What's really going on

You close 12–13 of maybe 100 inquiries. That is a 10% close rate on bigger tickets, which is healthy — and brutal if even one slips. LinkedIn replies, a web form, email, and referrals all land in different places, and whoever saw it last owns it by accident. The real risk is not "no system." It is a warm lead going dark on day four because nobody owned the next step.

What to do instead

1. Folk — $24/seat/mo annual, roughly €22 (Standard costs $24/member/mo and Premium $48/member/mo, billed annually). Use the folkX Chrome extension to pull LinkedIn conversations straight into one pipeline next to email and referrals. Headquartered in Paris, France, so EU data handling is simple.
2. Pipedrive Essential — $14/seat/mo annual, roughly €13 (The cheapest paid tier is Essential at $14 per user per month billed annually; Pipedrive's pricing page renders in local currency depending on region, so confirm your own checkout total). Cleaner if your flow is more "inquiry → qualify → proposal" than relationship nurture. A three-person team on Essential runs about €40/month total.
3. Habit: a 20-minute Monday pipeline review. Every deal gets a next step with a date, or it gets killed. No orphans.

First action, today: open one of the two trials, build a 5-stage pipeline (New → Qualified → Scoped → Proposal → Won), and drop in every open inquiry from the last 30 days. One person. One hour.

What you're being oversold

Someone will pitch you HubSpot Sales Hub or Salesforce. Both are wrong at your size — Pipedrive Essential already covers pipeline, email sync, activity tracking, mobile and basic reporting, which is everything a 3-person agency actually uses. Salesforce is built around implementation and training costs that run into thousands of euros before you ever log a deal. Doing nothing costs you one or two "bigger tickets" a quarter to silent follow-up — on your deal sizes, that pays for any CRM for a decade.

When to revisit this

When a fourth person joins sales, or when you need pipeline-stage automation (sequences, lead scoring), move up a tier — not before.

The part worth getting right

Pick the shape of your sales, not the brand. If most of your big wins start as LinkedIn DMs and warm intros you nurture for weeks, Folk's LinkedIn capture and relationship view will fit your hand. If most of your 50–200 inquiries hit the web form and need fast triage into "worth a call / not," Pipedrive's stage-based pipeline is faster and half the price per seat. Choose wrong and you will migrate in nine months, re-import contacts, and lose history on open deals. Choose right once.