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Supercharge Your Pipeline
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Evaluation for Sales Leaders

HubSpot Sales Hub vs. Salesforce

Debating between Salesforce and HubSpot Sales Hub? Each has a solid reputation and robust features, but only one can meet YOUR needs. Explore the differences and complete the evaluation below to make your choice. Simply choose from a series of statements to receive your best-fit result.

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Chapter 1

Business Needs Assessment

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Choosing between Salesforce and HubSpot Sales Hub shouldn’t be a blind leap with both feet. Your organization needs to know the right solution can check several key boxes first: 

  • Determine if either CRM aligns with your sales cycle stages.
  • Assess whether they can scale easily as your business grows. 
  • Find out if either CRM supports different user roles and permissions.

 

Pros/Cons

Salesforce is highly customizable and is most suitable for large organizations with complex sales processes.

HubSpot Sales Hub works for small- to mid-sized companies, offering a user-friendly interface and customization for standard sales processes.

What type of CRM system are you looking for based on your organization's size and sales process complexity?
Chapter 2

Financial Considerations

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Accounting called, and they want to know: How much will all of this cost? Whether you opt for Salesforce or HubSpot Sales Hub, your investment will include more than a subscription:

  • Understand the up-front costs of purchasing and implementing your new CRM.
  • Determine whether each CRM requires monthly or annual subscription fees, tiered pricing, and/or user-based pricing.
  • Assess your needs and whether CRM customization will cost more.
  • Consider the learning curve and the expected costs of training your team. 
  • Add up admin costs based on whether you’ll need an in-house system administrator.

 

Pros/Cons

Salesforce is often more expensive—especially when you factor in add-ons, customizations, and administrator support. Most don’t realize this going into the purchase, making overall pricing less transparent.

HubSpot Sales Hub doesn’t come with “surprise fees,” and it offers straightforward pricing—especially for core functionalities needed by teams of different sizes.

Which pricing model do you prefer for your CRM software?
Chapter 3

Technical Specifications

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Don’t forget the technical nuances of switching CRMs, such as whether the new platform can integrate with your software stack—from email to marketing automation to closed-loop reporting tools. Go a step further to consider the bigger picture:

  • Understand how each CRM supports customization and adapts to your workflows or reporting needs.
  • Look into how Salesforce and HubSpot Sales Hub help with migrating existing customer data.

 

Pros/Cons

Salesforce may pack a punch, but it requires some technical chops to make the best use of its extensive features.

HubSpot Sales Hub is made with all users in mind, making it easier to implement without sacrificing key functionalities. If your organization doesn’t have a robust IT department, Sales Hub may be the best route.

What is your preference for CRM system customizability and complexity in your business operations?
Chapter 4

User Experience and Support

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Is the new tech a help or a headache? Make sure that your team can quickly and easily execute key tasks without creating extra work and that support is accessible:

  • Ensure that the UI is user-friendly and easy to navigate for all types of users.
  • Consider whether the CRM is available on mobile and supports remote data access.
  • Understand customer support options—from live chat to phone support—and the average response time.

 

Pros/Cons

Salesforce has an inherently steeper learning curve because of its complexity. Robust support options are available, but they quickly add up.

HubSpot Sales Hub is known as a user-friendly CMS that doesn’t require specialty knowledge. And as a bonus, expert customer support is included with every subscription.

What type of support and resources do you need from a CRM provider?
Chapter 5

Security and Compliance

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Your sales data needs to be snug as a bug, so what security measures do Salesforce and HubSpot Sales Hub offer? Investigate your options, from data encryption to secure data centers, but make sure you can keep up and adapt to any situation, too:

  • Assess regulatory compliance relative to your industry, from GDPR to HIPAA.
  • Determine your options for data backup and disaster recovery.

 

Pros/Cons

Salesforce boasts strong security features and compliance certifications to meet the needs of large enterprises.

HubSpot Sales Hub is a secure CRM for all. It provides strong security measures that suit the majority of organizations without overwhelming them.

What level of security do you require from a CRM system for your organization?
Where do you need your data servers stored?
Chapter 6

Reporting and Analytics

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You need to know how your efforts are faring, and you shouldn’t have to scour your CRM—or even manual records—to find out. Compare Salesforce and HubSpot Sales Hub side by side to uncover available reporting and analytics capabilities.

  • Decide if the options are sufficient for your business needs.
  • Learn whether you can create custom reports to analyze critical data points.
  • Find out which KPIs are supported, from sales performance to engagement.

 

Pros/Cons

Salesforce’s advanced reporting and analytics capabilities are helpful and highly customizable, but they can be overly complex for users without extensive experience.

HubSpot Sales Hub’s comprehensive and straightforward analytics make data accessible and actionable, aiding in faster decision-making.

What are your priorities when it comes to reporting tools in a CRM system?
Chapter 7

Third-Party Integration and Extensibility

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Your CRM should be able to handle most of the heavy lifting for your business, but neither Salesforce nor HubSpot Sales Hub is Superman in every use case. Find out what superpowers each platform has:

  • See if you can use an API to integrate with other systems.
  • Look for third-party apps or add-ons to extend CRM functionality.
  • Learn whether the CRM works with your existing ERP systems, e-commerce platforms, and other tools.

 

Pros/Cons

Salesforce offers extensive integration options in its large app marketplace.

HubSpot Sales Hub offers solid integration capabilities. This is especially true within its own ecosystem—even as it supports a growing number of third-party apps.

What is your preference regarding the integration capabilities of a CRM system?
Chapter 8

Vendor Stability and Reputation

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Can your vendor talk the talk and walk the walk? Make sure your CRM is operationally sound and has earned the trust of organizations like yours:

  • Look at how established the CRMs are in the market and consider market share.
  • Search for testimonials and case studies that demonstrate successful track records.
  • Determine if the vendor is financially and operationally able to serve you in the long haul. 

 

Pros/Cons

Salesforce may be well established, but it’s not as approachable given its enterprise-focused reputation.

HubSpot Sales Hub is highly reputable with a strong track record of customer-centric innovations and excellent service. Its popularity is booming for businesses of all sizes.

What factors are most important to you when choosing a software vendor?
Chapter 9

Rip and Replace

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Switching from Salesforce to HubSpot Sales Hub is doable with the right approach. 

  • Start by dipping your toes in to understand and map the differences between Salesforce and HubSpot Sales Hub.
  • With the knowledge to support the migration, get an executive sponsor to champion the switch and ensure your “power users” are on board with the move so you can address any concerns. 
  • Be sure to take your time to plan and execute. This is a substantial change, and you’ll need to adapt your operations and processes.
  • Round it all out by ensuring you’re set up properly, and determine the contacts, companies, and deals to manually QA.
Chapter 10

Final Notes

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Wondering if the CRM offers a free trial period to test features and usability? Salesforce and Hubspot Sales Hub both allow free versions to explore and learn, but each has limitations. Compare each CRM’s offerings and your contract options after the trial is up.

Salesforce Trial Period and Contract Commitments

Salesforce offers a 30-day free trial that allows potential customers to test its CRM platform. After this time, Salesforce offers annual contracts, making it a substantial business commitment. Depending on your needs, Salesforce's pricing can be complex. Adding features and customizations drives up costs.

HubSpot Sales Hub Trial Period and Contract Commitments

HubSpot Sales Hub offers a free version with basic features that can be used indefinitely. Instead of a 30-day limit, you get an ongoing free tier and a lower barrier to entry and adaptability no matter your business size and needs. If you upgrade, HubSpot provides contract flexibility with monthly or annual billing. Adjust based on your needs without an automatic long-term commitment.

Ready to see if you match with Salesforce or HubSpot Sales Hub?

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Outcome Hazy ... Let’s Talk It Out

Looks like your company could go either way! 
Whether you’re torn between the robust analytics in HubSpot Sales Hub and the customization of Salesforce or another combination of features, either platform could potentially streamline your business. Let us be your sounding board to help you make the right choice.
 
SmartBug Media has 17 years of experience helping businesses navigate the CRM landscape. Get in touch for guidance on choosing between HubSpot Sales Hub and Salesforce.
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All Signs Point to HubSpot

Looks like HubSpot Sales Hub is your perfect fit!

HubSpot Sales Hub is user-friendly for smaller businesses and supports customization for your unique needs. And with countless integrations and reporting features, your team will never feel stuck trying to navigate core processes.

SmartBug Media is a HubSpot Elite partner and one of the ecosystem’s most trusted CRM experts. Let our certified team show you how to unleash the power of HubSpot Sales Hub!

Contact Us for Expert Advice