Choosing a CRM: HubSpot vs. Salesforce

four people looking at a laptop and discussing software options

HubSpot and Salesforce are both powerful Enterprise CRM platforms. We break down the pros and cons to help you make an informed decision.

People no longer respond to disruptive ads or generalized content, giving rise to inbound marketing. As such, the key to thriving in today’s business environment is building meaningful relationships with clients instead of bombarding them with irrelevant information. This modern approach gave rise to inbound marketing. 

In line with this strategy, customer relationship management (CRM) software is the ideal tool to develop connections with your audience, the most popular of which are HubSpot and Salesforce. This guide will go over their pros and cons to help you choose the best solution for your business.

four people looking at a laptop and discussing software options

What is CRM?

CRM refers to technologies, techniques, and tools businesses use to acquire and retain customers. With the right software, you can effectively manage your relationships with clients. 

Before, companies treated customers as faceless entities that buy their products or services. However, the business scene has evolved. 

Today, organizations spend considerable amounts to learn everything they can about consumers — their demographics, interests, brand interactions, etc. CRM software integrates this data into a central database.

These are some of the functions of CRM software:

  • Streamline processes

  • Capture and manage leads

  • Segment and analyze clients

  • Store and organize data

  • Track customer activities

Your clients may not know the inner workings of your organization. However, they will notice if your departments are not on the same page. With your teams looking at one platform, you equip them with a fast and reliable way to address consumer pain points. This will make your company well-organized. 

CRM Software Types

An Econsultancy article reveals that 91% of organizations that employ more than 11 people now use CRM software to achieve their business goals. Most companies realize the value of such software, but not many are familiar with its different types. These are among the most common:

  • Operational: An operational CRM simplifies processes, boosts leads, and improves conversions. Additionally, having such a tool provides you with the necessary information to satisfy and retain your customers.  

  • Analytical: Analytical depend on data and analysis to help companies serve clients better. Some examples of this CRM type are customer behaviors, preferences, and contact details. 

  • Collaborative: This CRM type enables departments to synchronize assets and work together to better understand consumers.

CRM Benefits

Now that you’re familiar with CRM software and its types, the next topic of importance is how it can benefit your business. It can do so in the following ways:

Improve Customer Service

The latest CRM software offers many benefits. Among these is the ability to improve customer relationships. With the ideal software, you give your teams access to valuable consumer information right at their fingertips. Understanding will naturally lead to a more empathetic approach to customer service since all your consumers’ pain points and desires are better understood.

Boost Sales

By streamlining your processes — including building pipelines and automating tasks — you enable your sales department to focus on closing deals. CRM software can even help you develop step-by-step processes to maximize productivity. 

Gain Detailed Analytics

Gathering data is an impressive benefit of using CRM software, but its built-in analytic capabilities also enable you to understand and use the information you collect. CRM software can show you valuable data, such as click-through and bounce rates. 

Improve Segmentation

Hundreds of contacts have little value if you don’t segment them correctly. If you invest in CRM software, you can segment lists based on different criteria automatically. This will allow your business to implement different strategies to meet the needs of these different client segments.

Generate Reports

CRM software eliminates the time your business’s teams spend organizing data and generating reports. Instead, anyone with CRM software access can generate reports through a user-friendly dashboard. This makes it more convenient to track team goals, quotas, and performances.

HubSpot CRM

Three components make up HubSpot CRM: Marketing, Sales, and Service. Hubspot refers to these core hubs as “Growth Suite.” Each tool has its pros and cons:

Pros

Industry leaders like Accenture, Strava, and Trello use Hubspot CRM. Read on to find out why some of the best brands prefer this software. 

Keep Data in One Platform

Using Growth Suite provides clients with one CRM platform for all marketing, sales, and customer service data. Integrating these processes enables teams to sync information with other departments. 

With this feature, employees can work together from different places. Additionally, you can see the buyer’s journey at a glance — from the first visit to the first purchase. 

Extensive Marketplace

Considering the variety of businesses and industries, there can never be a one-size-fits-all solution for customer service needs. With HubSpot’s marketplace, you can develop customized solutions for your unique requirements. Through the App Marketplace, you can find and install additional integrations and functionalities. 

HubSpot Academy

Through the HubSpot Academy, you will never have to fumble around with the software. Instead, you can access dozens of courses that can help you manage different functionalities. You can also learn the latest marketing, sales, and customer services techniques to grow your business.

Cons

No software is perfect. Here are some of the cons to using HubSpot CRM: 

Paid Add Ons

Hubspot CRM is a free tool, but you should upgrade your account to enjoy more advanced features. You can choose from several add-ons: creating email campaigns, building SEO strategies, managing online ads, etc.

Use as an All-in-One Tool

If you want to enjoy Hubspot’s many benefits, it’s ideal to use it as an all-in-one tool. If you use some of HubSpot tools with other software, you might find it challenging to grow your business in a reasonable timeframe.

Salesforce CRM

Salesforce is one of the pioneers of modern CRM software. The company provided a solution to lengthy installations by moving business components to cloud-based systems. Many companies benchmark their software against Salesforce.  

Pros

These are some of the ways in which Salesforce helps organizations transform their customer dealings:

Detailed Reports

One of the best advantages of using Salesforce is choosing from various report levels — from generating a standard account report to achieving more specific results. For example, you can segment your active Texas accounts by industry. 

Customizable

Like Hubspot, Salesforce provides users with customizable solutions to address various needs. While the software doesn’t offer new, out-of-the-box solutions, it features convenient navigation.  

Integration

Salesforce uses open APIs to enable convenient integration with various third-party software. This feature often leads to process efficiencies. 

Cons

Salesforce may not be the right approach for your business based on these factors:

Complex Platform

Salesforce has a steep learning curve that some individuals might find challenging, especially without advanced technical knowledge. If you don’t implement its components correctly, you can inadvertently create issues that hinder business growth.

User Record

Once you create a record, you cannot make changes to it when the account becomes inactive. Only a system administrator can apply the necessary changes. This feature creates red tape between departments.

The Verdict

HubSpot and Salesforce both have distinct CRM advantages, but we recommend HubSpot Growth Suite for businesses of various sizes and industries. When used separately, its components should be enough to streamline functions. However, using HubSpot Sales, Marketing, and Service together is the quickest way to improve processes and impress audiences. 

If you want to learn more about improving your business through CRM software, call Anticipated Digital today at +1 737 200 2613 to schedule a demo.

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