Pipedrive vs HubSpot: Which One Should You Choose in 2022?

Sales teams everywhere are looking for the best sales management software to manage their sales pipeline and close more deals. 

Pipedrive and HubSpot are two of the most popular options on the market, but which one is right for you?

Pipedrive is a great tool for salespeople across all industries. It helps improve communication and drives more deals and leads. 

HubSpot is also a powerful sales software tool that helps teams close more deals, deepen relationships, and manage their pipeline more effectively.

My name is Kate, and in this article, I compare Pipedrive vs HubSpot based on features, pricing, pros, and cons.

Pipedrive vs HubSpot Overview

• They both offer a free trial.

• Both offer integrations.

• Pipedrive is used by 100,000 customers, while HubSpot is used by 56,000 customers.

Ease of Use

Pipedrive has 4.6 stars on Capterra, while HubSpot falls a little behind at 4.4 stars.

What Is Pipedrive?

Pipedrive is a sales customer relationship management tool created by salespeople that helps salespeople prioritize deals, track performance, and predict revenue.

Best Features of PipeDrive

1. Pipeline and Deals Management

Pipedrive helps you manage your sales pipelines and deals so you can prioritize and close more deals.

The software gives you a clear overview of your sales process so you can see where deals are stuck and take action to move them forward.

Pipedrive also allows you to create custom deal stages so you can track your progress and measure your success.

2. Automations

Pipedrive’s automation features help teams save time so they can focus on selling.

Automate repetitive tasks such as sending follow-up emails, scheduling meetings, moving deals to a specific stage, sending a Slack message, and updating contact information.

The workflow automation feature is available to Advanced, Professional, and Enterprise plan users, and only admin users may create workflows unless that permission has been enabled for other users’ permission set in the company Pipedrive account.

3. Customer Relationship Management feature

Pipedrive’s CRM features help sales teams manage their relationships with customers and keep track of customer interactions.

The CRM features include a contact management system, a deal tracking system, and a communication tool.

The contact management system allows sales teams to add and manage contacts, companies, deals, notes, and files in one place.

The deal tracking system helps sales teams track the progress of deals so they can prioritize and close more deals.

The communication tool allows sales teams to communicate with customers and prospects through Pipedrive’s Inbox feature.

Inbox is available to Advanced, Professional, and Enterprise plan users.

4. Customization

Pipedrive is a highly-customizable CRM that allows you to customize sales stages, email templates, documents proposal/quotes, dashboards, reports, fields, etc.

5. Email and Communications

This functionality aids your sales team in staying in touch with potential clients, engaging with them more effectively, increasing trust and brand recognition, and starting contact with leads at the ideal moment for them to take action rather than a minute too soon.

It includes tracking features such as contact management, email inbox, scheduler, caller, smart docs, etc.

6. Insights and Reports

Insight reports give sales managers a clear understanding of how their team is performing.

Managers can see how many deals are in progress, what the conversion rate is, and how much money is being billed each month. Insights also show managers which products are selling best and which ones aren’t.

This data can help managers optimize their sales process by adjusting their pitch or product mix.

They can also use insights to see which members of their team are performing well and which ones need more help.

Sales reports show sales reps how they are performing relative to their goals.

Managers can set targets for each rep based on past performance, industry averages, or some other metric.

Reports also show reps what products are selling well and which ones aren’t.

This information can help reps adjust their pitch or product mix. They can also use reports to see where they need to improve in order to meet their goals.

7. Third-party Integrations

There could be some functionalities that are not available in Pipedrive.

To solve this, Pipedrive allows sales teams to connect all of their favorite applications to sync business data across their whole revenue cycle.

You can find multiple categories of third-party integrations including:

• Accounting & invoicing

• Analytics

• Bots & messaging

• Contacts & calendar sync

• Email marketing

• Marketing automation

• Proposals & contracts

• Video calls

• Web forms & surveys

8. LeadBooster (Add-on)

Conversion rates and pipelines can be boosted with LeadBooster.

9. Privacy and Security

Pipedrive’s privacy and security features are top-notch. Your data is encrypted in transit and at rest, so you can be sure that your information is safe.

Even better, you can control who has access to your data and what they can see.

For example, you can give certain team members access to specific deals or customers. This way, you can keep your confidential information safe while still collaborating with your team.

In addition, Pipedrive’s privacy and security features are always being updated to ensure that your data is protected against new threats.

As a result, you can be confident that your information is safe when you use Pipedrive.

Pipedrive Pricing

Pipedrive offers a free 14-day trial and four paid plans:

Essential Plan: $14.90/per user per month if billed annually.

• Lead, deal, calendar, and pipeline management.

• Simple data import and easy customization.

• 24/7 support and 300+ integrations.

Advanced Plan: $24.90/per user per month if billed annually.

What the Essential Plan includes plus:

• Full email sync with templates and scheduling.

• Group emailing plus open and click tracking.

• Workflow builder with triggered automations.

Professional Plan: $49.90/per user per month if billed annually.

What the Advanced Plan includes plus:

• One-click calling and call tracking

• Create, manage, and eSign documents and contracts

• Revenue projections, forecasts, and enhanced custom reporting

Enterprise Plan: $99.00/per user per month if billed annually.

What the Professional Plan includes plus:

• Unlimited user permission and visibility settings

• Additional and heightened security preferences

• Implementation program and phone support

• No feature usage limits

Pipedrive Pros and Cons

What I like about Pipedrive

• It’s a web-based sales CRM.

• Simple to use and configure.

• Pipedrive Academy offers CRM training courses and videos to help you increase your CRM and sales competence through both fast and in-depth tutorials.

• True 24/7 support is available with all plans.

What I don’t like about Pipedrive

• Pipedrive is focused on sales management so if you want marketing teams to use it, the app isn’t the right fit.

What Is HubSpot Sales Hub?

HubSpot Sales Hub is a powerful sales software tool that helps teams close more deals, deepen relationships, and manage their pipeline more effectively — all on one easy-to-use platform.

Best Features of HubSpot

1. Email Templates

Email templates are a godsend for sales teams. They save time by allowing you to quickly personalize and send high-performing emails.

And with HubSpot Sales Hub, it’s easy to create and share templates with your team.

Just select the best-performing email from your CRM, add some data, and hit send. Your team will be thanking you for making their lives easier.

2. Email Tracking

This feature allows you to keep track of your leads and customers. With email tracking, you can see when someone opens an email, clicks a link, or unsubscribes from your list.

This information is valuable because it allows you to follow up with leads at the right time and close deals faster. Email tracking also eliminates the guesswork involved in sales.

You can see exactly what interests your customers and what doesn’t. As a result, you can tailor your sales pitches to each customer’s specific needs.

3. Conversation Intelligence

If you’re like most sales professionals, you understand the importance of good customer service.

After all, happy customers are more likely to buy from you again and recommend your products or services to others.

But what about your internal customers? The people on your sales team who use HubSpot Sales Hub day in and day out?

As a manager, you understand the importance of coaching and developing your team.

Wouldn’t it be great if there was a way to automatically capture details from every call, so you could uncover the ‘why’ behind your team performance?

Well, now there is with Conversation Intelligence. With this powerful tool, you can get AI-powered insights that will help you unlock coaching opportunities and take your team’s performance to the next level.

4. Sales Automation

If you’re looking for a way to automate your sales process but still keep that personal touch, HubSpot is a great option.

It allows you to establish a schedule of personalized emails with follow-up tasks, so that your potential customer always has you in mind.

Plus, with the ability to track your prospects’ activity and engagement, you’ll always know where they are in the sales cycle so you can adjust your approach accordingly.

By using this tool, you can easily set up your sales process automation and start reaping the benefits of a more efficient sales team.

5. Live Chat

This feature allows you to connect directly with prospects when they’re actively engaged with your website.

This way, you can build trust and establish lasting relationships with them. By routing chat conversations to the appropriate salesperson, they can then create stronger relationships and pitch more deals.

6. Pipeline Management

Stop missing out on great opportunities. With just one click, you can add deals and sales to your pipeline dashboards.

Tasks can be assigned easily, and progress is trackable so that you always know where you stand.

You can manage your sales pipelines and ensure that nothing falls through the cracks.

By adding deals with a single click and assigning tasks to team members, you can keep track of progress and make sales pipeline management easy.

With sales pipeline management on HubSpot Sales Hub, you can close more deals and grow your business.

7. Account-Based Marketing

If you’re looking for a way to help sales work closely and efficiently with your marketing team, then HubSpot is a great option.

With its intuitive and fast account-based marketing tools, you can easily create seamless buying experiences for your most valuable accounts.

You can use workflow templates to define ideal customer profiles and identify target accounts that are a good fit.

And with AI-powered recommendations, you can be sure that you’re always on top of your leads.

Plus, all of this is within a CRM that already holds your existing customers and qualified leads, so you don’t have to worry about losing important contact information.

The new tools for account-based marketing from HubSpot are now available in Marketing Hub Professional and Sales Hub Professional.

The majority of new ABM tools are shared between Marketing Hub and Sales Hub so that teams can work more efficiently together.

8. Sales Forecasting

Sales forecasting is a technique that uses sales data from the past to predict sales in the future.

The sales forecast is based on sales data, market trends, and other factors.

The sales forecast is important because it helps businesses plan for the future and make decisions about sales, marketing, and product development.

Sales Hub makes sales forecasting easy by providing a total view or running view of how your sales goal has changed over time.

You can see the likelihood of reaching your sales goal for the month or quarter, and you can adjust your forecast accordingly.

HubSpot Pricing

HubSpot offers a free plan that includes their famously free CRM and three paid plans that are scalable: Starter, professional, and enterprise plans.

Starter Plan: $45/per month if billed annually.

• 2 paid users included. $23/month per additional user.

• Free tools and removing HubSpot branding

  • Conversation routing

  • Multiple currencies

  • Stripe integration

  • Email and in-app chat support

Professional: $450/per month if billed annually.

• 5 paid users included. $90/month per additional user.

• Starter plan plus:

  • Sales Analytics

  • Sales automation

  • Custom reporting

  • Forecasting

  • 1:1 video messaging

  • Smart send times

  • ABM tools and automation

  • eSignature

  • Phone support

Enterprise plan: $1200/per month if billed annually.

• 10 paid users included. $120/month per additional user.

• Professional plan plus:

• Custom objects

• Sandboxes

• Advanced administrative permissions

• Playbooks

• Conversation intelligence

• Predictive lead scoring

HubSpot Pros and Cons

What I like about HubSpot Sales Hub

• It’s not just a sales hub. You can add a marketing hub too, so sales and marketing teams can work smoothly together.

• It’s easy to integrate it with 3rd party applications like LinkedIn.

• Includes easy-to-use tracking tools to report how your sales team is doing.

What I don’t like about HubSpot Sales Hub

• More expensive than other sales management software tools on the market if you need more than what the free plan offers.

• It requires a technical person to implement it.

Why Should I Use Pipedrive?

1. Your business needs to stick to a strict budget as it grows.

Pipedrive is a great choice for sales teams who need to control their budget as they scale.

Pipedrive’s price per user is much lower ($14.90-$99 vs $50-$1,200 for Hubspot)), and it offers:

• Unlimited sales pipelines.

• Unlimited contacts.

• Unlimited custom fields.

2. Simple and intuitive interface plus the features your sales team needs

Pipedrive is a great choice for sales teams who need a sales CRM that’s easy to use. The software is designed to be simple and intuitive, so you can get up and running quickly.

Why pay for features you’ll never use? Pipedrive keeps things simple, so your sales agents can focus on selling and customer relationship building.

3. 24/7 Support in English

Their response time is only two minutes, so you won’t have to wait for an issue to be resolved again.

Pipedrive offers English & Portuguese 24/7 support and multi-language support (German, French, and Spanish) from Monday to Friday.

4. Superb Mobile App

Pipedrive has one of the best mobile apps for sales on the market. Users give the iOS app a 4.8 rating and the Android one a 4.4, making it safe to say that they’re satisfied with their experience.

Why Should I Choose HubSpot?

1. You are a small business or an entrepreneur.

If you are a small business or an entrepreneur, chances are you want to start with free software that is scalable.

2. You want teams other than sales to use the software.

If you want a sales CRM that can be used by teams other than sales, HubSpot is a great choice.

Have you or your sales team wasted time because marketing and support are using a different system? HubSpot CRM offers features for sales, marketing, and support teams, so everyone can stay on the same page.

HubSpot also offers a free plan for small businesses or entrepreneurs who want to start with free software that is scalable.

If you’re not sure if HubSpot is the right CRM for your company, you can sign up for a free trial to test it out.

3. HubSpot’s Free CRM.

HubSpot offers a free but scalable CRM that will help your business focus on the following areas:

• Sales pipeline management.

• Tracking customer interactions.

• Automating repetitive tasks.

• Managing contacts across all channels with a single piece of software.

With HubSpot you can also create custom reports and dashboards, so you can get the insights you need to make better decisions for your business.

Pipedrive and HubSpot Alternatives

There are many other sales management software tools on the market, including:

• Salesforce Sales Cloud

• Monday
• Freshsales

• Zoho CRM

You can read more here about the best sales management software tools I reviewed in a previous post.

Frequently Asked Questions

1. Is HubSpot better than Pipedrive?

Both HubSpot and Pipedrive are powerful sales process automation tools.

The first step to deciding which one you should use is to get a clear idea of what your business needs are and which areas for improvement in your organization.

2. Is Pipedrive good for marketing?

Pipedrive focuses on improving sales processes by using automation and on managing the sales pipeline efficiently.

On the other hand, HubSpot doesn’t only focus on the sales aspect of the organization.

It also includes a marketing hub, a Service Hub, and an Operations Hub, so that other teams in the organization can smoothly work with their sales team.

Verdict – Pipedrive vs HubSpot

Pipedrive is a much simpler platform than HubSpot, and it has all of the features you need to sell effectively.

The interface is elegant and easy to use, and the support is more accessible than HubSpot’s. Pipedrive also costs less than HubSpot.

Overall, I prefer Pipedrive over HubSpot for its simplicity and affordability.

However, the final decision depends on what type of business you have and what your needs are.

Remember that both Pipedrive and HubSpot offer many functionalities that can help you and your team close more deals.