Salesforce or HubSpot? Are you also confused between the two?

Umm, how about both?

Both Salesforce and HubSpot have long been two of the most popular CRM systems. Using both of them together would indeed offer the best of both worlds, CRM and marketing automation.

Understand the integration/combination through this example, it's like an IOS app development company focusing on extending its horizon by offering android app building too. This approach would increase their revenue and showcase them as more experienced in the app development sector.

So, let's say you are planning to play with the big sharks. But, before you jump the gun and get started with HubSpot Salesforce Integrations, have a look at what it means to integrate two of the most powerful CRMs.

What is HubSpot Salesforce Integration?

HubSpot Salesforce integration is basically a way to increase the sales and marketing team's efficiency and effectiveness by using a combined/integrated version of the two well-known marketing and sales platforms.

You are thinking of trying HubSpot Salesforce Integration to skyrocket your sales. But you are not sure about the best strategies or how to operate it effectively. Is it is scaring you?

Well, dont worry!

Once you go through this blog, you'll have a complete idea about why you should go for HubSpot and Salesforce integration? What are the benefits of HubSpot? What are the benefits of Salesforce or CRMs? And what are the best practices that you can utilize to effectively manage your HubSpot Salesforce integration while doubling your sales and running your business like a pro!

Let's start by learning the benefits of each platform individually. 

What are the Benefits of each Platform?

Let's explore the benefits of both the platforms.


HubSpot is an inbound marketing platform. It supports inbound marketing campaigns and makes them more efficient and effective.

The following are some of the benefits of HubSpot:

  • You have a lot of top-notch marketing tools at your disposal.
  • You can collect key metrics/data and track it meticulously to capitalize on performance gaps.
  • HubSpot is all about making their products user-friendly, so yes, this specific tool is also user-friendly.
  • Give you access to a vast collection of resources, educational content, blogs, and videos. 
  • Built-in automation features that support scheduling and social media marketing.
  • Over 200 powerful and effective integrations.


You can manage your customer's data with a customer relationship management system or CRM. It is hyper-focused on customer retention, and ultimately it drives sales and growth. 

With data analysis, the history of your customers is saved and stored to improve business relationships. However, HubSpot has its own best in class CRM. This CRM is also packed with some of the best features that make the job easier for sales teams.

The following are some advantages of using a Salesforce (CRM):

  • Improves internal communication. 
  • Increases sales by 29%.
  • Improves analytical data and reporting.
  • Improves productivity by 34%.
  • It becomes easier to track marketing efforts and gaps.
  • You get the option of easily interacting with customers.
  • You can store customer data easily and make it easier for the in-house team to access necessary information when needed.

Prefer reading- HubSpot vs Salesforce: In-depth comparison to make an easy decision

Advantages of using HubSpot Salesforce Integrations

Bringing the two platforms together allow users to reap the benefits of both of the platforms. 

Promoting and leveraging the seamless passage of data between HubSpot and Salesforce, you can maintain workflow consistency and get your marketing team to perform even more.

It brings the two platforms together, allowing users to reap the benefits of HubSpot's highly-regarded inbound platform while promoting the seamless passage of data between HubSpot and Salesforce, thus maintaining consistency between your marketing and sales teams.

You can leverage both of the platforms integrated into one another to get optimum results. Extremely complicated sales processes can be automated using HubSpot Salesforce Integration. 

This integration is more like your marketing and sales team working together to achieve your brand goals.

Both of the platforms have identical features and audiences; however, they serve a different purpose. 

HubSpot CRM mainly works to enhance an organization's sales and marketing software. Salesforce's CRM builds a platform where its core apps, integrations, and features can interact.

Some of the benefits of HubSpot Salesforce Integration are the following:

  • Streamline leads and contacts and make the process of handling customer queries easier and more convincing.
  • You can leverage the highly resourceful data from HubSpot and improve your marketing and management skills.
  • Give your full control and pipeline visibility.
  • You can assign contacts to specific Salesforce campaigns.

With the advantages and benefits out of the way, let me tell you some best practices to leverage HubSpot Salesforce Integration to increase your sales team's efficiency and effectiveness. 

Best Practices to leverage HubSpot Salesforce Integration

You can follow these practices to leverage HubSpot Salesforce Integration.

Learn your Sales Process

Learning your sales process is extremely crucial. You should know the ins and outs of your sales process. 

By understanding and learning your sales process – you'll know what you need to capture in your HubSpot. Or what type of information needs to be passed over to Salesforce?

I recommend you start refining information by outlining the data you want about your customers.  

If you are opting for prospecting calls, you can simply pass down leads and the query.

You need to qualify these leads to ensure that your processes are well defined and based on quality metrics.

Digging deep into the information will help you ensure that you are refining the leads even more. 

You'll be solving the buyer journey and creating the proper fields in advance of setting up the integration.

Briefly researching and studying your audience's data will help your leverage the integration extremely easily and effectively.

Don't sync too Often

Do you want your CRM to be cluttered? No? then don't opt for sync too often. 

Having complete sync sometimes makes sense. 

But suppose you are continuously syncing and saving every tiny bit of information on your CRM. In that case, your CRM will become cluttered and filled with unprocessed/arranged data.

I have incorporated this into the list because it is pretty important not to sync your data. 

In the first best practice, we told you to refine and store your data in a well-mannered way. 

If you keep syncing data very often, your sales team will hunt for unnurtured or irrelevant leads, resulting in a loss of time and productivity.

Creating and arranging all the essential elements and keeping truly qualified leads separate – you'll ensure that your Salesforce integration is running smoothly.

Also, suppose you think that you can sync your data every now and then and afterward. In that case, you can delete the irrelevant or unqualified activities from my Salesforce? 

Well, this would not be an easy task. 

However, let's focus on the positivity here and let me guide you to a better way to do this.

You can decide a lead score through which you can include/keep the extremely valuable leads. 

This way, you'll have peace of mind that the overpopulated data in your database are the best SQLs. Meanwhile, there are a lot of other leads that are being fostered.

Leverage the hidden Fields

Have you ever heard of better lead data? A new lead data that doesn't even have to submit a form. 

Now that is an even better lead data in my perspective!

There are certain hidden fields in HubSpot forms that you can put to use. 

By implementing these hidden fields, you can easily extract your prospects' information through Salesforce without them even knowing that they gave you the information.

You can also get a little innovative by setting different fields like lead source, buyer's journey/life cycle, or easily assigning a lead owner.

These hidden fields can also help segmentation and streamline the internal processes by reducing the work on creating compelling conversion funnels to extract the user's data.

Hear this example out to understand more about all of this. Assume you have a multiple BOFU (bottom-of-the-funnel) forms. Add a hidden checkbox field that is checked by default and denote a BOFU form fill.

Now you can easily spin up the list in either HubSpot or Salesforce by using a single field. 

You'll have your data, and the need to create smart lists with hundreds of forms feeding them would be minimized.

Learn more about the Leads Contacts & Accounts in Salesforce

Learning is an essential part of the overall effort to create a perfect combination of both platforms. 

Knowing your salesforce platforms will enable you to understand how things work out and how you can manage everything in a stress-free manner. 

By learning and understanding the HubSpot Salesforce Platform – you will easily leverage the integrated perform and use it to more effectively manage and keep track and records of your customers while minimizing confusion down the line.

Some very basic fundamentals will help you understand the difference between leads, contacts, and accounts in Salesforce.

The trick is that the records' fields are extremely similar, and they will even have the same values. Still, sometimes the actual field names will differ, and that, my friend, is something you should understand.

Moreover, when you are setting up lead mapping, you need to take notes of the leads and contacts mapped in the contact field mapping. 

Only the account fields will be mapped under the company field mapping section. The setup is exactly the same; however, the only part that differs is integration.

Paying close attention, validating the information uploaded on your Salesforce, and evaluating the information and its record type will help you easily scale the information you have processed while maintaining the segment records accurately.

Over to You

Phew! That was some technical stuff we just discussed. 

Well, that's all for now. I hope the above-mentioned best practices will help you manage and scale your HubSpot Salesforce integration more easily.

The digital realm has evolved. Today, it has become extremely important to deliver a ground-breaking and unique buying experience to your customers.

Several organizations have skipped adapting to the latest technologies and tools that were out there to improve performance and sales.

It became hassle-full for such organizations to manage their processes. They failed due to ignoring their prospect's consumer behavior.

Leveraging the best tools and technology these days are the key to your business's success. 

You have to understand that you have to provide a rich and resourceful user experience to your customers.

Unleash the top-notch intelligence in your organization to get your sales team to act more effectively.

Applying an integrated marketing solution as the HubSpot Salesforce Integration in your organization will help you align your marketing goals with your sales processes. 

This alignment will result in a more rich and more favorable experience for your audience and your brand.

Keep these four tips in mind when setting up your HubSpot Salesforce integration, and you'll be leveraging a highly advanced sales-oriented solution in no time.

For more in-depth tutorials on HubSpot-Salesforce Integration talk to our team of HubSpot experts.

Frequently Asked Questions

HubSpot's integration with Salesforce allows for seamless lead management. When new contacts are created in HubSpot, they can be automatically generated as new leads in Salesforce. If these leads lack a value in the “Company” field, they can be easily converted into “Person” accounts in Salesforce. However, if the “Company” field has data, then the leads are converted into “Business” accounts. This integration streamlines the process, ensuring that leads are appropriately categorized within Salesforce based on their Company field status.

HubSpot's integration with Salesforce allows for seamless lead management. When new contacts are created in HubSpot, they can be automatically generated as new leads in Salesforce. If these leads lack a value in the “Company” field, they can be easily converted into “Person” accounts in Salesforce. However, if the “Company” field has data, then the leads are converted into “Business” accounts. This integration streamlines the process, ensuring that leads are appropriately categorized within Salesforce based on their Company field status.

To make Salesforce and HubSpot work together smoothly, you can sync activities like tasks and events. First, go to your HubSpot account and click on the Marketplace icon. Then, select the Activities tab. In the Timeline section, find the event you want to sync and switch it on to link it with a Salesforce task. This way, both platforms will be updated with the same information, making it easier to keep track of your tasks and events across Salesforce and HubSpot.

To transfer data from Salesforce to HubSpot, follow these steps: First, go to the upper right corner and click on “Import.” Then, click on “Start an import.” After that, choose “Integrations” and then “Salesforce records,” and click “Next.” Now, pick the specific Salesforce object you wish to import, like Leads, Contacts, Accounts, etc. That's it! You've successfully initiated the data transfer process. Remember, each step helps you select and move specific types of information from Salesforce to HubSpot. This way, you can manage your data efficiently in both platforms.