As a sales professional in a growing team of 20-50 people, managing LinkedIn connections, tracking leads, and nurturing business relationships at scale presents unique challenges.

Your team needs more than basic contact management—you require a sophisticated Customer Relationship Management (CRM) system that integrates seamlessly with LinkedIn to organize contacts, automate follow-ups, and track interactions across your entire sales organization.

With the right CRM, your mid-size sales team can maximize LinkedIn outreach efficiency, build stronger relationships systematically, and drive consistent business opportunities across all team members.

In this comprehensive guide, we'll explore the best CRM options specifically for sales teams of 20-50 people using LinkedIn, highlighting tools that will help you efficiently manage connections, standardize processes, and scale your professional network growth.

What this guide covers

• Why your growing sales team needs a CRM
• How to evaluate and choose a CRM platform
• 3 tips for implementing a CRM
• The 4 best CRMs for LinkedIn
• Frequently Asked Questions

Why your growing sales team needs a CRM

LinkedIn is the premier platform for B2B sales prospecting, but for teams of 20-50 people, managing LinkedIn activities without a centralized system creates bottlenecks, inconsistencies, and missed opportunities. A dedicated CRM becomes essential to coordinate efforts, maintain data quality, and ensure your expanding team operates with unified processes and shared visibility.

Challenges without a CRM

Medium-sized sales teams using LinkedIn without a proper CRM system typically encounter these critical operational challenges that compound as team size grows:

• Team coordination breakdown: Multiple sales reps contacting the same prospects without visibility into each other's activities.
• Inconsistent data quality: Each team member maintaining contacts differently, leading to fragmented customer information.
• Lost institutional knowledge: When sales reps leave, their LinkedIn relationships and interaction history disappear with them.
• Inefficient lead distribution: Manual processes for assigning and tracking LinkedIn-generated leads across 20-50 team members.
• Performance measurement gaps: Inability to analyze team-wide LinkedIn effectiveness or individual rep performance.

Benefits of a CRM

For sales teams of 20-50 people, implementing a robust CRM system delivers measurable improvements in team coordination, process standardization, and revenue generation from LinkedIn activities:

• Centralized team visibility: All LinkedIn interactions, contact details, and deal progress accessible to managers and team members.
• Scalable automation: Standardized workflows that work consistently across your entire sales organization.
• Enhanced team collaboration: Shared contact ownership, coordinated outreach sequences, and unified customer communication.
• Data-driven management: Comprehensive analytics enabling performance optimization across individual reps and team segments.
• Revenue acceleration: Improved lead qualification, faster follow-up times, and higher conversion rates from LinkedIn prospects.
• Consistent customer experience: Professional, coordinated interactions that reflect well on your growing organization.

How to evaluate and choose a CRM platform

For sales teams of 20-50 people, selecting the right CRM requires careful consideration of scalability, team coordination features, and cost-effectiveness. Here's how to make the best decision for your growing organization.

1. Define your requirements

When selecting the optimal CRM for LinkedIn-focused sales teams of your size, prioritize features that support team coordination and scalable processes. Look for robust LinkedIn integration, advanced lead management with assignment rules, collaborative features, and automation capabilities that work across multiple users simultaneously. Your CRM should seamlessly sync LinkedIn activities for all team members while providing managers with comprehensive oversight and reporting capabilities.

Key features of a CRM for LinkedIn

• Team-wide automation: Streamlines workflows across all sales reps with consistent, scalable processes.
• Bulk contact enrichment: Automatically enriches large volumes of LinkedIn prospects with email addresses and contact information for entire sales teams.
• Multi-stage pipelines: Tracks prospects through complex sales processes with clear handoff points between team members.
• Collaborative email sequences: Enables coordinated outreach campaigns with shared templates and automated follow-ups across team members.
• Advanced LinkedIn integration: Seamlessly imports prospects for multiple users while preventing duplicate outreach and maintaining conversation history.
• Team performance analytics: Provides detailed reporting on individual rep performance and overall team LinkedIn effectiveness.

2. Budget considerations

For teams of 20-50 people, CRM costs can range from $400-$5,000+ monthly depending on features and per-user pricing. Consider total cost of ownership including onboarding, training, and potential productivity gains. The right CRM should pay for itself through improved conversion rates and time savings across your team. Calculate ROI based on your team's current LinkedIn activities and expected efficiency improvements.

3. Selection process

Research CRM vendors with proven success supporting sales teams of your size using LinkedIn. Read case studies from similar organizations, check references from companies with 20-50 sales professionals, and evaluate customer support quality. Look for vendors offering dedicated onboarding support, training resources, and account management for mid-size teams. Consider scalability—your chosen CRM should accommodate team growth beyond 50 people.

4. Get a demo

Request demos that showcase multi-user scenarios relevant to your team size. Test how the CRM handles bulk LinkedIn imports, team collaboration features, and manager oversight capabilities. Evaluate the platform's performance with realistic data volumes your team would generate. Most importantly, involve key team members in the evaluation process to ensure user adoption. Get started with a demo of folk here.

3 tips for implementing a CRM

Successfully implementing a CRM across a 20-50 person sales team requires careful planning, structured rollout, and strong change management. Follow these essential steps to ensure smooth adoption and maximum ROI.

1. Import your data in your new CRM

For teams of your size, data migration is a critical success factor. Consolidate LinkedIn contacts from all team members, clean duplicate records, and establish data quality standards before import. Plan the migration in phases—start with high-priority prospects and active deals. Ensure all team members understand the new data entry standards and assign data stewards to maintain quality across departments.

2. Create your first pipeline

Design pipeline stages that reflect your team's LinkedIn-to-close process, including qualification criteria and handoff points between team members. For example: 'LinkedIn Prospect', 'Initial Contact', 'Qualification Call', 'Proposal', 'Negotiation', and 'Closed Won/Lost'. Establish clear stage definitions and exit criteria so all 20-50 team members follow consistent processes. Include manager approval gates for high-value opportunities.

3. Explore its integrations

Leverage integrations to create a unified technology stack for your sales team. Connect your CRM with LinkedIn Sales Navigator for enhanced prospecting, email platforms for seamless communication, and calendar tools for meeting coordination. For teams your size, also consider integrations with sales enablement tools, proposal software, and reporting platforms to create efficient workflows that scale across all team members.

The 4 best CRMs for LinkedIn

1. folk

folk is the ideal CRM solution for growing sales teams of 20-50 people, offering intuitive contact management, team collaboration features, and powerful LinkedIn integration designed specifically for mid-size sales organizations that need to scale efficiently.

Key features

• Bulk contact enrichment: Automatically enriches contact details for large prospect lists, finding emails and LinkedIn URLs at scale—perfect for teams processing hundreds of LinkedIn prospects monthly without per-contact costs.
• Team LinkedIn integration: Seamlessly import contacts and search lists from LinkedIn and Sales Navigator for multiple team members, with shared visibility and duplicate prevention to ensure coordinated outreach across your 20-50 person team.
• Collaborative email sequences: Full email sync, shared templates, and team sequence management, enabling coordinated communication strategies across all sales reps.
• AI-powered team optimization: AI tools that analyze team performance, suggest optimal outreach timing, and automate routine tasks to maximize productivity across medium-sized sales organizations.
• Seamless team integrations: folk integrates with over 6,000 apps including Gmail, Slack, Zapier, and sales tools, allowing your team to maintain existing workflows while centralizing LinkedIn prospect management.

Pros

• Rapid team onboarding: folk's intuitive interface enables quick adoption across 20-50 person sales teams with minimal training time and immediate productivity gains.
• Cost-effective scalability: All-in-one solution eliminates the need for multiple tools, providing significant cost savings for growing sales teams while delivering enterprise-level functionality.
• Team-focused customization: Custom fields, shared dashboards, team pipelines, and collaborative automation designed specifically for mid-size sales organizations.
• Enterprise-grade integrations: Over 6,000 app integrations enable seamless connection with existing sales stack tools, maintaining team productivity while centralizing LinkedIn prospect management.

Cons

• Advanced reporting and analytics: folk provides pipeline and deal stage analytics, revenue forecasting with weighted probabilities, performance breakdowns by owner, channel, industry, region, or any custom field, plus revenue insights for accurate forecasting.

Price and plans

folk offers excellent value for teams of 20-50 people with transparent pricing and a 14-day free trial. Monthly costs for your team size would be:

• Standard: $20 per user, per month ($400-1,000 monthly for 20-50 users).
• Premium: $40 per user, per month ($800-2,000 monthly for 20-50 users).
• Custom: Starts from $60 per user, per month with volume discounts available for larger teams.

2. HubSpot

HubSpot CRM offers comprehensive sales and marketing tools suitable for larger teams, though costs can escalate quickly for teams of 20-50 people requiring advanced LinkedIn integration features.

Key features

• Marketing Hub: Comprehensive email marketing and lead generation tools, though may be overkill for sales-focused teams primarily using LinkedIn for prospecting.
• Sales Hub: Robust deal tracking and pipeline management with team collaboration features suitable for larger sales organizations.
• Lead scoring: Advanced lead prioritization helpful for teams managing high volumes of LinkedIn prospects across multiple team members.
• Operations Hub: Complex automation capabilities that may require dedicated administrators for teams of 20-50 people.
• Service Hub: Customer service tools that extend beyond typical LinkedIn sales team requirements.

Pros

• Enterprise-grade features: Comprehensive platform suitable for teams planning significant growth beyond 50 people.
• Free tier availability: Basic CRM features available at no cost, though limited for teams requiring advanced LinkedIn integration.
• Extensive learning resources: HubSpot Academy provides valuable training materials for team onboarding and skill development.
• Strong automation capabilities: Advanced workflow automation suitable for complex sales processes involving multiple team members.
• Integrated marketing tools: Beneficial for teams combining LinkedIn outreach with broader marketing campaigns.

Cons

• Prohibitive costs for mid-size teams: Professional and Enterprise tiers can cost $16,000-$72,000+ annually for 20-50 users, making it expensive for growing sales teams.
• Complexity overhead: Many features irrelevant to LinkedIn-focused sales teams, creating unnecessary complexity and training requirements.
• Limited LinkedIn-specific features: Requires third-party integrations or manual processes for optimal LinkedIn prospecting workflows.
• Steep learning curve: Advanced features require significant training investment for teams of 20-50 people.
• Add-on costs: Essential integrations and advanced features often require additional paid add-ons.

Price and plans

HubSpot pricing becomes expensive for teams of 20-50 people requiring advanced features:

• Starter plan: $300-750 monthly for 20-50 users (limited functionality).
• Professional: $16,000-40,000+ monthly for 20-50 users.
• Enterprise: $72,000+ monthly for 20-50 users.

3. Pipedrive

Pipedrive focuses on sales pipeline management with visual deal tracking, though lacks the comprehensive LinkedIn integration features that growing sales teams require for efficient prospecting.

Key features

• Visual pipeline management: Clear deal progression tracking helpful for teams managing multiple LinkedIn prospects simultaneously.
• Sales automation: Basic workflow automation suitable for standardizing processes across team members.
• Email integration: Standard email sync and templates, though lacking advanced LinkedIn-specific communication features.
• Reporting and analytics: Decent performance tracking capabilities for individual reps and team overview.
• Customization options: Reasonable customization for pipeline stages and fields, though less comprehensive than needed for growing teams.

Pros

• Sales-focused interface: Clean, intuitive design specifically built for sales pipeline management.
• Reasonable pricing: More affordable than enterprise solutions for teams of 20-50 people.
• Good third-party integrations: Connects with popular sales tools and applications used by growing teams.
• Team collaboration: Basic features for coordinating activities across multiple sales reps.
• Mobile functionality: Solid mobile app for field sales teams managing LinkedIn prospects on-the-go.

Cons

• Limited LinkedIn integration: Lacks native LinkedIn integration, requiring manual data entry or third-party solutions.
• Basic contact enrichment: No built-in contact enrichment capabilities essential for LinkedIn prospecting at scale.
• No email marketing: Requires separate tools for email sequences and nurturing campaigns.
• Limited advanced automation: Basic automation features insufficient for growing teams requiring sophisticated LinkedIn workflows.
• Escalating costs: Advanced features require higher-tier plans, making total cost comparable to more comprehensive solutions.

Prices and plans

Pipedrive pricing for teams of 20-50 people:

• Essential plan: $480-1,200 monthly for 20-50 users.
• Advanced plan: $880-2,200 monthly for 20-50 users.
• Power plan: $1,580-3,950 monthly for 20-50 users.
• Enterprise plan: $2,580-6,450 monthly for 20-50 users.

4. Zoho

Zoho offers extensive customization capabilities and affordable pricing, but complexity and setup challenges make it less suitable for teams of 20-50 people needing quick LinkedIn integration and deployment.

Key features

• Extensive customization: High degree of customization possible but requires significant technical expertise to implement effectively.
• Sales automation: Comprehensive automation capabilities, though complex setup may overwhelm teams without dedicated IT support.
• Multi-channel communication: Supports LinkedIn and other channels, but integration setup can be challenging for growing teams.
• AI assistant (Zia): Provides analytics and insights, though less intuitive than specialized LinkedIn-focused solutions.
• Zoho ecosystem integration: Works well with other Zoho products, but may require purchasing multiple tools.

Pros

• Cost-effective pricing: Competitive pricing structure suitable for budget-conscious teams of 20-50 people.
• Comprehensive feature set: Wide range of capabilities covering sales, marketing, and customer service needs.
• Scalability: Can grow with expanding teams and evolving requirements.
• Global support: Offers support in multiple languages and time zones.
• Data security: Strong security features and compliance certifications for enterprise-level data protection.

Cons

• Complex implementation: Requires significant time and technical expertise to configure properly for LinkedIn workflows.
• Steep learning curve: Overwhelming interface and options can slow adoption across teams of 20-50 people.
• Performance issues: Reported slowdowns with large datasets common in growing sales organizations.
• Limited LinkedIn-specific features: Lacks purpose-built LinkedIn integration and prospecting tools.
• Integration challenges: Connecting with non-Zoho tools often requires additional development work.

Prices and plans

Zoho pricing for teams of 20-50 people (requires multiple products for full functionality):

• Standard: $400-1,000 monthly for 20-50 users.
• Professional: $700-1,750 monthly for 20-50 users.
• Enterprise: $1,000-2,500 monthly for 20-50 users.

Conclusion

For sales teams of 20-50 people leveraging LinkedIn for business growth, selecting the right CRM is crucial for scaling efficiently while maintaining data quality and team coordination. After evaluating all options, folk CRM emerges as the clear winner for teams of your size. Folk combines intuitive usability with powerful LinkedIn integration, team collaboration features, and cost-effective pricing specifically designed for growing sales organizations. Unlike HubSpot's enterprise complexity and high costs, Pipedrive's limited LinkedIn capabilities, or Zoho's implementation challenges, folk CRM delivers immediate value with rapid onboarding, seamless LinkedIn integration, and features built for teams exactly like yours. The platform's all-in-one approach eliminates tool sprawl while providing the advanced functionality your expanding team needs. With transparent pricing ($400-2,000 monthly for your team size), comprehensive LinkedIn integration, and team-focused features, folk CRM offers the perfect balance of capability and simplicity. Try folk for free here.

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FAQ

Which CRM works with LinkedIn?

Several CRMs integrate with LinkedIn or Sales Navigator. For team use, prioritize native imports, duplicate prevention, enrichment, and shared visibility. folk offers direct LinkedIn/Sales Navigator imports and team-wide coordination.

What features should a LinkedIn-focused CRM include?

Team-wide LinkedIn/Sales Navigator import, contact enrichment, duplicate prevention, shared email sequences, multi-stage pipelines, role-based permissions, analytics by rep and segment, and integrations with email, calendar, and chat.

How much does a CRM for 20–50 users cost?

Expect $400–$5,000+ per month. folk: $20–$40/user ($400–$2,000). Pipedrive: ~$480–$6,450. Zoho: ~$400–$2,500. HubSpot's advanced tiers can be much higher. Include onboarding, training, and add-ons in total cost.

How do you choose a CRM for a 20–50 person sales team?

List requirements, test LinkedIn imports at team scale, validate duplicate prevention, collaboration, and reporting, model TCO and ROI, run a live demo with key users, confirm support and scalability beyond 50 seats, and pilot with a small group before rollout.