sales-skills/sales-crm-selection

CRM Comparison & Selection for Startups

Help startups choose, evaluate, and migrate to the right CRM — from spreadsheets through Attio, HubSpot, Folk, Pipedrive, Close, Zoho, and Salesforce.

Step 1 — Gather context

If references/learnings.md exists, read it first for accumulated knowledge.

Ask the user:

1. What's your situation?

   • A) Choosing a first CRM (currently using spreadsheets or nothing)
   • B) Evaluating CRMs — have a shortlist, need help deciding
   • C) Outgrowing current CRM — considering a switch
   • D) Migrating between CRMs — need a plan
   • E) Deciding if I even need a CRM yet
   • F) Other — describe it

2. Team and stage?

   • A) Solo founder / 1-2 people
   • B) Small team (3-10 people)
   • C) Growth stage (10-50 people)
   • D) Scaling (50+ people)

3. Sales motion?

   • A) Inbound-led (marketing drives leads)
   • B) Outbound-led (SDRs/founders do cold outreach)
   • C) Product-led growth (self-serve signups)
   • D) Hybrid / not sure yet

4. Budget per user/month?

   • A) Free only
   • B) Under $30/user/mo
   • C) $30-$100/user/mo
   • D) Enterprise budget ($100+/user/mo)

Skip-ahead rule: if the user's prompt already provides most context, skip to Step 2. Lead with your best-effort answer using reasonable assumptions (stated explicitly), then ask 1-2 critical clarifying questions.

Step 2 — Route or answer directly

| Problem domain | Route to | |---|---| | Attio-specific setup, config, API, or troubleshooting | /sales-attio {user's question} | | HubSpot-specific setup, config, workflows, API, or pricing | /sales-hubspot {user's question} | | Salesforce-specific setup, Flows, Apex, admin, API, or editions | /sales-salesforce {user's question} | | CRM data cleanup, deduplication, record matching | /sales-data-hygiene {user's question} | | Building outbound sequences across platforms | /sales-cadence {user's question} | | Contact enrichment for CRM records | /sales-enrich {user's question} | | Connecting CRM to other tools | /sales-integration {user's question} |

When routing, provide the exact command.

Step 3 — CRM comparison reference

Read references/platforms.md for the full CRM comparison — positioning, feature matrices, pricing guidance, decision frameworks, migration paths.

Answer the user's question using only the relevant section. Don't dump the full reference.

Step 4 — Actionable guidance

You no longer need the comparison reference — focus on the user's specific situation.

Quick decision framework

• Solo founder, free, simple pipeline: HubSpot Free or Attio Free
• Small team (3-10), inbound-led, wants marketing+sales in one tool: HubSpot
• Small team, outbound-heavy, call-driven: Close or Pipedrive
• Small team, relationship-focused, lightweight outreach: Folk
• Startup wanting custom data model, API-first, modern UX: Attio
• Growth stage, needs marketing automation + CRM + service: HubSpot (paid tiers)
• Enterprise, complex org, dedicated admin available, 50+ reps: Salesforce
• Budget-conscious, need breadth of features: Zoho CRM

Spreadsheet-to-CRM transition signals

You need a CRM when any of these are true:

• More than 5 people touch customer data
• More than 50-100 active accounts
• Follow-ups are getting dropped
• No visibility into what others discussed with a prospect
• You're copy-pasting between sheets to get a pipeline view

Most startups switch 3-6 months after raising initial capital. Start with a free tier to build habits before paying.

Migration checklist

1. Export and audit — clean data before importing (use /sales-data-hygiene)
2. Map fields — align old fields to new CRM's data model
3. Test with a subset — import 50-100 records first, verify
4. Reconnect integrations — email sync, calendar, Zapier/Make flows
5. Train the team — adoption beats features; schedule 1-hour walkthrough
6. Run parallel for 2 weeks — keep old system read-only as fallback

If you discover a gotcha, workaround, or tip not covered in references/learnings.md, append it there.

Gotchas

Best-effort from research — review these, especially pricing which changes frequently.

1. 70% of CRM implementations fail — the #1 cause is unclear goals, not bad software. Define what you need before evaluating tools.

2. HubSpot's free tier is genuinely useful, but the jump to paid is steep. The free plan covers unlimited users and contacts. But the moment you need marketing automation, custom reporting, or sequences, you're looking at $45-$800+/mo depending on tier. Plan for this before you're locked in.

3. "We'll need Salesforce eventually" is usually wrong for startups. Most SaaS startups don't need Salesforce until past $5M ARR and 50+ employees. Starting on Salesforce too early means paying for admin overhead you can't afford and complexity you don't need.

4. CRM data quality degrades ~30% per year. People change jobs, emails bounce, companies rebrand. Budget for ongoing enrichment and cleanup regardless of which CRM you pick.

5. Switching CRMs is painful but not as painful as staying on the wrong one. The real cost isn't data migration — it's retraining workflows and losing historical context. Export notes and activity history, not just contact records.

Before recommending a specific platform skill

This skill covers a strategy domain across many platforms. Before pointing the user to any specific platform skill (any /sales-{platform} listed in ## Related skills, e.g., /sales-mailshake, /sales-klaviyo, /sales-apollo), read that platform skill's actual SKILL.md first. The 1-line description in ## Related skills is enough to identify a candidate — it's not enough to commit to it or to write a prompt that invokes it well.

How to read it:

• If ~/.claude/skills/{skill-name}/SKILL.md exists locally, Read it.
• For sales-* skills, WebFetch directly from this repo: https://raw.githubusercontent.com/sales-skills/sales/main/skills/{skill-name}/SKILL.md — e.g., for sales-mailshake: https://raw.githubusercontent.com/sales-skills/sales/main/skills/sales-mailshake/SKILL.md.
• For non-sales-* skills (third-party), look up {org}/{repo} in ~/.claude/skills/sales-do/references/skill-sources.md if installed and fetch the same skills/{skill-name}/SKILL.md path under that repo.

After reading, ground your recommendation in something concrete from the SKILL.md (its scope, a sub-flow, its argument-hint shape, or a "Do NOT use for..." negative trigger). Align any generated invocation with the platform skill's argument-hint. If the platform skill turns out not to fit the user's situation, swap to another or handle the question here directly rather than recommending a poor fit.

Related skills

• /sales-hubspot — HubSpot platform help — Smart CRM, Marketing/Sales/Service Hubs, workflows, sequences, API
• /sales-salesforce — Salesforce platform help — Sales/Service/Marketing Cloud, Flows, Apex, AppExchange, API
• /sales-attio — Attio platform help — custom objects, deal pipelines, automations, email sequences, AI, API
• /sales-data-hygiene — CRM data quality — deduplication, record matching, enrichment automation
• /sales-enrich — Contact enrichment — emails, phones, company data, bulk enrichment
• /sales-cadence — Outbound sequence design — multi-channel cadences across platforms
• /sales-integration — Connecting CRM to other tools — webhooks, Zapier, Make, native connectors
• /sales-lead-score — Lead scoring model design — dimensions, weights, MQL/SQL thresholds
• /sales-lead-routing — Lead routing and assignment — round-robin, territory, score-based
• /sales-forecast — Revenue forecasting — pipeline coverage, commit validation
• /sales-do — Not sure which skill to use? The router matches any sales objective to the right skill. Install: npx skills add sales-skills/sales --skill sales-do

Examples

Example 1: First CRM for a seed-stage startup

User says: "We're a 4-person SaaS startup, just raised seed, doing mostly inbound from content marketing. Currently tracking leads in Google Sheets. Budget is tight." Skill does: Recommends starting with HubSpot Free (unlimited users, visual pipeline, email logging, live chat) or Attio Free (3 users, custom objects). Explains the spreadsheet-to-CRM transition signals and provides a 2-week migration plan. Notes that HubSpot is better if they want marketing+sales in one tool later; Attio is better if they want flexibility and API-first design. Result: User has a clear recommendation with migration steps and understands the growth path for each option.

Example 2: Outgrowing a CRM

User says: "We've been on Pipedrive for 2 years, now 25 people, and it feels limiting. Should we move to HubSpot or Salesforce?" Skill does: Asks about pain points with Pipedrive, budget, and whether they need marketing automation. For a 25-person team, recommends HubSpot Professional if they need marketing+sales integration, or Attio Pro if they want flexibility and modern UX without the HubSpot tax. Flags that Salesforce is likely overkill at this stage. Provides migration checklist. Result: User understands the trade-offs and has a migration plan.

Example 3: Spreadsheets vs CRM debate

User says: "I'm a solo founder with 30 customers. Do I even need a CRM?" Skill does: Explains that with 30 customers and 1 person, spreadsheets can still work — but recommends starting a free CRM now to build habits. At 50-100 accounts or when hiring the first sales/CS person, a CRM becomes essential. Suggests HubSpot Free or Attio Free as zero-cost starting points. Result: User knows the inflection point and has a no-risk way to start.

Troubleshooting

"I picked a CRM but my team won't use it"

Symptom: Low adoption, reps still using spreadsheets or email Cause: Usually insufficient training or the CRM doesn't match the actual sales workflow Solution: Pick the CRM that matches how the team already works (pipeline-first for deal-centric teams, inbox-first for relationship-centric teams). Schedule a 1-hour hands-on session, not a slide deck. Make CRM the single source of truth by requiring it for forecasting and commission tracking.

"HubSpot free is great but I'm worried about vendor lock-in"

Symptom: Fear of steep pricing jump when outgrowing free tier Cause: HubSpot's paid tiers jump significantly ($0 → $45-$800+/mo) Solution: Export contacts and deals regularly. Avoid building critical workflows in HubSpot-specific features you can't replicate elsewhere. If budget is a real constraint at scale, evaluate Attio or Zoho before upgrading to HubSpot paid.

"We have data in multiple systems and nothing syncs"

Symptom: Contacts in CRM, deals in spreadsheets, emails in Gmail, notes in Slack Cause: CRM wasn't set up as the single source of truth from the start Solution: Use /sales-integration to connect systems. Prioritize email sync (bidirectional) and calendar sync first. Then use /sales-data-hygiene to deduplicate and clean records across systems.