If you’re a business owner trying to decide on a CRM, you’ve probably asked yourself: Should we go with HubSpot or Salesforce? It’s one of the most common questions leaders face when looking for the right platform to manage customer relationships.
In this episode of Endless Customers, IMPACT HubSpot trainer Will Smith breaks down the key differences between the two CRMs, including cost, customization, ease of use, and scalability. His insights can help you decide which CRM is the right fit for your company’s size, goals, and resources.
According to Will, Salesforce is built with large brands like IBM and Mercedes in mind—companies with entire teams to manage and customize their CRM. They can handle the complexity, resources, and higher upfront investment that Salesforce demands.
For small to mid-sized businesses, HubSpot is usually the better choice. Its intuitive design, ease of use, and lower barrier to entry make it accessible even for teams without a dedicated CRM admin.
HubSpot: Offers a tiered approach—businesses can start with free tools, scale with starter packages, and expand into enterprise solutions as they grow.
Salesforce: Often requires a significant upfront investment, making it better suited for companies with the budget and resources to fully implement it from day one.
This flexibility makes HubSpot especially appealing for growing businesses that want to avoid being locked into high costs before they’re ready.
Will described the differences in customization in an analogy to smartphones: "Salesforce is like an Android phone – highly customizable with countless options, making it great for complex needs. HubSpot, on the other hand, is more like an iPhone – intuitive and straightforward, designed for ease of use.”
Because of this customization, Will points out that Salesforce is “ideal for complex, large-scale operations. Its powerful analytics and reporting tools provide detailed insights, crucial for big enterprises."
However, he points out that HubSpot is not just for small businesses: "HubSpot also offers enterprise-level capabilities, making it a scalable solution that can grow with your business."
Will shares his own personal journey with HubSpot, "HubSpot was my first CRM. I started with their free inbound marketing training at HubSpot Academy while running my own online music production company. The training was invaluable and led me to fully embrace HubSpot."
Selecting between HubSpot and Salesforce comes down to clarity: What stage is your business in, how much complexity can your team handle, and how quickly do you need results?
At IMPACT, we’ve helped hundreds of businesses make this decision and implement the right CRM for growth. If you’re ready to explore which CRM is the best fit for your business, talk to our team about how to evaluate and implement HubSpot effectively.
Will Smith is a certified HubSpot Trainer with a track record of 100+ companies successfully onboarded to the HubSpot platform.
Connect with Will on LinkedIn
What’s the first step in deciding between HubSpot and Salesforce?
Start by assessing your company size, goals, and internal resources. If you have a team ready to manage a highly customizable system, Salesforce may fit. If you want something intuitive and scalable, HubSpot could be the smarter choice.
Is HubSpot really free?
Yes, HubSpot offers a free tier with CRM, marketing, and sales tools. However, most growing businesses will eventually need paid plans to unlock advanced features.
Which CRM is easier to implement?
HubSpot is generally faster and easier to implement, while Salesforce requires more setup and often third-party consultants.
Can I switch from one CRM to the other later?
Yes, but migration can be costly and time-consuming. It’s best to choose a platform that aligns with your long-term goals.