Colten Roderigue
Colten Roderigue 14 minute read

When it comes to HubSpot vs Salesforce CRM, nailing down the right fit for your business hinges on several factors. This HubSpot and Salesforce comparison can save your firm a lot of time and money when it comes to your CRM investment.

If you’re seeking clarity on functionality, pricing, and adaptability to different business sizes, this detailed comparison is tailored for you. Uncover key insights that will guide your choice between these leading CRM platforms.

Key Takeaways

  • HubSpot offers an integrated CRM suite designed for small to medium-sized businesses with user-friendly interfaces for sales, marketing, content management, and email marketing, promoting process optimization and customer connectivity.

  • Salesforce CRM provides a scalable solution for larger enterprises with advanced sales management tools, marketing automation, significant customization capabilities, and robust integration potential, tailoring to complex business needs and growth.

  • Salesforce CRM vs HubSpot CRM cater to different business scales and requirements, with HubSpot being more suitable for small businesses and Mid size businesses to its simplicity and cost efficiency, while Salesforce is preferred for larger enterprises requiring extensive customization and advanced features.


Unveiling CRM Software: The Bedrock of Customer Relations

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CRM software utilizes a blend of methodologies, strategies, and technologies to manage an organization’s relationships and engagements with its customers, overseeing and scrutinizing customer data. But the best CRM and software isn’t confined to a specific business type or industry.

It’s used extensively across a multitude of sectors, including:
  • Retail

  • Healthcare

  • Manufacturing

  • Real estate

  • Education

  • eCommerce

And many more.

CRM software primarily aims to strengthen business, manage customer relationships, optimize processes, and boost profitability. Regardless of the size or nature of your business, the best of CRM tools and software can help you stay connected to customers, improve business performance, and grow sustainably.

70% of sales reps think CRM closes more deals.

It’s a valuable tool that allows companies to manage, analyze, and improve their customer relationships.


Navigating the Sales and Marketing Ecosystem with HubSpot

HubSpot CRM Ecosystem

HubSpot, a leading player in the CRM landscape, provides a fully integrated suite tailored for marketing and sales teams in small to medium-sized businesses. Its comprehensive platform includes the Sales Hub for contact and lead management, the Marketing Hub for automation, and its CMS for the content management system.

We’ll examine each of these components in detail when looking at Salesforce CRM vs HubSpot.

Key Features of HubSpot Sales Hub

The HubSpot Sales Hub is designed with a user-friendly interface that enables quick and easy usage. It enhances productivity, facilitates better customer connections, and helps all sales teams and reps stay on top of their tasks.

The primary characteristics of the HubSpot Sales Hub include:
  • Contact and lead management

  • Email tracking

  • Organization of prospecting activities

  • Pipeline growth

  • Email templates

  • Free calling

  • Email sequences

  • Meeting scheduling

  • Pipeline tracking

HubSpot Sales Hub offers a range of features to enhance sales performance, including:
  • Email tracking: Monitor when a lead opens an email, clicks on a link, or downloads an attachment.

  • Deal management: Visualize and manage deals throughout the entire process, assign tasks, set reminders, and collaborate with team members.

  • Sales analytics and reporting: Access dashboards, track activities, monitor revenue, and forecast sales performance.

These features provide valuable insights into sales data and tools to improve sales performance.

Exploring the Marketing Hub

Marketing Hub from HubSpot offers a range of features to aid marketing teams with inbound marketing campaigns, strategies implementing inbound marketing strategies, contact management, and other workflow automation and marketing automation tools, including:

  • Attracting potential customers

  • Nurturing their interest

  • Providing automation and data analysis tools

  • Distributing content

This makes it a powerful marketing tool for businesses looking to streamline their marketing efforts and reach their targeted audience more effectively.

One of the standout features of the Marketing Hub is its email marketing tools. The platform allows users to independently create and send professional emails, as well as optimize them for improved performance.

These features, combined with its advanced marketing automation tools, make the Marketing Hub an indispensable email marketing tool for businesses that want to maximize the efficiency and effectiveness of their marketing campaigns.

User Experience and HubSpot CMS

HubSpot CMS stands out with its user-friendly interface, advanced customization options, content management system, and seamless content management capabilities. These features simplify the process of content creation and management, making it easy for businesses to maintain a consistent and engaging online presence.

HubSpot CMS provides:
  • An intuitive dashboard

  • Responsive themes

  • Powerful content editing and publishing tools

  • Version control and backups

Users have expressed favorable opinions about the HubSpot CMS user experience, noting its ease of use and the ability to swiftly and effortlessly create visually appealing webpages and landing pages.

Moreover, HubSpot CMS facilitates mobile responsiveness through the provision of responsive web design templates and incorporates built-in SEO optimization tools aimed at enhancing website visibility in search engine results.


Salesforce CRM: A Powerhouse for Advanced Sales Management

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When comparing Salesforce vs HubSpot CRM, there are numerous considerations around migration, data accessibility, user adoption, team stickiness, etc...

Switching to Salesforce, this CRM platform excels in advanced sales automation and manage customer relationships management. It’s a part of the Salesforce platform, providing a comprehensive solution for customer relationship management.

Salesforce is customized to meet the demands of larger enterprises by offering a scalable solution, facilitating customer relationship management enhancement, advanced sales automation, analytics and reporting, augmentation through advanced functionalities, and automation of repetitive tasks, all essential for managing the intricacies of a large business.

Diving into Salesforce Sales Cloud

Salesforce Sales Cloud boasts a wide range of sales management features and capabilities, including:

  • Real-time business insights through customizable dashboards

  • Accurate data-driven forecasting

  • Ability to create personalized sales processes for different roles

These features make it a unique product for sales management.

Sales Cloud facilitates sales forecasting by providing a range of various analytics features that enable real-time visibility into the sales team’s performance within the sales process.

This collaborative sales forecasting also includes the ability for salesforce users to to establish realistic targets, set sales quotas, and obtain precise predictions of expected revenue.

Salesforce Occupies 19.6% of Customer Relationship Management Software Market. (

These advanced sales reporting and forecasting capabilities empower sales teams to make accurate performance predictions and effectively manage their pipelines.

In addition configuration services due to lead management, sales, workflow automation, lead scoring advanced sales reporting, and sales forecasting.

Salesforce Sales Cloud encompasses supplementary key features such as:
  • email integration

  • call recording

  • advanced analytics

  • workforce management

  • call script management

  • compliance management

These features enhance its efficacy and intelligence.

Salesforce Marketing Cloud: Beyond Basic Marketing

Salesforce Marketing Cloud offers advanced marketing features, for marketing automation, and predictive analytics including:

  • Lead capture

  • Lead scoring

  • Lead nurturing

  • Automated campaign management

  • CRM integration

  • Extensive analytics and reporting

It also sources data from various origins, employs data science, and maximizes marketing results. Additionally, it provides marketing tools such as dynamic content blocks and Journey Builder.

In addition to automation, Salesforce Marketing Cloud also facilitates personalized marketing experiences. It utilizes advanced technology such sales tools such as machine learning and AI, along with customer engagement and profile data, to customize experiences for individuals.

It also integrates analytics seamlessly, facilitating the analysis of journey activities and enabling personalized interactions with existing customers, based on their behavior.

Customization and Integration Capabilities

A notable feature of Salesforce is its robust customization capabilities. It, salesforce offers you the ability to tailor fields, layout, and validation rules to align sales data with specific business requirements.

This means businesses can:
  • Modify Salesforce to perfectly match their unique workflows and processes

  • Create custom fields to capture specific data

  • Customize page layouts to display relevant information

  • Define validation rules to ensure data accuracy

  • Create custom reports and dashboards to track key metrics

These customization options result in a more efficient and streamlined operation.

In addition to its customization features, Salesforce also excels in integration capabilities. It seamlessly integrates with a variety of applications to enable smooth data flow, optimizing multiple business processes.

Salesforce’s architecture is designed to handle substantial increases in data and users, making it a suitable choice for the extensive growth of large businesses and enterprises.


Direct Comparison: HubSpot vs Salesforce CRM

After individually exploring each platform, let’s compare HubSpot and Salesforce CRM directly. While both platforms offer a comprehensive range of various CRM tools and features tailored to different business requirements, there are key differences that can influence your choice.

HubSpot is recognized for its intuitive and intuitive user interface, and effective lead generation and nurturing tools, while both Salesforce also excels in its extensive customization and advanced reporting capabilities, making it well-suited for businesses with intricate needs.

Pricing Models and Cost Efficiency

In terms of HubSpot vs Salesforce pricing, both HubSpot pricing and Salesforce offer varied models to accommodate different budgets and sizes of businesses.

HubSpot pricing provides a variety of pricing plans, with the sales of hubspot CRM for software starting at $20 per month and a free trial option available.

On the other hand, Salesforce CRM’s plans start at $25 per month without a free plan, and both salesforce and pricing also is recognized for its comprehensive set of features despite being more costly.

Though Salesforce is generally more expensive, it’s important to consider additional costs that may arise with both platforms.

These can include:
  • Onboarding fees

  • Expanding contact levels

  • Adding users

  • Additional brand domain for HubSpot

Meanwhile, Salesforce may have concealed costs for salesforce licenses that contribute to implementation expenses beyond the initial license purchase.

In terms of cost efficiency, HubSpot is considered more suitable for small businesses due to its provision of user-friendly low-cost plans, including a free plan that offers essential CRM tools and functionalities.

Aligning with Business Needs

It’s vital to align the chosen cloud based CRM platform with your business needs, and each cloud based CRM platform caters to distinct needs.

Key factors to consider include:
  • The need for customization

  • Implementation assistance

  • Optimization of business processes

  • Enhancement of customer relationships

  • Driving growth

While HubSpot is well-suited for small businesses and startups due to its robust CRM tool used for sales cycle management and enhanced sales and marketing teams and sales capabilities therein, Salesforce is customized to meet the demands of larger enterprises.

However, it’s important to note that potential business needs may be overlooked by both platforms.

These can encompass:
  • Mismatch in naming conventions

  • Issues with property mappings or picklists

  • Syncing problems

  • Data flow concerns

  • Segmentation challenges

  • Multiple ‘Sources of Truth’

  • Shadow IT costs

  • Data leakage

  • Campaign confusion

Integration and Scalability

HubSpot and Salesforce both offer scalability to cater to business expansion. HubSpot is tailored to accommodate business expansion, enabling them to utilize CRM and marketing capabilities irrespective of their scale.

On the other hand, Salesforce is built to scale for even the most extensive revenue teams, capable of effortlessly handling millions of users.

"HubSpot’s App Ecosystem now has over 1,000 integrations, demonstrating the company’s commitment to platform expansion."

When it comes to integration, HubSpot’s capabilities center on app integrations and on its API, facilitating seamless data exchange between systems. Salesforce, on the other hand, offers a comprehensive range of native integrations with various applications, enhancing its compatibility with an organization’s existing toolset.


Making the Choice: Which CRM Fits Your Sales Team?

HubSpot CRM vs Salesforce

The decision between using salesforce and HubSpot vs. Salesforce largely hinges on the size and specific requirements of your sales team. salesforce and HubSpot vs. salesforce and HubSpot is typically more suited to small businesses and startups, providing an all-in-one solution with a user-friendly interface and affordable pricing.

On the other hand, Salesforce tends to be better suited for larger businesses with more complex needs, offering advanced features and customization options.

HubSpot for Small Businesses and Startups

HubSpot’s free CRM. Suite Starter offers businesses the following tools and benefits:

  • Marketing tools

  • Sales tools

  • Website management tools

  • Customer service tools

  • Educational resources and support

Additionally, startups with less than $2 million in funding can enjoy significant discounts on HubSpot software.

HubSpot’s intuitive user interface, is designed to be highly user-friendly for startups and small businesses, enabling all team members to fully utilize the CRM’s capabilities for sales, marketing, and customer service.

In addition to cost savings, HubSpot CRM offers:
  • Support for enhanced customer satisfaction

  • Centralized team communication

  • Automated data entry

  • Follow-up reminders

All of these features are essential for small and medium-sized businesses.

Salesforce for Enterprise-Level Demands

Salesforce caters to enterprise-level demands by offering customization options through custom code development and external tools to create custom objects and functions that align with specific business requirements.

Salesforce CRM can address the intricate requirements of larger enterprises by furnishing a salesforce offers a comprehensive contact management solution that facilitates connecting with ideal customers, proactively managing customer relationships, and salesforce offers lowering the cost of sales, and enhancing employee productivity.

The scalability features of Salesforce cater to the expansion of large businesses and enterprises. Its architecture is capable of handling substantial increases in data and users, making it a suitable choice for the extensive growth of large businesses and enterprises.

Enterprises have effectively utilized the Salesforce platform in various case studies, demonstrating:
  • significant growth

  • improved productivity

  • enhanced customer loyalty

  • increased sales revenue

  • reduced sales cycles

  • decreased marketing lead costs.


Enhancing Collaboration: HubSpot Salesforce Integration

HubSpot Integrations

Integration of HubSpot and Salesforce can boost collaboration and optimize processes, leveraging the strengths of both platforms.

The integration of both HubSpot and Salesforce can be achieved by installing the HubSpot-Salesforce integration from the salesforce and the HubSpot vs salesforce App Marketplace. Following installation, you will have the ability to select the contacts to synchronize between the two platforms.

The advantages of integrating HubSpot and Salesforce include:
  • Seamless data transfer

  • Alignment between marketing and sales

  • Comprehensive functionalities

  • Optimized processes

  • Enhanced data accuracy

  • Improved collaboration among teams.

The collaborative tools included in the HubSpot Salesforce integration consist of the collaboration sidebar, which enables salesforce and hubspot users to comment on assets, review assigned tasks, assess the marketing calendar, and manage approvals.


Moreover, integrating HubSpot with Salesforce enhances customer relationship management by offering end-to-end functionalities, enabling businesses to efficiently manage content and connect marketing, sales functions, and customer service.



After a comprehensive comparison, it’s clear that both HubSpot and Salesforce CRM come with their unique strengths. HubSpot stands out for its user-friendly interface, cost-effectiveness, and suitability for small to medium-sized businesses.

On the other hand, Salesforce shines with its robust customization capabilities, advanced marketing features,, and scalability, making it an ideal choice for larger enterprises with complex needs.

Choosing the right CRM software for your business is a crucial step towards achieving your sales and marketing goals. Whether you opt for HubSpot’s user-friendly platform or Salesforce’s advanced marketing features alone, the choice should ultimately align with your business size, needs, and budget.

And remember, both platforms can be integrated for enhanced collaboration and streamlined processes. Your success lies in leveraging these tools to build stronger customer relationships and drive sustainable growth.


Frequently Asked Questions

Which CRM is better HubSpot or Salesforce?

In conclusion, the best CRM tool depends on the specific needs and size of the business. HubSpot is more user-friendly and budget-friendly, ideal for small to medium businesses prioritizing inbound marketing.

On the other hand, Salesforce offers advanced capabilities and is preferred by larger organizations.

Do you need Salesforce if you have HubSpot?

Yes, while using salesforce and HubSpot's Sales Hub can be an alternative to Salesforce, your marketing and sales team still needs a solution to attract, qualify, and convert leads, and nurture and delight existing customers too.

It's important to carefully consider your sales connect marketing team's specific needs before making a decision.

What CRM is better than HubSpot?

Zoho CRM is a strong alternative to HubSpot, offering a comprehensive platform with competitive pricing and powerful features suitable for small to midsized businesses.

Is HubSpot or Salesforce more cost-effective for small businesses?

HubSpot is generally considered more cost-effective for small businesses as it offers a variety of pricing plans, including a free plan that provides essential CRM functionalities.

Can HubSpot and Salesforce be integrated with sales and marketing teams?

Yes, HubSpot and Salesforce can be integrated to enhance sales cloud and collaboration and sales capabilities, streamline sales process and processes, the sales cycle, and provide the best of both platforms for sales teams