HubSpot Review 2023: Pricing, Pros and Cons & More
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      CRM

      HubSpot Review 2023: Pricing, Pros and Cons & More

      CRM
      10/04/23
      25' read
      10/04/23
      25' read

      HubSpot is a customer relationship management (CRM) platform that connects and powers your various business spheres such as customer support, sales, marketing, etc. with tools, integrations, and resources for business and revenue growth.

      It provides a seamless collaboration of teams helping you in timely customer engagement.

      hubspot crm website page

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      This CRM system has been designed to scale your business (like finance, real estate, etc.) and provides everything (marketing tools, sales tools, etc.) that it needs from start-up to enterprise level.

      What Does HubSpot Offers?

      HubSpot Marketing Hub

      hubspot marketing hub

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      You can grow traffic and convert more visitors. It helps you to run complete inbound marketing campaigns at scale. It empowers you with marketing automation, lead generation, and analytics.

      HubSpot Sales Hub

      hubspot sales hub

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      HubSpot helps you to get deeper insights into prospects, allows you to automate all the time-consuming tasks, and close more deals faster. Payments, advanced CRM, and meeting schedules are some of the catchy features offered.

      HubSpot Service Hub

      hubspot service hub

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      You can connect with your customers through various mediums (SMS, email, etc.) using tickets, customer feedback, knowledge base, historical data of customer interactions, etc. This helps in exceeding the customers’ expectations and turning them into promoters who publicize and grow your business (word-of-mouth).

      HubSpot CMS Hub

      hubspot cms hub

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      HubSpot allows you to efficiently manage content through its content management software. It is flexible for marketers, power-packed for developers, and allows you to give a personalized experience to your customers.

      HubSpot Operations Hub

      hubspot operations hub

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      This tool empowers the syncing capabilities of your apps and cleans and organizes the customer data automating (programmable automation, and data quality automation) the entire process to ensure the collaborative working of the system or teams.

      What Is HubSpot Pros/Good For?

      1. Robust Free CRM Software

      HubSpot’s free CRM software offers feature-packed tools to sales leaders, salespeople, marketers, customer service teams, operation managers, and business owners.

      hubspot free crm software

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      It saves you from the hassles of manually updating reports and helps easily manage messy spreadsheets, organizing databases and communications, elevate productivity with efficient tools, etc.

      • It helps in real-time tracking and analyzing of the sales activity through a visual dashboard. You can access detailed reports and use those insights to determine the team’s performance and spot growth opportunities.
      • By using time-saving tools, you can erase friction from the sales process and close more deals faster. These tools notify your sales team when subscribers visit your website or open an email.
      • With HubSpot CRM tools, the new contacts in your database get automatically improved with data from over 20 million businesses.
      • It helps you to capture more leads and grow your database with free landing pages and forms. Through live chat, it enables you to convert visitors in real-time.
      • You can easily create bulk emails and optimize them for easy accessibility on different devices.
      • The support teams can manage all the customers’ conversations from one universal inbox by using tools like live chat, ticketing, etc. It gives you a centralized view of every customer interaction.

      2. Drag-and-Drop Functionality For Custom Website Building

      HubSpot empowers you with well-rounded tools such as its drag-and-drop editor, pre-built themes, etc. to build and design a beautiful website from scratch without needing any technical skills or coding.

      hubspot custom website builder

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      You can also create impactful content by using its WYSIWYG editor which allows you to see the experience that you are building for your customers. This allows you to preview your content before it goes live on the web.

      3. Security Tools For Secure Website Delivery

      HubSpot gives you a premium cloud hosting service without any additional charges. It ensures secure delivery of your website with SSL (Secure Sockets Layer), WAF (Web Application Firewall), and a global CDN (Content Delivery Network).

      hubspot security tools for websites

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      Tools like WAF are strong security tools that protect customers’ information online. These security tools automatically detect and remove any security threats on your website. It requires no setup, maintenance, or manual surveillance.

      4. Easy Meeting Scheduler

      HubSpot’s meeting scheduler enables you to schedule meetings in your calendar without the hassles of back-and-forth emailing.

      hubspot meetings scheduler

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      • Your prospects can book a meeting date that goes by your schedule without any unnecessary emailing.
      • It allows you to sync your meetings and engagements with Microsoft 365 calendar as well as Google calendar. This makes your database grow whenever a prospect schedules a meeting.
      • Syncing with your current tools allows your prospects to see your most up-to-date availability.
      • You can use round-robin meeting links, or group meeting links that help your prospects to work with whichever rep’s schedule goes along with their schedule. Once the meeting is scheduled by a prospect, it automatically gets added to your HubSpot database.
      • You can embed your calendar on your website without any coding and boost the number of meetings. This helps your prospects to easily schedule meetings on your website itself.

      5. Exit-Intent Forms To Turn Visitors Into Leads

      HubSpot allows you to add exit-intent forms (customizable pop-up forms that appear when the visitor is about to leave your page) without any coding. These can be seamlessly integrated with your HubSpot CRM. This gives you an additional opportunity to boost conversion rates.

      hubspot forms builder for lead generation

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      • You can customize the location and schedule your exit-intent pop-up. These forms make your offer appear as one based on your user’s behavior.You can further customize it by adding features such as time triggers, page targeting, scroll depth triggers, etc. This optimizes your conversion path and boosts leads.
      • By integrating these forms with the HubSpot website, you can easily track your leads’ behavior such as the pages they are visiting or the offers that they are reviewing, etc.

      With the help of reporting, you can determine which specific exit-intent forms are performing better and driving more leads.

      You can take your lead generation efforts one step further by targeting ads or sending customized follow-up emails to the customers who fill out your exit intent form.

      6. CPQ Software For Streamlined Selling Process

      HubSpot offers CPQ (Configure, Price, Quote) tool which saves you from the time wasted in managing and understanding the software and allows you to close more deals. These tools are flexible, easy-to-use, and scalable.

      hubspot cpq software

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      • HubSpot’s CPQ tools enable you to efficiently tackle the quoting process from its creation to approval to closure. These tools do not require any prior knowledge of software and thus empower your teams to make professional-looking and accurate quotes within no time.
      • Instead of dealing with clunky tools, HubSpot allows you to effortlessly customize the quotes. Additionally, it allows you to use e-signatures which lets your prospects buy on a moment’s notice. E-signature integrations and native payments allow your prospects to buy easily.
      • The CPQ solutions can be integrated with all the systems you use. Since HubSpot offers several CPQ integrations such as Xero, Netsuite, Quickbooks, etc., you can optimize your entire quoting process.
      • HubSpot’s CRM-powered native payment feature allows you to collect payment through quotes itself. The payments can be embedded directly into the quotes. This helps in eliminating any friction in the payment process that might hamper your cash flow.

      7. Issue Tracking Software To Resolve Customers Query Efficiently

      HubSpot allows you to use its issue-tracking software to get an overview of all your customers’ issues in a shared inbox. This helps you to view all the reports in one place.

      hubspot customer service software

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      • You can get a better understanding of all the aspects that contribute to customer satisfaction and response time. This helps you in getting a clear picture of your primary issues and reduces the scenarios where the tickets get stuck.
      • To understand the customer’s history better (historic records of updated issues), HubSpot provides you with tags and notes. This ensures that each customer is promptly answered.
      • You can analyze your teams’ performance by creating dashboards and using built-in analytics. These dashboards can also be used to communicate important information to the stakeholders or teams.
      • You can reduce the resolution time and prioritize your responses by using the ticket automation tool that automatically creates tickets and tags for streamlined processing of issues.

      8. Out-Of-The-Box Reports For Improved Service Analytics

      HubSpot’s reports allow you to get key insights that help you to deliver a faster resolution to your customers. These insights can be customized with the custom report builder.

      hubspot customer support analytics

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      The three out-of-the-box reports in service analytics are:

      • CSAT report (Customer Satisfaction Report)
      • Rep performance report
      • Tickets in the pipeline report

      This also helps you to identify the performance of your customer reps — average closing time, chat response time, ticket volume, etc. Therefore, customers feel valued as their pain points are understood.

      9. Powerful Email Integration For Boosting Productivity

      With HubSpot integration, you can connect your personal email (like Gmail and Outlook) with HubSpot CRM. This helps in:

      • Triggering scheduled email sequences
      • Log responses
      • Update business contact records

      hubspot email integration google outlook etc

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      The email integration helps you in multiple ways:

      • You can keep a track of the important customer interactions directly in the contact record. This ensures that all teams can access the up-to-date contact details.
      • You can continue to leverage the features of your native inbox while using HubSpot’s suite of tools and products.
      • By using HubSpot integration with your inbox, you can trigger email campaigns, track how and when your customers engage with your emails, and log crucial details back into the contact records of your HubSpot account.
      • You can write emails from both — the HubSpot account or the native account.
      • It allows you to craft catchy emails and send follow-up emails at the most appropriate time of your customers.
      • You can boost customer engagement and maximize conversion rate by sending personalized emails to your customers.

      10. Call Tracking Software For Prioritizing And Logging Calls

      HubSpot’s call-tracking software helps your reps to line up all the sales calls for the day. These calls can then be sorted and prioritized by using engagement and contact property data from the HubSpot CRM tool.

      hubspot call tracking software

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      • The tool allows you to place phone calls directly from your browser using VoIP (Voice over IP) with a single click. These calls can also be recorded or tracked by using various HubSpot integrations.
      • The reps can be coached for keyword searching, transcriptions, or call analysis. This way they can be trained to handle all sorts of customers efficiently.

      What Are The Cons Of HubSpot?

      1. Expensive Plans

      As you proceed from one plan to another, it gets expensive quickly. For example, the Starter plan for the Marketing sector is for $18/month which becomes overly expensive at $800/month as you move up to the Professional plan.

      At a glance, the plans might look affordable and the free version might attract the users, but as your company grows and you seek more features that come with the Professional plan, you come to realize the massive leap in the pricing. This might make it an exorbitant option for small businesses or even start-ups.

      2. Complex Template Modification

      It is hard to modify the HubSpot templates — both website and email templates. Without any prior knowledge of CSS, it can be a complex task. This makes the platform a less user-friendly tool. This complexity questions the pricing plans.

      3. Difficult User Interface

      When using HubSpot in the initial stages, it is hard to perform most of the tasks without having to hunt for ‘how to’. Such as categorizing potential clients can be a challenging task for new users and might affect client engagement.

      Also, it fails to auto-save the entries, notes, etc. Boxes for auto-posting and follow-up need to be checked. Most of the instructions are given in a video format, rather than a stepwise format which can be easier for the users to follow.

      4. Difficult Revenue To Marketing Activities Linking

      Tying the revenue back to the marketing activities has been found challenging by many users. The task is available for performing manually in the lower tier plans. However, if it needs to be automated, the user has to pay a significantly high amount to switch plans.

      5. Cumbersome Deal Pipeline Management

      Managing the deal pipeline can be challenging. It is difficult to read the titles if there are several deals. The platform is less responsive at times and so is the drag-and-drop functionality which can be slow at times.

      Also, the lack of built-in reporting can be frustrating if you have not paid for the add-ons. If you’ve filtered the view to search for a specific data set, and click on ‘back’, the filters need to be applied all over again.

      What Is The Best HubSpot Plan? (Plus Is It Worth Paying For HubSpot?)

      HubSpot’s pricing plans are sprawled across the following domains:

      1. For Business and Enterprise

      Marketing  – Professional plan at $800/month

      Includes:

      • 2000 marketing contacts
      • offers omnichannel marketing automation (intuitive visual workflows and bot-builders to automate campaigns across various social media platforms like LinkedIn, and leverage HubSpot integrations to connect to more apps)

      hubspot lead nurturing software

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      • custom reporting (to enable you to tackle key business questions in one place)
      • campaign reporting (helps you determine how each landing page or blog post is performing)
      • teams (allows you to organize your users into teams and assign marketing assets)
      • social media (to schedule and publish updates and analyze performance).

      Marketing  – Enterprise plan at $3600/month

      Includes:

      • 10,000 marketing contacts
      • offers custom behavioral events (you can track visitors’ actions on your website, use HTTP API to track analytics)
      • multi-touch revenue attribution (allows you to assign credit to marketing tactics and teams with built-in attribute modeling)

      hubspot revenue attribution software

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      • hierarchical teams (helps you to organize users at multiple levels like teams, business, region, etc.)
      • partitioning (ensures that the teams see and edit the information that is relevant to them)
      • custom objects (allows you to store any kind of data and reports on them)

      Sales – Professional plan at $450/month

      Includes:

      • 5 paid users
      • offers ABM tools (such as company scoring, templates, properties, etc.) and automation

      hubspot abm account based marketing

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      • playbooks (you can make books and guides for your sales team to follow)
      • e-signature (saves you from the hassles of printing or sending hard copies by letting you sign digitally)
      • product library (helps you view the performance of various sales products)
      • sequence (automates tasks, creates timed personalized email flows, reminders, etc.)
      • forecasting (detailed forecasting using customer database)

      Sales – Enterprise plan at $1200/month.

      Includes:

      • 10 paid users
      • offers recurring revenue tracking (detailed reports on recurring revenues and renewals)
      • custom object (allows you to store any kind of data such as subscriptions, location, etc. and helps you to view custom object records, set up workflows, etc.)

      hubspot sales profile and lead scoring

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      • conversation intelligence (use AI to track and analyze the teams’ calls)
      • advanced permissions (allows you to set granular permissions and custom user roles in your HubSpot account)
      • predictive lead scoring (factor-based ranking and scoring of the leads to allow you to focus on the deals that can be closed)

      Customer Service – Professional plan at $450/month

      Includes:

      • 5 paid users
      • playbooks
      • customer portals (allows your customers to have control over their customer experiences, secure access to their support tickets, etc.)

      hubspot customer portal

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      • customer feedback surveys using CSAT score (Customer Satisfaction Score) and NPS (Net Promoter Score) and CES (Customer Effort Score) to improve business growth
      • service analytics (a collection of customizable and editable reports for better insight into the customer support process)

      Customer Service – Enterprise plan at $1200/month

      Includes 10 paid users, offers field level permissions (for efficient management of database and teams), conversational intelligence using AI tools, custom objects, admin notifications management (allows you to create default notifications for all users or create profiles by role), and single sign-on (a secure access with single sign-on credentials).

      CMS – Professional plan at $360/month

      Offers:

      • dynamic personalization (helps you create personalized experiences using dynamic content across various channels)
      • A/B testing (helps you in honing the best performing variations of copy and design)

      hubspot ab testing software

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      • SEO recommendations and optimizations (helps in recognizing SEO issues and optimizing the website pages)
      • smart content and reporting (you can see different versions of your content based on CRM data, query parameters, ad sources, etc.)
      • custom reporting

      CMS – Enterprise plan at $1200/month.

      Offers:

      • custom objects
      • web apps (allows you to customize the web apps within your HubSpot account)
      • additional root domains (allows you to partition, host, build, and report on a number of websites from within your HubSpot account)
      • memberships (restricts access to certain landing pages, prompting users to enter login details for access permission)

      hubspot membership controls

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      • adaptive testing (saves you time and improves conversion rates by using AI and machine learning to automate the A/B testing)

      Operations – Professional plan at $720/month

      Offers:

      • webhooks (allows you to send and retrieve information between an external tool and your HubSpot account)

      hubspot webhooks and triggers

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      • programmable automation (Javascript for workflows and bot actions for internal process optimization)
      • custom reporting, data quality automation (custom formulas for advanced data formatting and combinations)
      • calculated properties (helps in calculating splits and commissions, creating fields that gather data from other fields)

      Operations – Enterprise plan at $2000/month

      Offers:

      • custom objects
      • advanced permissions
      • advanced data calculations and prep (data can be prepared, transformed, and calculated within reusable custom databases)
      • dataset (data grouping for quick and easy reporting)
      • data sharing between HubSpot and Snowflake account.

      2. For Individual And Small Teams

      Marketing – Free Tool

      Offers:

      • one automated action
      • conversational bots (with limited features such as ticket creation, lead qualification, etc.)

      hubspot conversational chat bot

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      • standard SSL certificate for securing content and lead data
      • email automation for segmenting and personalizing marketing (allows one automated action)
      • ads retargeting on social media websites
      • reporting dashboards for in-depth and customizable data
      • email tracking (allows you to track each email sent through the HubSpot account)

      Marketing – Starter at $18/month

      It offers everything in free plan with increased limits plus:

      • forms (for contact details required by your business)
      • live chat (to give your visitors a 1:1 personalized experience and turn them into leads)
      • landing pages (drag-and-drop mechanism to create landing pages that increase conversions)
      • email marketing (allows you to send bulk emails that can be accessed on any device and inboxes)

      hubspot email marketing newsletter editor

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      • email and in-app chat support (to get answers to all your queries promptly)

      Marketing – Professional plan starting at $800/month

      Offers everything in Starter plus omnichannel marketing automation (allows you to use intuitive visual workflows to design catchy campaigns), custom reporting, campaign reporting, Teams, and social media tools to schedule and publish updates.

      Sales – Free tool

      Offers:

      • apps marketplace integrations (to connect your HubSpot account to other tools)
      • shared inbox (lets your team easily manage 1:1 communication)

      hubspot shared inbox for internal email management

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      • Facebook Messenger integration (lets you easily capture contact information and maintain a two-way communication)
      • list segmentation for static and dynamically updating lists
      • email health reporting to determine the performance of sent emails

      Sales – Starter at $18/month

      Offers:

      • conversation routing (automatically assigns the incoming query to the appropriate executive)
      • digitized payments for accelerated revenue growth
      • easy multiple currency management

      hubspot currency management

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      • simple automation to trigger sales tasks and notifications, repeating tasks and task queues (automated to-do lists)
      • calling SDK (Software Development Kit) without any extensions or plugins.

      Sales – Professional at $450/month

      Offers ABM tools and automation, playbooks, e-signature, product library, sequences, and forecasting.

      Customer Service – Free tool

      Offers:

      • channel switching (allows live agents to switch communication channels when dealing with customers)
      • custom user permission (edit accessibility for each new or existing user)

      hubspot user permissions settings

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      • custom properties (such as associating specific data points with contacts, deals, etc.)
      • email tracking and notifications
      • live chat

      Customer Service – Starter at $18/month

      Offers live chat, meeting scheduling, simple ticket automation (triggers customer emails on receiving tickets), conversation routing, email and in-app chat support, etc.

      Customer Service – Professional at $450/month

      Offers playbooks, customer portal, customer feedback surveys, and service analytics.

      CMS – Free Tool

      Offers:

      • premium hosting (fully managed and optimized infrastructure for website hosting)
      • Apex hosting and redirect (allows you to host your landing page, website page and blog post from your root domain)
      • website structure import (allows you to import URL slug, title, meta title, etc. into HubSpot from your external domain)

      hubspot website structure preview

      [Source]

      • 24*7 security monitoring and threat detection

      CMS – Starter at $23/month

      Offers local website development (for version control with popular tools like GitHub), app and asset marketplace (for extending functionality and appearance of your website), drag-and-drop editor, etc.

      CMS – Professional at $360/month

      Offers Dynamic personalization of content, A/B testing, SEO recommendations and optimizations, etc.

      Operations – Free Tool

      Offers ticketing, webhooks, list segmentation, email health reporting, historical sync, etc.

      Operations – Starter at $18/month

      Offers data sync, default field mappings (for connecting matching details from third-party apps to HubSpot), email reply tracking, payments, etc.

      Operations – Professional at $720/month

      Offers webhooks, programmable automation, data quality automation, custom reporting, and calculated properties.

      How Does HubSpot Compare To Other Tools?

      1. HubSpot vs Salesforce

      HubSpot CRM offers a power-packed free plan in domains such as marketing, sales, customer service, etc. with features such as email marketing (lets you send bulk emails that are tested and optimized to be easily accessible on all devices), website traffic analytics (allows you to determine the performance of your content like bounce rate, average time spent on your page, etc.), list segmentation (lets you create dynamically updating contact data), etc.

      You have to pay only for the additional revenue-generating sales seats. It also offers free seats to unlimited users who want visibility in business.

      hubspot vs salesforce testimonial

      [Source]

      Salesforce is a cloud-solutions platform for sales, service, and marketing that aims at helping your business to enhance your customer relations.

      It provides you with feature-rich plans but you need to pay extra in case of — add-ons, or extra users, for aligning your marketing and sales teams, for giving reporting visibility, or for using shared inboxes.

      2. HubSpot vs Zoho CRM

      HubSpot is a CRM solution that helps you in achieving your business goals in a streamlined fashion.

      The majority of features have ease of use baked in for admins, reps, and managers.

      This helps you in saving time and resources which otherwise would’ve been spent on hiring dedicated technical help.

      It also allows you to use ‘custom object’ if you want a more sophisticated approach, i.e. crafting a CRM that is intuitive and flexible to suit your business needs and allows you to import third-party data effortlessly.

      hubspot vs zoho crm testimonial

      [Source]

      Zoho CRM, on the other hand, has a complex set-up process and requires constant maintenance to avoid major risks.

      The programming has been reported by some users as glitchy and has a longer response time from the support team to resolve it.

      3. HubSpot vs Microsoft Dynamics 365

      HubSpot’s Sales Hub (built within the all-in-one platform of HubSpot) provides you with features such as CPQ tools, sales engagement software, sales analytics, etc.

      The tools are easily adoptable by the sales reps which in turn helps in improving the customer data quality.

      Its robust automation and reporting features provide you with high-quality data for determining your overall business performance.

      hubspot vs microsoft dynamics 365 testimonial

      [Source]

      Microsoft Dynamics 365 is a feature-rich sales CRM system that is adept with many customization capabilities and contextual insights with robust reporting. But, the customizations can be complex and require training or custom coding before implementation.

      4. HubSpot vs Pipedrive

      HubSpot is an all-rounder CRM platform with a higher reporting capability. It makes it simple for you to create a wide range of reports, customize your dashboards, and get insights from the entire sales cycle.

      It also allows you to create comprehensive dashboards where the marketing and service teams can also access the buyer’s journey involving leads, conversions, etc. HubSpot offers 3 dashboards, each with 10 reports in its free plan.

      hubspot vs pipedrive testimonial

      [Source]

      Pipedrive is a sales-driven CRM platform that provides you with dashboards where you can view the performance of your sales team.

      These dashboards can be customized if you need to view additional data on your sales pipeline. But these custom fields and reports are limited to higher plans in Pipedrive.

      Final Words

      Only you can evaluate if HubSpot is the best CRM system for you as it depends on these metrics: the nature of your business, your marketing goals, and the way you currently run your business.

      Given the features that HubSpot has to offer as well as its higher-than-average pricing, HubSpot might not be the CRM platform for every company.

      That being said, if you’re a well-established B2B business looking for an all-purpose CRM system that can handle tasks including lead generation, lead management and follow-up, marketing, and content management, HubSpot could just be the CRM choice for you.

      If you own a small to medium-sized business, its lower-tier plans might not offer you all the CRM features you need and the expensive paid plans could be an overkill CRM platform for you.

      Let us know in the comments below how this HubSpot CRM review article helps you.

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