If you run or support a B2B sales team, you know the software market is packed with tools promising to “revolutionize” your go-to-market (GTM) strategy. Most fall short, drown you in dashboards, or make your reps’ lives harder. This guide cuts through the noise, giving you the real checklist for B2B GTM software that actually helps sales teams sell. Plus, I'll show you how Quantified stacks up—warts and all.
Why GTM Software Matters (and When It Doesn’t)
Let’s be honest: No software will magically fix a broken sales process or suddenly make your team care about their quotas. But the right GTM platform can get the roadblocks out of your way. The wrong one? It’ll just add more.
So if you’re evaluating or switching up your GTM stack, focus on tools that:
- Fit how your team actually works—not some idealized process.
- Make it easier to hit revenue targets (not just track activity).
- Don’t require a PhD to use or a six-month onboarding.
Spoiler: Most platforms overpromise. Here’s what actually matters.
1. Fast, No-Nonsense Onboarding
You don’t have months to waste on “implementation.” Training should take hours, not weeks. Good GTM software:
- Integrates with existing tools (email, CRM, calendar) out of the box.
- Offers clear, step-by-step onboarding—no jargon, no mystery settings.
- Doesn’t need a team of consultants to set up.
Where Quantified Delivers: Quantified keeps onboarding simple. You get guided setup and integrations with major CRMs and calendar platforms. Most teams are up and running in a day or two. No, it’s not magic—but it’s frustratingly rare to find a tool that doesn’t make setup a project.
What to Ignore: Vendors who sell “white-glove onboarding” as a feature are really selling you complexity.
2. Real-Time, Actionable Insights (Not Just Reports)
If your platform’s main feature is a pile of dashboards, that’s a red flag. Sales reps and managers need:
- Feedback in the moment, not a weekly report nobody reads.
- Actionable tips: “Do this, not that”—not just data dumps.
- Clear connection to pipeline and deals, not vanity metrics.
Where Quantified Delivers: Quantified analyzes sales calls and meetings in real time, then gives bite-sized, practical feedback reps can use now. Instead of drowning you in stats, it tells you how to adjust your approach on the next call.
What to Ignore: Anything that claims to be “AI-powered” but just spits out more charts. If it takes you fifteen minutes to figure out what to do next, it’s not helping.
3. Coaching That Doesn’t Annoy Your Team
Let’s face it—most reps dread “coaching” because it’s generic or feels like micromanagement. The best GTM tools:
- Offer personalized, context-aware coaching that fits individual strengths and weaknesses.
- Let reps control the pace—nobody wants a pop-up after every call.
- Show, don’t just tell: Example clips, not lectures.
Where Quantified Delivers: Quantified uses real call recordings to give reps targeted feedback—think, “Here’s exactly where you lost the prospect’s interest,” not, “Be more engaging.” It’s direct but doesn’t interrupt workflow. Managers get a coaching dashboard but don’t have to hound reps.
What to Ignore: Automated “coaching” that’s just a checklist. If it feels like school, reps will dodge it.
4. Seamless Integration with Your Existing Stack
No one wants another silo. The best GTM software:
- Plugs into your CRM, email, calendar, and call tools without hassle.
- Pushes insights and actions where your team already works, not in a separate portal.
- Doesn’t break every time your CRM updates.
Where Quantified Delivers: Quantified integrates with Salesforce, HubSpot, Outlook, and most major video conferencing tools. Data flows both ways, so you’re not copy-pasting or managing double entry. It’s not perfect—some niche platforms aren’t supported—but it covers the basics well.
What to Ignore: Any tool that promises “deep integrations” but really means you’ll need to export CSVs. If it can’t automate data syncing, walk away.
5. Clear ROI (Not Just Activity Tracking)
It’s easy to buy software that tracks meetings, calls, and emails. But does it move the needle on pipeline, conversion, or revenue? Look for:
- Direct links between usage and sales outcomes.
- Reporting that shows impact over time, not just activity logs.
- Simple dashboards for managers (no endless filters).
Where Quantified Delivers: Quantified doesn’t just show you who’s busy—it correlates activity and coaching to closed-won deals and pipeline progress. You can actually see if more coaching leads to more revenue, not just more meetings.
What to Ignore: Endless “engagement” metrics that don’t map to business results. Activity ≠ success.
6. Security and Privacy That Don’t Slow You Down
You’re recording calls and analyzing sensitive info. Any GTM platform should:
- Meet basic security standards (SOC 2, GDPR, etc.).
- Allow for easy permission controls (not “all or nothing”).
- Be transparent about data usage.
Where Quantified Delivers: Quantified ticks the compliance boxes (SOC 2, GDPR), and you can easily manage who sees what. Unlike some tools, it’s clear about how data is used and gives admins granular control.
What to Ignore: Vendors who dodge questions about compliance or give you vague “bank-level security” claims.
7. Honest, Responsive Support
You will have questions. Bugs will happen. The best software teams:
- Respond quickly with real answers, not copy-paste scripts.
- Offer clear documentation that anyone can follow.
- Listen to feedback (and occasionally ship a feature you requested).
Where Quantified Delivers: Quantified’s support is responsive and practical—most requests get a real human reply fast. The knowledge base is solid, too. No, they’re not perfect, and sometimes feature requests take a while to land, but you won’t be left hanging.
What to Ignore: Chatbots that never escalate or portals where tickets go to die.
A Quick Note on AI Hype
Nearly every GTM tool is “AI-powered” now. Here’s what matters:
- If AI turns raw sales conversations into simple, actionable advice for your team, great.
- If AI just means “we auto-tag calls and generate transcripts,” it’s window dressing.
Quantified uses AI to analyze conversation quality and suggest next steps. It’s useful—but don’t expect it to close deals for you. Think of it as a sharp assistant, not a replacement for real sales skill.
Pro Tips for Choosing (and Actually Using) GTM Software
- Start with a pilot. Don’t roll out anything to your whole team until a few reps give honest feedback.
- Measure only what matters. If the software can’t show you clear impact on revenue or pipeline, it’s not worth it.
- Keep your process simple. The more steps you add, the more your team will tune out.
- Ask your reps, not just managers. They’ll tell you what helps and what’s just more busywork.
The Bottom Line
GTM software shouldn’t be another headache. Focus on tools that save time, give clear next steps, and actually help people close deals. Ignore the buzzwords and endless dashboards. Start small, test what works, and don’t be afraid to ditch what doesn’t.
Sales is still about people, not platforms. The best tech just gets out of their way.