Sales Software Comparison

vs.

Slide Library | Updated 11/20/20

Today’s most disruptive companies are winning on customer experience.

CRM is at the center of it all.

More than ⅓

of CRM implementation projects eventually fail.

In aiming for

infinite flexibility,

most CRM systems became endlessly complicated.

*According to a 2017 analysis by CIO magazine, seen here

In building for the

budget holders,

they forgot about their

day to day users.

More than 50%

of sales leaders say their CRM is difficult to use.

*According to a market research survey of sales leaders, conducted by HubSpot in June 2020.

While they can technically do everything,

they turn out to be surprisingly incomplete without a lot of “extras.”

47% of sales leaders

don’t believe their current CRM is powerful enough to help them grow over the next three years.

*According to a market research survey of sales leaders, conducted by HubSpot in June 2020.

Two clear leaders emerge for best-in-class

sales CRMs.

HubSpot Sales Hub and Salesforce are far and away to top two options in the crowded CRM space. They own the vast majority of market share and are constantly rate 1 and 2 in terms of satisfaction and penetration.

With HubSpot, you no longer have to choose between powerful and easy to use.

Easy

Powerful

More control

More flexibility

Sales Hub provides a unified tech platform,

built on a proven framework.

vs.

Sales Hub is an all-in-one sales CRM that includes sales custom objects, engagement software, CPQ tools and powerful sales analytics to help teams work more efficiently, save time and grow revenue.

Sales Hub combines power and ease-of-use, resulting in a powerful CRM that sales leaders love, and reps love using.

Sales Cloud is all all-in-one sales CRM that brings together sales automation tools, reporting, deal management and more.

Sales Cloud enables businesses to manage leads, track progress, and automate sales processes.

Total Cost of Ownership

The sticker price doesn’t always tell the whole story of the software you’re buying.

​

To help you understand the difference in total cost of ownership between HubSpot and Salesforce, let’s break down the common expenses.

​

​

​

Advertised price

Licensing costs

Implementation

Administration costs

Maintenance costs

Customer Support costs

Add-on tools (sales engagement) cost

​

(continued)

Salesforce Sales Cloud Enterprise Pricing

​

HubSpot Sales Hub Enterprise Pricing

​

​

Salesforce Sales Cloud Enterprise Pricing

​

HubSpot Sales Hub Enterprise Pricing

​

​

What to look for in your CRM & sales software

When evaluating any CRM and Sales Software it important to evaluate the following features. Salesforce and HubSpot are far and away the top two options in all these categories (source).

Powerful features

Easy to adopt and use

Complete integrated platform

Healthy app ecosystem

Great service / support

Easy to customize

Fast and reliable

Ability to scale as you grow

Powerful Features

A great CRM and sales software should offer powerful features to help you supercharge your sales process.

​

Both HubSpot and Salesforce offer the most powerful, complete tools for sales teams on the market.

​

​

​

HubSpot vs. Salesforce

Sales Hub combines a consumer grade user experience with enterprise power. It includes contact management, sales analytics, sales automation, pipeline management, and much more.

​

As well as sales engagement software built right in: �Team Email eSignatures

Meetings Playbooks

Conversations Inbox Email Sequences

HubSpot Video CPQ / Quoting Tools

​

​

​

​

​

​

​

​

Salesforce

Salesforce offers top-of-the-line contact management, dashboards, analytics, pipeline management, sales automation, forecasting and much more. They offer a wide range of powerful products for businesses of all sizes.

​

“HubSpot is powerful. Having all the sales and marketing tools in one place is awesome for our sales team. But the biggest thing is that it's a very powerful suite of tools that is easy for our sales reps to take advantage of. I can customize the CRM to force compliance of our sales process too.”

​

- G2 review from Mike Wille, CRO at Localfluence, Marketing & Advertising, SMB (11-50 emp.)

Features &

Ease-of-use

A great CRM should be easy to use and loved by both users and leadership.

​

Both HubSpot and Salesforce sales software offer powerful tools for sales teams. But what good is power if the tools aren’t easy to learn, understand, and put to use?

​

​

​

​

​

HubSpot vs. Salesforce

HubSpot is consistently ranked the most user-friendly CRM and B2B software (source), with rep adoption often cited as a key benefit among HubSpot users.

​

As a result, customers who switch to HubSpot often see an improvement in their data quality.

​

Salesforce

Salesforce is incredibly powerful with robust reporting that’s endlessly customizable. This customization can take time to implement and require training to master. G2 crowd users ranked HubSpot above Salesforce in ease of setup. (source)

​

"I love the way i[HubSpot] is very intuitive and practical to use. I can keep an easy track of the emails I send, and it even helps by giving tips on how to make the messages better so they can become successful contacts. I was a previous Salesforce user and I prefer HubSpot hands down!"

​

- G2 review from Sales Rep at TalaTrans Worldwide, Logistics Services, Mid-Market (51 -1,000 emp.)

Integrated Platform

A great CRM should be both comprehensive and integrated.

​

HubSpot and Salesforce are the two most comprehensive CRMs on the market, with all the tools your front office teams. This includes sales, marketing, and service software.

​

​

HubSpot vs. Salesforce

HubSpot’s CRM and supporting Sales, Marketing, & Service suites have all been built by HubSpot from the ground up. The result is a unified and consistent user experience where data, reporting, and individual tools are all similar and work in concert with each other.

​

Salesforce

Salesforce offers more products and tools, but their breadth can come at the cost of usability and maintenance. Their platform has grown through acquisitions such as Pardot, which has resulted in multiple databases of information.

​

“The best part is being able to have all the information we need for marketing, sales, and customer management under one platform which was relatively simple to implement and onboard. We transitioned from Salesforce to HubSpot, and it really made our lives simpler. Before, we had to do a lot of manual passing of data between sales team and marketing.”

​

- G2 Review from Marketing Team Manager at ERA Environmental Management Solutions, Environmental Services, Mid-Market (501-1,000 emp.)

Scale and Customization

HubSpot and Salesforce both offer powerful software for fast-scaling businesses. As a business evolves, it’s important for your CRM to be able to grow and change with your business needs. With this in mind, having the flexibility and control to customize your CRM is critical.

HubSpot vs. Salesforce

HubSpot prioritizes ease-of-use and prescriptive recommendations to make it easier for businesses to get started. New power and added customization through, features like custom objects makes it easy to extend HubSpot to match how our business operates.

​

​

Salesforce

Salesforce offers more products and tools, but their breadth can come at the cost of usability and maintenance. Their platform has grown through acquisitions such as Pardot, which can create a less integrated user experience for customers.

​

“Sales Hub is straightforward enough that my sales team can get value out of it easily, and the customization options are flexible enough that I can create really sophisticated, custom campaigns for demand gen. The CRM tool is perfect, and managing deal flow is also very good. We're getting ready to cancel Salesforce because Hubspot meets all of our needs better and in a more user-friendly way.”

​

-G2 review from Marketing and Business Development Manager at Sense360, Market Research, SMB (11 - 50 emp.)

​

Ecosystem

A great CRM should offer a large healthy ecosystem of 3rd party integrations and supporting APIs and developer tools to customize your tools.

​

HubSpot and Salesforce both offer excellent add-on functionality through a robust app ecosystem. Both offer open APIs and developer tools to help you cater your CRM to your company.

​

​

​

​

​

​

​

​

​

​

​

​

HubSpot vs. Salesforce

HubSpot’s app marketplace offers powerful, easy to use, and quality 3rd party integrations. Installing and configuring integrations via the marketplace is simple with over 500 apps and integrations, many of which are native (HubSpot-built) integrations.

​

​

Salesforce

Salesforce’s AppExchange is the largest and broadest CRM app marketplace, offering a wide variety of options for different requirements. AppExchange is the fast and easy way to extend Salesforce with over 3,400 apps and integrations.

​

​

​

​

​

Service

A great CRM should offer you the support you need to succeed. Including reactive support, self service solutions, proactive strategy, training, and content.

At HubSpot everyone on your team can talk to support. And you’ll have a single strategic point of contact to help you succeed.

​

​

​

​

​

​

​

​

​

​

​

​

HubSpot vs. Salesforce

HubSpot is invested in your success from day one. Our world-class support and customer success teams are available to all customers– with phone and email support at no extra charge for Pro and Enterprise customers– and you won’t pay more for it as you grow.

​

​

Salesforce

Salesforce charges 20% of your net contract price for 24/7 premier support, while additional feature access costs 30% of your net contract price. With percentage pricing as you spend more on additional seats and add-on features, you’ll have to pay more for the same support.

​

​

​

​

​

​

“I love that HubSpot has amazing training programs and excellent customer service. It was so easy to get started without any tech gurus or IT expenses. I am a salesman, and set up everything for my team by myself. I looked at doing the same for Salesforce and kept getting bogged down in all of the details.”

​

- Greg Cooper, Sales & Marketing at San Jacinto Environmental Supplies, Wholesale, SMB (11-50 emp.)

Why Sales Hub?

Scale Confidently

HubSpot’s product team is guided by the “mainsail.” Security, privacy, and compliance are paramount. Teams ensure these elements above new feature development. This framework helps HubSpot scale with you.

​

Learn more.

Trusted

by the Best

​

Sales Hub is trusted by growing mid-market B2B companies, enterprise brands, high-growth unicorns, B2C brands, and many others. See for yourself.

​

​

A Trusted Name in the Industry

Consistently Ranked for Ease of Use

“The ease with which people can use the product from day one is second to none. I have convinced several mature organizations to move away from other platforms because user satisfaction was non existent and data quality was poor. With HubSpot, user adoption went through the roof each and every time and stayed there long term."

Here’s what our customers are saying:

“We switched to HubSpot about 3 years ago.

Salesforce was just too difficult to make do what we want without pricey consultants, whereas HubSpot was easy and intuitive out of the box.

It is so much cheaper and easier to use than Salesforce, which means people actually use it!”

​

- Beth Morgan, COO at TrueData, IT & Services.

“Everything changed the day we signed our HubSpot contract. Transitioning systems took little to almost no effort and within two months we had full team adoption of the new system. We were able to bring all the marketing support in-house without adding to our team’s capacity and for the first time we could manage and measure the end-to-end customer journey across all our paid and organic marketing channels and follow them through the sales process.

​

With a system that makes it so easy for us to manage an integrated sales and marketing strategy we are now able to look at more complex, ‘higher level’ strategies and channels with the support of all the HubSpot tools, training and support materials available.”

​

-Erin Shepherd, Head of Global Marketing at ROBO Global, Financial Services

“HubSpot is intuitive to use, and the amount of resources online to help learn and understand functionalities are fantastic. Excellent customer support. If you're limited on budget, this is the software to use. If you have unlimited budget, then Salesforce has more bells/whistles--but it's also got a reputation for having too much, being overly complicated and not user friendly or intuitive."

-Amber Pizano, Head of Marketing at Theatro, B2B.

​

“We were a Salesforce-heavy organization and recently made the switch to HubSpot’s Sales Hub Enterprise. It’s an out-of-the-box solution that’s easy to use and intuitive, while also offering powerful automation tools and robust reporting.

​

With HubSpot, we can see the complete lifecycle of a customer from lead to close, and our teams can own the customizations needed to get their job done. We have had 100% user adoption and couldn’t be happier.”

​

​

- Cassy Rubis

Marketing Director

LegalZoom

Switching from Salesforce to HubSpot

Services to help you succeed

Dedicated Onboarding

Easily switch to HubSpot

and get the most out of your CRM

with dedicated onboarding.

​

​

​

​

Customer Success Manager

Collaborate with your customer success representative to develop your CRM strategy.

​

​

24/7 Phone Support

Call our talented team of HubSpot experts to answer questions about your HubSpot can supercharge your sales process.

​

An Extensive�Partner Ecosystem

Find your perfect match. Explore the thousands of service providers in our global community who can work with you to implement your CRM and supercharge your sales process.

​

Successfully Switch from Salesforce to HubSpot

Our dedicated migrations team is here to help you confidently move your sales team onto HubSpot. You’ll be up and running quickly with our proven migration process.

​

Our team consistently moves customers from legacy software like SFDC, to HubSpot, with minimal disruption to their business.

Successfully Switch From Salesforce to HubSpot

​

​

We often hear that the pain of switching CRM platforms outweighs the benefits made by the switch.

​

At HubSpot, it’s the mission of the onboarding team to eliminate that notion.

​

Our team consistently moves customers from legacy software like Salesforce, to HubSpot, with minimal disruption to their business.

​

You can rest assured our team of experts and proven model for moving customers on to HubSpot will work for you regardless of your industry or previous tool.

​

​

​

​

“Getting HubSpot for our company was

a wise decision and we already see great results from it. Our implementation specialist went

above and beyond to get us onboarded

successfully and efficiently.

They were prepared and extremely knowledgeable.”

ZOLA ENKHBOLD

Director of Marketing

BidMed

Your Committed Crew

The Enterprise Onboarding team are some of HubSpot’s most senior consultants. Not only are they technical experts in HubSpot and switching, they come with a strong business acumen. They’ll start with your business goals and then work backwards to ensure you’re set up for success.

​

Our Goals:

Ensure quick time to value

Ensure minimal disruption to your business

Ensure your stack stays integrated

Ensure your data stays intact and clean

Ensure your team doesn’t lose work

Ensure you can port all assets and campaigns

Ensure you have a plan to drive behavior change

Much much more

Create a Blueprint for �the solution design to �meet short and long term goals.

Process

Migration

Pilot

Execute

Success

Move & recreate any data, landing pages, emails, campaigns, workflows.

Launch your first campaign in HubSpot hand in hand with �our experts.

Build, set up and configure the foundational elements �of your new system.

Expand reach of the platform, optimize results, and meet �your goals.

The Enterprise Onboarding team has helped public companies, tech unicorns, B2C brands, and companies in regulated industries move from legacy systems to HubSpot successfully. �

We don’t just copy paste your old, sub-optimal process. We help you design a new, better system, one that will scale for years to come. Below is a look at our proven phased approach for switching.

The 5 Phases of Switching Success

Sample Onboarding Success Metrics

Improve sales productivity:

​

• % of total deals closed that were worked in HubSpot
• Usage of key productivity features (sequences, playbooks, meetings)
• Reduction in # of steps to qualify a lead (count steps during current process)
• Rep Net Promoter Score
• Forecast visibility and accuracy
• Sales rep performance reporting (for coaching)

​

Are the reps using the system and

seeing value in it?

Is the system helping the reps focus

on the best leads quicker?

Improve lead qualification:

​

• Higher number of appointments set
• Shorter MQL aging
• Higher SQL to closed conversion rate
• Abandoned leads re-qualified

Sample Deliverables

Each phase of your journey comes with an associated plan and timeline, during which we work with you and your team or partners to:

​

• Establish custom goals
• Map your new sales process
• Build a solution architecture
• Conduct trainings
• Assess data quality
• Execute on a shared roadmap
• Much more

​

Onboarding Approach

Our onboarding approach allows for a quick time to value while reducing the risk of deploying the full system and enabling other capabilities

Sales Hub Onboarding

Ongoing Usage and Optimization)

Pilot first group of users and campaigns

Retire SFDC

Migrate data from SFDC

​

Define and build new marketing and sales processes

​

Training

​

​

Detailed Onboarding Plan

Data fully migrated off of Salesforce

Key activities completed to provide enough confidence to cancel Salesforce

Retire Salesforce

Example: Migration Phase - Sales

​

We make it easy to move and recreate your data, integrations, automation, reports, & more

Pre-Sale Checklist

​

We recommend considering the following to help prepare for your HubSpot implementation:

Review & document your existing sales process(s)

​

Inventory existing system customization: workflows and automation, lead assignment rules, views, dashboards and reports

​

Prepare your data by merging and eliminating stale/ out of date records & underutilized fields

​

Upskill your team on HubSpot product knowledge by completing the

​

HubSpot Sales Software Certification

​

Start developing a change management and communication plan

Training Options

​

Customer has a qualified resources to do the training, with guidance

Customer wants all of the training and change management done for them

Customer wants all of the training done for them

• Partner creates training materials
• Partner conducts training (onsite / remote)
• Customer is actively involved in training activities
• Partner manages change management / adoption

​

Partner Led

HubSpot Led

• HubSpot creates training materials
• HubSpot provides on site / Remote classroom training
• Customer is actively involved in training activities
• Customer manages change management / adoption

​

• HubSpot “trains the trainer”
• Customer creates training materials
• Customer conducts training
• HubSpot supports customer during training
• Customer manages change management / adoption

​

Customer Led

Ongoing Success

Once your initial migration is complete, your journey with HubSpot is far from over.

​

We’re here to guide you as you grow and scale. Our customer success program focuses on providing the following:

​

• Answer questions and provide help (reactive)
• Provide strategy & recommendations to ensure your growth with HubSpot (proactive)
• Best in class enablement resources to ensure continuous learning

​

Defining How We Get There

You decide how we execute this approach. We work with you to evaluate how the work will be done across your team, HubSpot and any partners. Regardless of the model you choose, HubSpot will lead your overall solution and ensure that you are achieving your business goals.

​

Thank you