, onboarding, “premium” support.
- Check contract terms: Is it month-to-month, or locked in for a year?
- Ask about scale: Does the price jump if your team grows?
- Consider switching costs: How hard will it be to leave if you’re not happy?
Don’t just look at sticker price—think about actual value and the pain of switching later.
Step 6: Look for Red Flags and Hidden Traps
No software is perfect, but some have more skeletons in the closet than others. Watch out for:
- Slow or clunky UI: If it’s laggy in the trial, it won’t magically get better.
- Lack of user adoption: If your team needs constant reminders to use it, it’s not a fit.
- Opaque roadmaps: If the vendor won’t tell you what’s coming next, assume nothing is.
- Vendor churn: Lots of leadership turnover or layoffs? Could be a sign of instability.
Ask around in peer groups or forums—real users will usually spill the tea.
Step 7: Make the Call—And Actually Use What You Pick
After all this comparison, don’t let the decision drag on forever. Once you’ve picked a tool:
- Commit to a rollout plan. Don’t let it sit unused while you “plan the rollout.”
- Set a 90-day review. If it’s not working in three months, admit it and adjust.
- Keep your must-have list handy. Revisit it to see if the tool’s actually solving your top problems.
Wrapping Up: Keep It Simple, Iterate Often
Choosing between Xfactor and other B2B go-to-market platforms isn’t about finding the “perfect” tool—it’s about finding something that fits your real process and your team. Start with your must-haves, ignore the bells and whistles, and test in the real world. Don’t overthink it; try, learn, and don’t be afraid to switch if something better comes along. Sales moves fast—your software should, too.