Common Ground's contact book sat in pieces across a lead list, a phone, a message history and an inbox. It went into HubSpot, and for two weeks it looked done.
We moved it again inside the month, before the wrong system's history set.
HubSpot answered funnel questions, lead stage and score. We ask relationship questions: who we know at a company, when we last spoke, what they bid.
The book moved to a relationship-first system within three weeks of the first move.
Pick the system by the questions the firm actually asks. Switching early is cheap. Switching after the history piles up is not.