How do you compare different sales automation software vendors and platforms?

1 Features and functionality

When comparing sales automation software, the first thing to consider is the features and functionality you need. Depending on your industry, sales cycle, team size, and goals, you may require different tools and capabilities. Common features of sales automation software include email marketing and outreach, lead generation and qualification, CRM and contact management, pipeline and deal management, reporting and analytics, and integration and customization. To ensure you get the best software for your business, make a list of essential, desirable, and optional features and compare how each vendor offers them.

2 Pricing and value

The second thing you need to consider when comparing sales automation software is how much it costs and what value it provides. Pricing can vary widely depending on the features, functionality, scalability, and support of the software. Some software vendors charge a flat fee per user, per month, or per year, while others charge based on the number of contacts, leads, or deals you manage. You should also look for any hidden fees, such as setup, training, or maintenance costs.

To evaluate the value of the software, you should calculate the return on investment (ROI) that it can generate for your business. This means estimating how much time, money, and resources you can save, and how much revenue you can increase, by using the software. You should also consider the quality, reliability, and security of the software, and how it can help you achieve your sales objectives.

3 User experience and support

The third thing you need to consider when comparing sales automation software is how easy it is to use and how well it is supported. User experience is important because it affects the adoption, satisfaction, and retention of the software by your sales team. You should look for a software that has a simple, intuitive, and user-friendly interface, that can be easily integrated with your existing tools and systems, and that can be customized to your preferences and workflows.

Support is also important because it affects the performance, functionality, and troubleshooting of the software. You should look for a software vendor that offers responsive, helpful, and accessible customer service, that provides regular updates and upgrades, and that has a comprehensive knowledge base and community.

4 Reviews and testimonials

When comparing sales automation software, you should consider what other users and experts say about it. Reviews and testimonials can provide valuable insights into the strengths, weaknesses, and experiences of using the software. To get unbiased, honest, and detailed feedback, you should look to sources such as industry publications and blogs, online review platforms and forums, social media and influencers, case studies and success stories, and referrals and recommendations. Additionally, you should check for any awards, certifications, or recognitions that the software vendor has received from reputable organizations or associations.

5 Demos and trials

When comparing sales automation software, you should consider how you can test it before you buy it. Demos and trials can help you get a firsthand impression of how the software works and how it fits your needs. Look for a software vendor that offers free and no-obligation demos and trials with flexible and extendable duration and scope, full access and functionality, dedicated and personalized support, and clear and transparent terms and conditions. Use this opportunity to ask questions, raise concerns, and provide feedback about the software.

6 Final decision

The sixth and final thing you need to consider when comparing sales automation software is how you make your final decision. After you have evaluated and tested the software options, you should weigh the pros and cons, compare the costs and benefits, and prioritize your needs and goals. You should also involve your sales team, your stakeholders, and your budget in the decision-making process. Ultimately, you should choose the software that best suits your business, that meets your expectations, and that delivers the most value.