So, your sales team needs better B2B go-to-market (GTM) software. You’ve probably seen a hundred pitch decks, all promising more deals and less hassle. If you’re looking at Aisdr and trying to make sense of how it stacks up against the competition, this guide’s for you. No fluff—just a clear, step-by-step way to compare your options and make a call that won’t have you regretting it three quarters from now.
1. Figure Out What Actually Matters for Your Team
Before you even look at a demo, get specific about your sales process and pain points. Don’t let a slick UI distract you from what your reps and managers actually need day-to-day.
Start with questions like:
- Where does your process break down? (Lead gen, qualification, follow-up, forecasting, etc.)
- What tools do your reps honestly use—and which ones do they ignore?
- How tech-savvy is your team? Will they adopt something new, or will it collect dust?
- Are you missing key integrations with your CRM, email, or data sources?
Pro tip: Write down your top 3 problems. If a tool doesn’t directly address at least one of them, move on.
2. Define “GTM Software” for Your Use Case
“GTM” gets tossed around so much, it’s lost all meaning. For some, it’s just a fancy CRM. For others, it’s a full platform with analytics, automation, and AI bells and whistles.
Common categories under the GTM umbrella:
- Sales engagement platforms: Tools for outreach, cadences, and follow-ups.
- Revenue intelligence: Pipeline analytics, forecasting, and deal health.
- Lead enrichment and routing: Pulling in data, scoring, and routing leads.
- Enablement: Training, playbooks, and content delivery.
Aisdr positions itself as a “B2B GTM platform,” but so do half its competitors. Dig into the specifics—does it do what you actually need, or just what’s trendy?
Ignore: Overlapping features you already have covered (e.g., if you love your CRM, don’t pay for Aisdr’s version of one).
3. Build a Shortlist (and Don’t Get Distracted by Hype)
There are at least a dozen well-known options in this space—Outreach, Salesloft, Apollo, Clari, Gong, Groove, and so on. Most do some of the same stuff, but each has its quirks.
How to shortlist: - Start with your must-haves (from Step 1). - Ask peers what actually worked for them—not what they heard at a webinar. - Skip anything that’s new and unproven unless you’re cool with being a guinea pig. - Watch out for “AI” in the marketing copy. Unless it’s saving you hours or delivering real insights, it’s just noise.
If Aisdr makes your cut, it’s usually because it claims to offer deeper analytics, automation, or a slicker workflow. Test those claims.
4. Put Features to the Test (Not Just the Demos)
Sales software demos are designed to wow. Most teams don’t dig past the surface. You have to. Otherwise, you’ll end up with something your team barely uses.
What to actually test:
- Workflow fit: Can your reps do their daily work faster, or does it add steps?
- Reporting: Is it easy to set up the dashboards you need? Or do you need a full-time analyst?
- Integrations: Does it really connect to your CRM, email, calendar, and other tools in a useful way? (Test with your real data, not dummy accounts.)
- Automation: Will it eliminate repetitive tasks—or create new headaches?
- Onboarding and support: How long before your team’s up and running? What happens when you hit a weird bug?
Honest take: Most platforms overpromise on “AI-driven insights.” Nine times out of ten, these are just glorified filters or dashboards. Useful, but not magic. Look for features that make a difference in your actual workflow.
5. Compare Pricing (And Read the Fine Print)
Most GTM software pricing is intentionally murky. There’s a sticker price, but then you hit add-ons, minimum seats, and “implementation fees.”
What to watch for:
- Are all features included, or is the best stuff extra?
- Is there a minimum seat count? (Small teams get burned here.)
- Are integrations/paywalls hiding behind the base price?
- Contract terms: Annual only, or is there a monthly option? What’s the renewal process like?
- “AI” upcharges: Is that automation actually included, or is it a pricey add-on?
Aisdr’s pricing is mid-market compared to the big names, but check what’s actually included. Sometimes the headline price leaves out advanced reporting or support.
6. Talk to Actual Users—Not Just Reference Customers
Case studies are hand-picked. If you want the truth, ask around in your network or look for unfiltered feedback online (think Reddit, G2, or industry Slack groups).
What to ask:
- How long did it take to get value from the product?
- What do reps love—and what do they avoid using?
- Any surprise costs or dealbreakers?
- How’s the customer support, really?
If you hear the same complaints (slow, buggy, poor support), believe them.
7. Pilot with a Small Team—Then Decide
Never roll out new B2B sales software to your whole team at once. No matter what the vendor says, there will be surprises.
Here’s what works: - Pick a small, motivated group (ideally with different roles). - Run a 30-day real-world test—no shortcuts. - Track adoption, time saved, and deals progressed. - Get honest feedback from users, not managers.
If Aisdr—or any tool—can’t prove its value in a month, it probably won’t later.
Pro tip: Don’t get locked into a long contract before you know it works for your workflows.
8. Watch Out for Common Pitfalls
A few final things to keep in mind:
- More features ≠ better. Focus on what your team will use, not what looks good in a demo.
- Shiny dashboards can distract from real problems. If your data’s a mess, no platform will magically fix it.
- Change management matters. The fanciest platform is useless if your team doesn’t buy in.
- Vendor promises are just that—promises. Get everything in writing.
Keep It Simple and Iterate
You don’t have to get this perfect on the first try. Buying B2B GTM software like Aisdr is a process, not a one-and-done decision. Start with what solves your most painful problems, test it with a small group, and don’t be afraid to switch if it’s not working. Most importantly, focus on what your team will actually use. Everything else is just noise.