Short answer
To compare B2B sales tools, first separate the categories, then try the same sample opportunities and user tasks in every tool. Check mandatory requirements before adding up scores, and do not score a feature that was not tried.
Separate categories
CRM, proposal, meeting notes and sales support tools solve different problems. Define the missing capability and the limits of current tools before buying overlapping licences.
Comparison criteria
Evaluate record models, workflow automation, permissions, integration, export, usability and total cost separately. Check mandatory requirements before adding up scores.
Pilot evidence
Use the same opportunities and user tasks in each tool. Record setup effort, manual steps and reporting work. Do not score capabilities you have not tested as verified.
Transparent decisions
Include the review date, official documentation and tested features in the comparison. Evaluate products against the same requirements and verify critical workflows in a trial environment.
When should the weights be set?
Weights should be set before product demos, based on the team's real priorities. Weights set after a demo tend to favour the product that impressed most. Write the reason next to each weight and have the team confirm it.
Evaluate the same sales scenario
Try the same three tasks in each candidate: register an enquiry, track a proposal and export customer data. A high overall score must not compensate for a failed mandatory requirement. Set weights before seeing product demos.
Frequently asked questions
Two questions we are often asked on this topic.
Can I download the evaluation table?
Yes. The CSV file at the end of the page contains the criteria, the tasks to try and the evidence to record; you can adapt it to your own requirements.
How should I compare prices?
Instead of list prices, get current quotes for the same number of users, the same feature set and the same period. For the total cost calculation, see the guide SaaS total cost of ownership.
