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  • Writer's pictureMani Anand

Salesforce vs. Hubspot - Which CRM Is the Best for You

At the heart of every sales and marketing team is customer relationship management (CRM) software that makes everything that they do work seamlessly. If you want to serve your customers earnestly, you need the help of a CRM. In the decades since these programs and other cloud-managed services have been introduced in the market, two names rise and become some of the most popular and respected CRM applications today: HubSpot and Salesforce. This brings us to the question, which CRM is better for your business? Read on to find out which CRM reigns supreme.

What Common Features to Lookout For

For many businesses, CRMs serve as their central hub, which means all the necessary features they need to function should be integrated into it. While there’s no one-size-fits-all solution for every business, you should instead pay attention to which features your organization needs the most.

User Interface and Setup

For any CRM, their core purpose is to help you manage and organize all of your customer’s data. All of the information you get from your clients, such as contacts, leads, and active accounts, all run through your CRM. Having said that, both HubSpot and Salesforce seem to have a similar structure when it comes to this feature.

You can quickly access Accounts, Contacts, Deals, and Reports through the respective app’s user interface. A simple menu bar at the top of the screen gives you everything you need to access all of its core functionalities. In both systems, you can easily drill down into specific contacts. When setting up the program, you can easily import Excel files into both systems.

However, as you’re setting up, you’ll notice that Salesforce offers quite a bit more options and menu customizations. If you want to add custom tabs for Quotes, Tasks, or Sales Groups, you can do so with Salesforce. On the other hand, HubSpot presents a simpler user interface with less customization, making it easier to pick up than Salesforce.

Reporting Capabilities

In any business or sales team, it’s important to have the ability to extract reports and figures for analysis and decision-making. Of course, what kind of CRM doesn’t have reporting capabilities, right? Luckily, both HubSpot and Salesforce allow users to generate reports and dashboards on a variety of information types that have been proven valuable to many organizations. Both of them also have a drag and drop feature functionality, which makes it easy to convert reports into eye-catching dashboards.

However, in this arena, Salesforce seems to get a slight edge in reporting capabilities. This is due to the sheer number of variables available within its report creator.

Pipeline Management

Looking at the pipeline management features, due to Salesforce’s customization options, it’s easier to configure deal stages that match the sales processes of your business. Let’s say you have a granular process, you can account for that without losing the nuance of your reps' actions.

On the other hand, HubSpot has seven pre-configured sales pipeline stages that only allow one pipeline per organization. While you can edit and add to these pipelines, you’ll only have one sales process for one product. For that reason, HubSpot’s management system is more designed for smaller companies with basic sales cycles.


Salesforce and HubSpot are both designed to accommodate the needs of any modern enterprise. While the simplicity of HubSpot seems very appealing, especially for startups, Salesforce is a much better option for long-term investment due to its customizability and advanced features. Those features will become instrumental to your business as it evolves into a bigger organization.

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