If you’re running or managing a B2B sales team, you know the headaches: endless spreadsheets, lost follow-ups, scattered deal notes, and reps reinventing the wheel every quarter. There’s a new wave of “GTM” (go-to-market) tools out there promising to fix all this—Momentum is one of the most talked-about. But does it actually help you scale, or is it just another dashboard to ignore? Here’s a straight-up review: what actually works, what’s hype, and whether it’s worth trying out.
What Is Momentum, Really?
Momentum pitches itself as a “GTM collaboration platform” for B2B sales. That’s a fancy way of saying it plugs into your CRM (usually Salesforce), Slack, and other tools to help sales teams keep deals moving and avoid dropped balls. The big idea is that it automates repetitive stuff, provides deal playbooks, and makes collaboration with other teams (like legal, finance, or product) less painful.
In theory, Momentum promises to:
- Cut down on manual updates and data entry
- Surface key deal risks proactively
- Make it easier to follow your sales process (without a million tabs)
- Help everyone see what’s blocking a deal—without endless meetings
That’s the pitch. But let’s dig into what you actually get.
Setup: Painful or Painless?
Momentum isn’t a plug-and-play toy, but it’s not a nightmare either. Setup usually looks like this:
- CRM integration: Momentum’s built to sit on top of Salesforce. If you’re using something else…well, good luck (support for HubSpot and others is limited or non-existent).
- Slack connection: Most teams run Momentum through Slack, where it pushes deal updates, reminders, and action items. You’ll need admin access to set this up.
- Playbook configuration: Out of the box, Momentum gives you some basic templates for deal stages, but you’ll probably want to customize these for your real process.
Pro tip: If your sales process is a mess, Momentum won’t magically organize it for you. You’ll need to clean up your CRM fields and tighten up your playbooks first, or you’ll just automate chaos.
Setup time: For most teams, budget a few hours to get the basics live. If you want custom automations or workflows, expect a few days of tweaking.
Day-to-Day: What’s Useful, What’s Fluff
Here’s what stands out after actually using Momentum with a sales team:
What Works
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Deal Collaboration in Slack: You get a dedicated Slack channel for each key opportunity. This reduces “where’s the latest update?” back-and-forth. Everyone involved (AE, SE, legal, etc.) can see what’s happening.
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Automated Playbooks: When a deal hits a stage (like “Procurement” or “Legal Review”), Momentum can auto-trigger checklists, reminders, or requests for input. This keeps deals moving and helps train new reps.
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Risk Alerts: Momentum can flag deals missing key steps (like no champion identified), or if the next meeting isn’t scheduled. These nudges are more actionable than generic CRM reminders.
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Activity Logging: Every Slack message or action can get logged back to Salesforce. If you’re tired of chasing reps to “update the CRM,” this is a big win.
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Integration with Other Teams: Need a redline from legal, or a custom quote from finance? Tag them in the deal’s Slack channel, and Momentum can assign and track those tasks. No more “Did legal ever see this?” emails.
What’s Just Okay
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Reporting: The built-in dashboards are fine, but nothing you can’t get (with effort) from Salesforce or BI tools. Don’t expect magic insights.
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Playbook Customization: You can tweak a lot, but it’s not totally flexible. Some teams find the playbooks a bit rigid, especially if your sales process changes often.
What to Ignore
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AI “Insights”: Like a lot of SaaS right now, there’s a sprinkle of “AI” that’s mostly just fancy filters or keyword alerts. Don’t expect it to spot deal risks you wouldn’t find yourself.
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Email Integrations: If your team lives in Gmail or Outlook, Momentum isn’t replacing your inbox or calendar anytime soon. It’s focused on Slack and Salesforce.
Real-World Pros and Cons
Let’s skip the vendor hype and get real.
Pros
- Fewer Dropped Balls: The Slack-first approach means fewer missed steps, especially for deals that require cross-functional help.
- Faster Onboarding: New reps ramp faster because they can see exactly what needs to happen at each stage, with less tribal knowledge.
- Less CRM Policing: Automated activity logging means managers spend less time nagging reps to fill in Salesforce.
- Process Discipline: If you’re trying to standardize your sales process, Momentum enforces it (for better or worse).
Cons
- You Need to Be a Slack Shop: If your team isn’t already living in Slack, a lot of the magic is lost.
- Salesforce Dependency: If you’re not all-in on Salesforce, support is shaky or non-existent.
- Change Management: Some reps will hate being “herded” by checklists and alerts. If your team culture resists process, expect some pushback.
- Another Tool to Monitor: If you’re already suffering from notification overload, Momentum can just become more noise if not carefully tuned.
Who Should (and Shouldn’t) Use Momentum
Good Fit
- Mid-sized B2B teams scaling fast: If you’re adding reps and deals are starting to slip through the cracks, Momentum can help you put rails on the process.
- Companies with messy handoffs: If you regularly lose deals because someone forgot to loop in legal/finance/security, the Slack channels and task assignments are a lifesaver.
- Sales orgs invested in Salesforce and Slack: If your workflow is already built around these tools, Momentum fits in smoothly.
Not a Great Fit
- Small teams (under 5 reps): You probably don’t need this level of process. Spreadsheets and a shared Slack channel may be enough.
- Teams not on Salesforce: Don’t bother unless you’re planning to migrate.
- Highly bespoke or creative sales processes: If every deal is different, the playbook/checklist system can feel restrictive.
Tips for Getting the Most Out of Momentum
- Start Simple: Roll out just one or two playbooks first. Don’t try to automate your whole process on day one.
- Tune Your Notifications: Be ruthless about what triggers alerts. Otherwise, people start ignoring everything.
- Get Buy-In from Other Teams: Legal, finance, and product need to see Momentum as a help, not just “more sales busywork.”
- Revisit Your Playbooks Regularly: As your sales process matures, tweak your automations—don’t let them get stale.
- Watch Your Data Hygiene: If your Salesforce data is garbage, Momentum will just surface that garbage more efficiently.
Pricing: Is It Worth It?
Momentum doesn’t publish pricing openly. Based on conversations with peers, expect a per-seat SaaS fee, usually somewhere in the $50–$100/month range, with volume discounts. There may be mandatory onboarding or setup fees. It’s not dirt cheap, but it’s in line with other sales productivity tools.
Is it worth it? If Momentum saves your team even one lost deal a quarter, it’ll probably pay for itself. But if you’re not committed to actually using it—and keeping your CRM clean—it’s just another monthly bill.
The Bottom Line
Momentum is solid for B2B sales teams who are scaling and need guardrails—especially if you’re already deep into Salesforce and Slack. It won’t magically fix a broken process or make lazy reps productive. But if you want fewer dropped balls, faster onboarding, and better deal visibility, it’s worth a serious look.
Don’t overthink your rollout: start with the basics, see what actually helps, and iterate from there. In sales, tools don’t win deals—people do. But the right tool can at least keep you from shooting yourself in the foot.