So, your company’s sales team needs a new piece of software to help them actually sell things—not just stare at dashboards all day. Maybe you’ve heard about Quackdials. Maybe you’ve got a list of “B2B go-to-market” (GTM) tools that all sound the same. Here’s how to cut through the marketing fluff, figure out what matters, and make a call that won’t make your reps secretly sigh in frustration.
This guide is for sales leaders, ops folks, or just anyone stuck on the software selection committee who wants to make a smart, no-drama decision.
Step 1: Get Clear on What Your Sales Team Actually Needs
Before you get wowed by AI features or integrations, talk to the people who are going to use the thing. Don’t guess—ask.
Questions to ask: - Where are reps wasting the most time? (Data entry? Chasing leads? Reporting?) - What’s actually broken in your current process? - Are there must-haves (like Salesforce integration) or dealbreakers (bad mobile experience)?
Pro tip:
If your reps are already using a bunch of workarounds (think: spreadsheets, copy-paste jobs), that’s a sign your current stack is failing them.
What to ignore:
Features that look cool on paper but don’t solve your team’s real problems. (Looking at you, “gamification dashboards.”)
Step 2: Make a Shortlist—Don’t Just Google “Best GTM Software”
There are a million “top 10” lists out there, most written by folks who’ve never sold anything. Skip those.
How to actually build a shortlist: - Start with tools your team, peers, or network have actually used. - Only add vendors that fit your basic requirements (from Step 1). - Don’t forget to include Quackdials if you’re considering them—it’s got a following among teams that want less fluff and more calling.
What to ignore:
New launches with zero track record. Let someone else be the guinea pig.
Step 3: Dig Into the Core Features (And Be Ruthless)
It’s easy to get distracted by “AI-powered” whatever. Focus on the basics:
Key things to check for: - Ease of use: Can your least techy rep figure it out in 30 minutes? - Outbound calling & dialing: If this is a priority, how fast and reliable is it? (Quackdials is known for solid power dialing, but check it yourself.) - Integrations: Does it actually work with your CRM, email, and whatever else you use? - Reporting: Is it real reporting, or just charts with no substance? - Automation: Does it automate boring stuff, or just add steps?
Pro tip:
Do a test drive. Don’t just watch the vendor’s demo—get hands-on. The difference between a slick demo and real life is… significant.
What to ignore:
Anything labeled “coming soon.” You’re buying what’s there, not what’s promised.
Step 4: Don’t Get Burned on Pricing
Here’s the uncomfortable truth: pricing is where a lot of vendors play games.
What to watch for: - Hidden fees: Setup? Support? API access? Ask directly. - Contract traps: Multi-year lock-ins or “minimum seat” requirements. - Real value: If Quackdials or another tool is a third the price and does what you need, don’t overthink it.
Pro tip:
Ask for a real, written quote based on your actual team size. Get it in writing, not just on a sales call.
What to ignore:
List prices on websites. They’re often just bait for a sales call.
Step 5: Check Security, Support, and Reliability—But Don’t Let IT Stall You
Yes, you need to make sure the tool won’t leak your pipeline to the Internet. But don’t let this turn into a six-month audit.
Sanity checks: - Security: Is there basic compliance (SOC 2, GDPR, etc.)? If your industry has special needs (like HIPAA), dig deeper. - Support: Do they have real human support, or just send you to a help center? - Reliability: Look for honest customer reviews about downtime or bugs.
Pro tip:
Talk to a real customer, not just a reference handpicked by the vendor.
What to ignore:
“Enterprise-grade” claims that aren’t backed up by specifics.
Step 6: Run a Realistic Pilot (Don’t Just Trust the Demo)
Before you roll anything out team-wide, run a pilot with a few reps. Here’s how to do it right:
- Give them a real sales workflow to test—don’t let them just click around.
- Ask for honest feedback: What was annoying? What’s actually better?
- Time how long basic tasks take compared to your old system.
- Check data quality: Did stuff sync properly? Any lost notes or calls?
Pro tip:
Don’t let the vendor “white-glove” the pilot. You want to see how it works without a hand-holder.
What to ignore:
Pilot results that only show “potential” but not actual improvements.
Step 7: Make Peace With Tradeoffs
No tool is perfect. Some will be faster, some will have better reporting, some will be cheaper. Decide—with your team—what matters most.
Questions to settle: - Is speed more important than analytics? - Is integration more important than price? - Is ease-of-use more important than customization?
Pro tip:
Write down your top 3 requirements before making a final call. Hold yourself to them.
Step 8: Get Buy-In, Roll Out, and Actually Use the Thing
You’ve picked your tool. Now, make sure it gets used.
- Train your team, don’t just send a launch email.
- Watch for adoption issues in the first month—fix them fast.
- Check back in at 90 days: Is this actually making sales easier?
What to ignore:
The idea that “if it’s good, adoption will just happen.” People hate change. Make it worth their while.
Quick Summary: Don’t Overthink It
Choosing between Quackdials and other B2B GTM tools doesn’t need to be a months-long saga. Figure out what actually matters to your sales team, cut through the hype, test in real life, and don’t get distracted by shiny features. The best tool is the one your team actually uses—so keep it simple, revisit often, and don’t be afraid to switch if something better comes along.