So you’re staring at a stack of “game-changing” sales tools, each promising to make your team unstoppable. Maybe someone on your team swears by Salesrabbit, or maybe you’re just tired of demos that never get to the point. If you’re in charge of picking B2B go-to-market (GTM) software, this guide’s for you—whether you manage a field sales crew, run a small sales org, or just want tools that actually work (and don’t make your reps hate Mondays).
Let’s cut through the noise. Here’s how to size up Salesrabbit against the rest, so you don’t regret your next software bill.
1. Get Clear on Your Real Needs (Not the Sales Deck Version)
Before you compare anything, pin down what your team truly needs. This sounds obvious, but skipping it is the number-one way to buy the wrong tool. Ignore the “feature matrix” for a minute.
Figure out: - Where do you lose deals or waste time? (e.g. reps lost in the field, bad lead info, too much manual work) - What’s actually working in your current process? - What do your reps complain about most?
Pro tips: - Ask your sales team for specifics. “We need better routing” is vague. “We spend 2 hours a day just finding doors to knock” is actionable. - Write down your must-haves, nice-to-haves, and absolute dealbreakers (like “must work offline” or “no extra logins”).
What to ignore:
Don’t get distracted by flashy features you’ll never use. Most teams use about 20% of what these tools offer.
2. Understand What Salesrabbit Actually Does
Salesrabbit is built for field sales—think canvassing, territory management, mapping, lead tracking, and making sure reps are where they should be. At its core, it’s about helping outside sales teams work smarter and faster.
Core features:
- Lead mapping and routing
- Rep tracking (GPS and activity logs)
- Digital forms and document management
- Team communication tools
- Integrations with CRMs and other sales tools
What works:
- Salesrabbit’s mapping and routing are solid—if your team knocks doors or works specific territories, this is a real time-saver.
- The mobile app is simple enough that you won’t spend a week training new reps.
- Offline mode is reliable, which matters more often than you’d think.
What doesn’t:
- If your sales motion is mostly remote or inbound, you’ll barely use half the tool.
- Reporting and analytics are “good enough,” but not mind-blowing. If you obsess over custom dashboards, you’ll want to check the details.
- Integrations exist, but deep customization can get clunky.
What to ignore:
- The “gamification” features. Unless your team loves badges and leaderboards, it’s usually more noise than help.
3. Stack Up Alternatives (And Don’t Trust the Hype)
There are plenty of B2B GTM tools out there—Spotio, Map My Customers, Badger Maps, even Salesforce Field Service, to name a few. Some are direct competitors; others are more general-purpose but have “field sales” modules.
How to compare: - Territory & Route Management: How easy is it to build, assign, and adjust territories? Are reps spending less time driving? - Mobile Experience: Are reps actually using the app, or is it collecting dust? - Lead Management: Can you quickly add, update, and follow up on leads in the field? - Integrations: Does it play nice with your CRM, or will you end up emailing spreadsheets? - Price: Not just the sticker price—how much does it really cost to roll out, train, and keep using it?
Honest takes: - Most tools are pretty good at one or two things and so-so at the rest. Don’t expect a silver bullet. - Some “all-in-one” platforms are overkill for small teams—and can slow you down with bloat.
Ignore:
Awards, “AI-powered” buzzwords, and any feature you can’t explain in one sentence.
4. Test for Real-World Fit (Not Just a Shiny Demo)
Demos are designed to make everything look easy. Reality’s messier.
How to get a real test: - Set up a free trial or pilot with your actual data and processes. - Have your reps (not just managers) use it for a week—field test, not just click around. - Pick one or two “must-win” workflows and see if the tool makes them faster/easier.
What to watch for: - Does the app slow down, crash, or lose data? (This happens more than sales reps admit) - Are reps actually using it, or do they find workarounds? - Does it really save time, or just add steps?
Pro tip:
Don’t let the vendor run your trial for you. You want to see where things break.
5. Check Integration and Data Hassles Before You Buy
A tool that doesn’t talk to the rest of your stack is a headache waiting to happen. Before you sign anything, check:
- CRM sync: Does it push/pull data automatically, or is it a manual mess?
- Reporting: Can you get the numbers you care about out of the system? Or are you exporting CSVs every week?
- User management: Easy to add/remove reps? Or is it a ticket to IT every time?
What works with Salesrabbit:
- Integrates with big names (Salesforce, HubSpot, etc.) but check if it’s “native” or needs a middleware tool.
- Simple exports for basic needs.
What doesn’t:
- Deep, custom integrations can get expensive or require third-party help.
- Some users report delays with syncs or having to clean up duplicate data.
6. Don’t Underestimate Training and Change Management
Even the “easiest” tool will flop if your team won’t use it.
What to consider: - How long does it take to get new reps up to speed? - Is the learning curve realistic for your team’s tech skills? - What kind of support is available—chat, phone, video, or “read this 100-page PDF”?
Salesrabbit honest take:
- Training is pretty straightforward for field reps—most pick it up in a day or two.
- If your team is used to pen-and-paper or hates new tech, expect some pushback.
- Documentation is decent, but not exhaustive.
7. Price Out the True Cost—Not Just the Subscription
The sticker price is just the start. Add up:
- Per-user or per-team fees
- Onboarding and training costs
- Integration/setup (especially if you need to hire consultants)
- Time lost to rollout and learning
Pro tip:
Ask for references from teams your size—not the giant logos on their website. The cost (and pain) can scale fast with team size.
8. Make a Decision You Can Iterate On
Don’t aim for “perfect.” Pick the tool that solves your biggest problems right now, with the least amount of pain. Build in a review—say, in 6 months—to see what’s working and what’s not.
Checklist before you buy: - Does it solve your top 2-3 problems? - Can your team use it without cursing your name? - Does it fit your budget and your tech stack? - Can you get out if it’s not working?
The Bottom Line
Shiny software won’t fix a broken process. Start simple. Make sure your team actually uses whatever you pick. Don’t let a fancy demo or a sales deck talk you into something your reps will quietly ignore. Test, roll out, and adjust as you go. That’s how you get your team moving—and keep your sanity.
If you’re stuck, pick one tool, run a real-world test, and see what breaks. You’ll learn faster than any demo can show you.