If you’re part of a B2B team sorting through the endless list of “must-have” GTM (go-to-market) software, you know the drill: Everyone promises to be the silver bullet. But most teams don’t need a kitchen sink—they need the right tool for their actual work. This guide is for folks who don’t want to waste months on “transformation projects” and just need to figure out if a tool like Floqer is a real solution or just more noise.
Step 1: Know What GTM Actually Means for Your Team
Let’s skip the buzzwords. “GTM” just means bringing your product to market and getting customers—usually a mix of sales, marketing, and customer success. What you need from a GTM tool depends on your team size, sales motion, and existing systems.
Ask yourself: - Are you outbound-heavy (cold email/calling)? - Is your sales cycle long or short? - Are you tracking leads and deals in spreadsheets, or do you already have a CRM? - Who actually uses the tool—just sales, or does marketing need in too?
Pro Tip: Write down what you wish your current process did better. That’s your real shopping list.
Step 2: Make a Real List of “Must-Have” vs “Nice-to-Have” Features
Don’t let a flashy product demo set your priorities. Before you even look at tools:
- List what’s broken right now (e.g., leads lost in the shuffle, manual reporting, data stuck in silos)
- Decide what’s absolutely required (e.g., integrates with Salesforce, tracks pipeline stages, has permission controls)
- Separate true “must-haves” from “it’d be cool if...” features (AI-powered forecasting is neat, but if you’re missing basic lead capture, it’s not your problem)
Pitfall to avoid: Teams often get sold on features they’ll never use—or worse, that add complexity.
Step 3: Map Out Your Current (and Future) Stack
Most B2B teams already juggle a few core tools—maybe Salesforce, HubSpot, Slack, or a half-dozen spreadsheets. Any GTM tool has to fit, not fight, your existing setup.
Do this: - Sketch your current workflow. Where do deals start and end? What tools touch each step? - List your integrations. “Plays nice with others” isn’t just a tagline—your tools need to actually sync. - Think about the next year. Are you hiring? Launching new products? Tools that break once you hit 10 users or a new region aren’t worth the hassle.
Honest take: If a tool can’t integrate with your top 2-3 systems, move on. Manual workarounds always become a nightmare later.
Step 4: Dig Into the Details—Don’t Trust the Marketing Site
Once you’ve narrowed the field (maybe Floqer and a couple competitors), it’s time to look under the hood. Here’s how to actually evaluate them:
a) Test the Core Use Cases
Ignore the fancy AI widgets for now. Does the tool do the basics—easily, and well?
- Can you capture, assign, and track leads without a PhD in “enablement”?
- Is reporting clear, or does it take an hour to build a simple dashboard?
- Does sales love it, or is everyone secretly using spreadsheets on the side?
Tip: Run a simple test—try moving a lead from “new” to “won.” If it takes more than a couple clicks, that’s a red flag.
b) Check for Real Integrations (Not Just Zapier Hacks)
“Integrates with Salesforce” means nothing until you see it work. Ask for a real demo with your data or processes.
- Does it sync in real time, or just once a day?
- Are there two-way updates, or does data get stuck?
- Can you map custom fields, or just the basics?
Pro Tip: If integrations require a third-party middleware tool, add 50% more time and cost—minimum.
c) User Experience—Is It Built for Humans?
GTM tools often get bloated. The best ones disappear into your workflow.
- Is the interface clean, or are you drowning in menus?
- Can new reps figure it out in a day, or do you need a two-week “onboarding” call?
- Is mobile support any good (if you need it)?
If people hate using it, they’ll find ways not to.
d) Pricing—What’s the Real Cost?
Ignore the “starting at $49/month” headline. Find out:
- What features are gated behind higher tiers?
- Are there onboarding or integration fees?
- What happens as your team grows? (Some tools double in price once you hit certain user counts.)
- Is there a minimum contract?
Watch out: Vendors often hide costs in “implementation” or “premium support” add-ons. Get it in writing.
e) Support—Will They Be There When You Need Help?
Even the best tools glitch. Check:
- What’s the typical support response time?
- Is there a customer Slack or live chat, or just a ticket system?
- Is the documentation actually useful, or just a sales pitch in disguise?
Ask to talk to a current customer, not just a reference handpicked by sales.
Step 5: Pressure Test Floqer (and Competitors) with a Pilot
Don’t trust the demo—use a real-world pilot. Here’s how:
- Set up a 2-week trial or proof of concept with your actual team and data.
- Pick a few core workflows (e.g., new lead assignment, pipeline update, reporting).
- Get feedback from everyone, not just the most tech-savvy folks.
- Track what breaks, what’s slow, and what gets ignored.
What to look for: - Do people keep reverting to old tools? - Is there confusion around basic tasks? - Are you already emailing support after day three?
Pro Tip: If the tool requires a “change management plan” for a small team, it’s probably too complicated.
Step 6: Don’t Fall for Shiny Object Syndrome
There’s always a new GTM tool promising to “revolutionize” everything. Most teams just need something that makes their daily work less painful, not more “innovative.”
Ignore: - Features you don’t understand or need (AI lead scoring isn’t magic—usually it just re-sorts your list) - Endless customization (simple, opinionated tools often work better than “do-it-all” platforms) - “Thought leadership” as a substitute for working software
Remember: It’s better to have a tool that does 3 things well than 30 things you’ll never use.
Step 7: Get Real About Change—Training and Adoption
Even the best tool is useless if nobody uses it.
- Who’s responsible for rollout and training (you or the vendor)?
- How will you support laggards or skeptics?
- What’s your Plan B if adoption flops?
Practical tip: Incentivize usage—tie it to something people care about (like getting leads assigned, or faster commission payouts).
Step 8: Make the Call—And Set a Review Date
Once you’ve picked a tool, don’t pat yourself on the back just yet.
- Set a 3-month review date to check if it’s actually helping.
- Track 2-3 key metrics (e.g., sales cycle time, lead response rate, rep happiness).
- Be ready to cut bait if it’s not working—don’t double down on a bad pick.
Wrapping Up
Choosing GTM software isn’t about finding the “best” platform—it’s about finding what works for your team, right now. Don’t get distracted by the latest trends or the promise of “one tool to rule them all.” Keep it simple, focus on your real needs, and don’t be afraid to iterate. Most of all, remember: The best software is the one your team actually uses. Good luck.