By: Bob Ruffolo

on September 20th, 2016

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HubSpot CRM & Sales Tools: The Pros and Cons Blog Feature Subscribe

By: Bob Ruffolo

 on September 20th, 2016

Print this Page/Save it as a PDF

HubSpot CRM & Sales Tools: The Pros and Cons

HubSpot | Sales Technology

The HubSpot CRM (Customer Relationship Management) and Sales Tools have helped add a whole new dimension to the company’s offerings and value.

They have expanded its effects beyond just marketing into sales, and even customer delight -- all at no additional cost to start.

In this article, we'll take an unbiased (you know that's hard for us!) look at the HubSpot CRM and Sales Tools and share the pros and cons of each. 

HubSpot CRM


The HubSpot CRM makes it easy to organize, track, and grow your contact list and sales pipeline.

Debating buying HubSpot? Get 'The Ultimate List of HubSpot Pros & Cons

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Pro: It’s FREE

According to HubSpot, the CRM will be free to use forever -- even if you’re not a paying HubSpot customer.

Pro: Better Insights

The HubSpot CRM tracks customer interactions automatically, providing valuable insights into customer behavior and making it easier to know when to follow up.

Pro: No Customization Limits

Most CRMs have annoying customization limits, but HubSpot allows you to customize everything to your brand and your specific sales process.

(We recently saved an IMPACT client thousands a year with a customized HubSpot CRM.  Learn all about it here!)

Pro: Uses Same Database as Marketing Platform (No Integration Needed)

Both marketing and sales perform best when they’re in alignment. The HubSpot CRM is already seamlessly connected with what you’re doing on the HubSpot marketing side, allowing a smooth transition of leads from marketing to sales in your funnel and far easier communication of data.

Pro: Can Be Used With Other CRMs

At IMPACT, we often find that many of our clients enjoy using the HubSpot CRM for prospecting due to it’s simplicity and functionality (and integrates with HubSpot’s other sales tools), but find Salesforce is still useful for other needs.

Luckily the HubSpot CRM doesn’t affect anything your organization is doing in other CRM platforms, such as SFDC or Microsoft Dynamics. They can be used simultaneously and both can be integrated into HubSpot as well.

Con: Relatively New

Since HubSpot CRM is still new, there are many upcoming features that have yet to be released.

Con: Lightweight

Although HubSpot CRM is great for growing businesses, organizations with large sales teams might find that HubSpot CRM isn’t advanced enough just yet.

HubSpot CRM vs Salesforce

As with any business decision, deciding which CRM is right for your business comes down to the current state of your business, sales team, and goals.

According to HubSpot, the CRM was not designed to compete with that of Salesforce (in fact, they have an integration for it.) Rather, it is for companies that have never used a CRM before and want to start or those that find Salesforce is too robust for their needs.

If you’re a growing company looking to implement a lightweight CRM that improves organization and efficiency for sales reps and creates closed-loop reporting on sales and marketing initiatives, then HubSpot CRM is for you.

If you need an enterprise-wide ecosystem in one platform, however, Salesforce may be a better option.  

HubSpot Sales Tools

HubSpot has several sales tools available, including: a library of email templates and sales content, Meetings, Prospects, Sequences, and a tool for email tracking.

Pro: You Can Start Using Free

HubSpot is making a big push to help businesses improve their inbound sales by providing several sales tools, in addition to their CRM, free of charge.

Most of the tools are available for free (with monthly usage limits), but for $50 per user/month, you can get a pro account with higher limits and premium tools like Meetings, Sequences, and Prospects.

Pro: Work From Inside Your Inbox

HubSpot’s sales tools live in your inbox, so you don’t have to go back and forth between various windows and you can get more work done faster.

Pro: Automatically Syncs With HubSpot

Similar to HubSpot’s CRM, their sales tools work perfectly with HubSpot Marketing, your contacts, and all of their other software. If you’re familiar with HubSpot you’ll be able to jump right in and use these tools.

Con: Not as Robust as HubSpot Marketing (Yet)

HubSpot’s marketing software is a true all-in-one platform, whereas their sales tools make up a new collection of convenient and useful tools. They make an excellent addition, but they lack the advanced functionality to be the exclusive sales tools for most large sales teams.

So, Is HubSpot Right for You?

The content above was an excerpt of our new guide, "The Ultimate List of HubSpot Pros and Cons. To learn more about the HubSpot CRM, Sales tools, the marketing automation software, and if they're right for your company, get your free copy of the full guide by filling out the form below.  


Debating buying HubSpot? Learn all of the software's pros & cons.

Get it Now

About Bob Ruffolo

Bob is the founder and CEO of IMPACT, an agency he formed in 2009 to help people and their organizations succeed by changing the way they market themselves online. Since its founding, IMPACT has achieved its status as one of HubSpot's Diamond Partner Agencies and secured its place as one of the top inbound marketing agencies in the country.

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