If you're trying to pick between Secondnature and other B2B go-to-market (GTM) software, you're probably neck-deep in product pages, demos, and over-the-top sales pitches. This guide is for sales, enablement, and operations folks who need to cut through the noise and figure out what actually matters. I'll walk you through how to compare GTM solutions without getting sidetracked by shiny features or vague promises.
1. Get Clear on What You Actually Need
Before you even look at platforms, nail down your must-haves. It sounds basic, but you'd be surprised how many teams skip this and end up with buyer's remorse six months in.
Ask yourself: - What’s the real problem you’re trying to solve? (e.g., reps aren’t ramping fast, deals are stalling, call quality is inconsistent) - Who’s going to use this day-to-day? (Reps, managers, enablement, ops... all of the above?) - What can’t you live without? (Think: integrations, reporting, ease of use) - What’s your budget—realistically?
Pro tip: Don’t confuse “nice to have” with “need to have.” Write down your top 3 non-negotiables and put them at the top of your notes.
2. Understand What Secondnature Actually Does
Secondnature is best known for AI-powered sales coaching and conversation simulations. In plain English: it helps sales teams practice and sharpen their pitch with a virtual “buyer” before talking to real customers.
What Secondnature nails: - Sales call simulations: It’s like role-play, but you don’t need a manager or peer to block time. The AI acts as a realistic customer. - Feedback and scoring: After a simulation, reps get actionable feedback, not just a pat on the back. - Analytics: Managers see who’s practicing, who’s improving, and what areas are weak.
Where it’s weaker: - Not a full pipeline tool: It’s not for prospecting, deal tracking, or outreach automation. - Simulation quality depends on your setup: If you don’t tailor scenarios, it can feel generic. - AI isn’t magic: It’s good, but it’s not the same as real-world pressure or a tough customer.
Ignore: - Any claim that it “replaces live coaching” entirely. It’s a supplement, not a silver bullet.
3. Make a Shortlist of Alternatives
The B2B GTM space is crowded. If you’re looking at Secondnature, you’re probably also considering:
- Gong: Conversation intelligence and call recording, with coaching insights.
- Chorus (ZoomInfo): Similar to Gong, focused on call analytics and coaching.
- Allego, Mindtickle, Lessonly: Broader enablement platforms—content, onboarding, coaching.
- Outreach, Salesloft: More for sales engagement and pipeline management, but have some coaching features bolted on.
Don’t just copy a Gartner grid. Make a list of 2-3 alternatives that actually match your use case. If you need conversation practice, compare tools that do that—not just any sales tech.
4. Compare the Features That Matter (Don’t Get Distracted)
Everyone’s got a big feature list. Here’s what’s worth your attention when comparing Secondnature and its competitors:
Must-Check Features
- Realistic practice: Is the simulation or coaching experience actually close to the real thing, or does it feel canned?
- Feedback quality: Is feedback specific and useful, or just a score and a “good job”?
- Reporting: Can you see individual and team progress, or just usage stats?
- Integration: Does it plug into your CRM, LMS, or wherever you track training?
- Ease of use: Will reps actually use it, or will it collect dust after onboarding?
Red Flags
- Overpromising AI: If a tool says it “knows exactly what your customer will say,” run.
- Hidden costs: Extra fees for integrations, analytics, or support.
- Locked content: If you can’t customize practice scenarios without paying more, that’s going to sting later.
Pro tip: Ask for a test drive, not just a demo. Put a real rep in front of the tool and see if they’d use it without you breathing down their neck.
5. Dig Into Real-World Results (Not Just Case Studies)
Everyone’s got a story about “25% faster ramp” or “100% increase in quota attainment.” Take those with a grain of salt.
How to get the truth: - Talk to current users: Ask for a customer reference who’s not on the vendor’s website. - Check software review sites: G2, TrustRadius, and Reddit are good for unfiltered feedback. - Ask about adoption: The best tool in the world is useless if reps avoid it. What’s the average usage after month three? - Measure before and after: If you can, run a small pilot and track real numbers—calls made, deals advanced, time to ramp.
What to ignore: Logos and case studies from companies nothing like yours. A 10,000-person SaaS company’s playbook won’t always fit a 50-person B2B team.
6. Evaluate Support, Setup, and Change Management
No matter how slick the demo, getting reps to actually use a new tool takes work.
Key things to check: - Onboarding: Do they help you set up custom scenarios and workflows, or do they dump you into a knowledge base? - Ongoing support: Is support helpful and fast, or do tickets languish? - Training: Will they run live sessions for your team, or is it “watch this video”? - Community: Is there an active user group or slack community to get real-world advice?
If you’re short on enablement resources, pick a vendor that offers more hands-on help. DIY setup can drag out for months if you’re not careful.
7. Figure Out the Total Cost (Not Just the Sticker Price)
Pricing in this space is rarely simple. There’s the license fee, then there’s “setup,” “integration,” “premium support,” and so on.
Checklist: - Base license cost (per user, per month/year) - One-time setup or onboarding fees - Integration or API fees - Extra cost for analytics, reporting, or admin seats - Renewal terms (do prices jump in year two?)
Pro tip: Get all pricing in writing. Ask for a full quote, including “optional” add-ons you might actually need.
8. Run a Real Test—Not Just a Demo
Demos are made to impress. Pilots show you reality.
- Set up a 2-4 week pilot with 3-5 reps.
- Use real scenarios and calls.
- Track usage, feedback, and business outcomes (not just “did they log in?”)
- Involve a frontline manager—if they don’t buy in, reps won’t either.
If a vendor won’t support a real pilot, that’s a bad sign.
9. Don’t Forget the Human Element
Even the best coaching tool is useless if your team hates it or managers ignore it.
- Get honest feedback from the folks who’ll use it every week.
- Look for tools that make practice feel less like homework.
- Make sure managers can see value without adding hours to their week.
Sometimes the “best” tool on paper flops because it’s a pain to use or doesn’t fit your culture.
10. Make a Call—Then Iterate
You won’t get everything perfect the first time. Pick the tool that checks your real boxes, solves your top problems, and your team will actually use. Don’t get paralyzed by “what ifs.”
Buy what you need now, not what you might need three years from now. If you’re not sure, start small and expand if it works.
Bottom line: Don’t get dazzled by AI buzzwords or endless feature lists. Focus on what actually helps your team sell better, faster, and with less pain. Test in the real world, listen to your users, and keep things simple. If you treat this like an experiment, you’ll make a smarter call—and waste way less time and money.