HubSpot vs Freshsales: A CRM Comparison for Sales Teams [2025]

If you’re trying to decide between HubSpot and Freshsales for your sales team, you’ll want to dig deeper than a surface-level CRM comparison. Both products have changed significantly in 2025 and understanding their core differences in providing effective and affordable CRM solutions will help you make an informed decision that will improve your sales performance and increase team productivity.

This comparison is based on hands-on testing and real-world use to help sales leaders choose the right CRM for their specific needs. We’ll compare how each product manages key sales workflows, marketing automation, and customer relationship management features, with a close look at how they integrate with your existing sales stack. Freshsales CRM is a cloud-based, user-friendly CRM that offers effective automation features to streamline sales workflows and encourage team collaboration.

Quick Decision Guide

Before we get into the features and functionality, here’s a high-level overview of what to consider when deciding between HubSpot and Freshsales. In this ‘Freshsales vs HubSpot’ comparison, we’ll highlight the strengths and weaknesses of each CRM to help you decide which is best for your team:

Choose HubSpot if:

• You need a marketing automation platform in addition to your CRM

• You want a wide range of integrations via the HubSpot app marketplace

• You plan to scale your sales operations significantly in the next 12-24 months

• You need advanced customization options for your sales workflows

• You have the budget and resources for a more complex implementation

• You are looking for a free plan to start without financial commitment

Choose Freshsales if:

• You want AI-powered sales features and automation

• You need a more affordable option with flexible pricing

• You want a faster implementation and easier onboarding

• You require robust out-of-the-box customer support

• You’re primarily focused on sales and don’t need marketing automation

Core CRM Capabilities: Feature-by-Feature Comparison

Sales Pipeline Management

HubSpot's visual sales pipeline is highly customizable, which is beneficial for complex B2B sales cycles. You can create multiple pipelines with custom fields and automation rules, making it a good fit for companies with multiple product lines or segments.

Freshsales takes a more simplified approach to pipeline management, leveraging AI-powered insights to help sales reps focus on the most important deals. Their visual sales pipeline includes activity tracking and instant alerts to help teams move deals quickly.

Key pipeline feature differences:

HubSpot:

• More customizable deal stages

• Better support for complex, multi-touch sales cycles

• Tighter integration with marketing workflows

• More advanced reporting across multiple pipelines

Freshsales:

• Easier-to-use visual pipeline

• AI-powered deal recommendations

• Faster setup and config

• Improved real-time alert system

Contact Management and Lead Scoring

Both products offer advanced contact management features, but they approach lead scoring and customer tracking differently. HubSpot's contact activity tools offer detailed insight into prospect engagement across marketing and sales touchpoints, while Freshsales CRM uses AI-powered lead scoring and contact management to automatically qualify top prospects.

One key difference in contact management is how each product handles contact timelines and engagement tracking:

HubSpot ties contact data into its entire platform, providing a unified view of customer interactions from marketing touchpoints to sales workflows. The contact timeline includes website visits, email engagement, and sales activity data, which is beneficial for companies with long sales cycles and complex buyer journeys.

Freshsales focuses on automated contact enrichment and lead scoring via Freddy AI, which analyzes behavior and prediction likelihood to help sales teams qualify top prospects quickly.

Marketing Automation Capabilities

This is where HubSpot CRM and Freshsales differ significantly. HubSpot is known for its robust marketing automation features, while Freshsales offers limited marketing automation capabilities. If marketing automation is a top priority, HubSpot CRM includes:

• Advanced email marketing with detailed segmentation options

• A landing page builder with A/B testing

• Robust workflow automation for marketing and sales

• An integrated content management system

• Social media marketing tools

Freshsales offers limited marketing automation features, including:

• Basic email marketing

• Essential landing page creation

• Automated lead nurturing workflows

• Integration with third-party marketing apps

• SMS marketing

This is because HubSpot is designed as an all-in-one marketing and sales platform, while Freshsales is a sales-focused CRM with basic marketing tools.

Sales Automation and Productivity Tools

Both products offer sales automation features, but they approach automation differently:

HubSpot's sales automation is centered around workflow automation, which is managed through their visual pipeline. You can create custom workflows with automation rules and triggers to streamline sales processes and move deals through your pipeline. While HubSpot offers some productivity tools, such as a sales dashboard and performance reporting, they are limited compared to Freshsales.

Freshsales includes:

• AI-powered email writing assistant

• Automated lead assignment and routing

• One-click phone dialing with recording

• Smart workflow automation

• Automated activity tracking

The main difference is in automation approach: HubSpot offers more advanced automation rules, but requires more setup and configuration. Freshsales provides more automated features out-of-the-box, with AI-powered assistance to help you stay on top of sales activities.

If you're evaluating whether HubSpot is the right CRM for your team, explore how it compares to Insightly in our article: HubSpot vs. Insightly.

Pricing and ROI Analysis

When comparing Freshsales vs HubSpot, it's common to evaluate CRM platforms based on features, pricing, and integrations.

To calculate the true cost of a HubSpot or Freshsales CRM implementation, we need to look beyond the surface-level pricing plans. Here's a breakdown of the total investment and potential return on investment for each platform.

HubSpot Pricing Structure

HubSpot's pricing is based on its "Hubs" (Sales Hub, Marketing Hub, Service Hub). The basic CRM is free, but to access essential sales tools, you'll need to invest in the Sales Hub:

Starter Sales Hub: $50/user/month (paid annually)

• Email tracking and notifications

• Meeting scheduling

• Basic reporting

• Up to 1,000 marketing contacts

Professional Plan ($100/month/user)

• Sales automation

• Advanced reporting

• Custom fields

• Predictive lead scoring

• Up to 2,000 marketing contacts

Enterprise Plan ($150/month/user)

• Advanced permissions

• Dedicated phone support

• Custom objects

• Advanced team management

• Up to 10,000 marketing contacts

Additional costs to consider:

• Contact tier upgrades

• Implementation and training

• Third-party integrations

Freshsales Pricing Structure

Freshsales pricing is more straightforward with per-user pricing and no minimum user requirements:

• Contact management

• Basic email marketing

• Mobile app access

• Limited phone support

Growth Plan ($11/user/month)

• AI-powered contact scoring

• Visual sales pipeline

• Basic workflow automation

• WhatsApp integration

Pro Plan ($47/user/month)

• Advanced workflow automation

• AI-powered insights

• Sales forecasting

• Multiple sales pipelines

Enterprise Plan ($71/user/month)

• Custom modules

• Advanced customization

• AI-powered forecasting

• Dedicated account manager

Additional perks:

• No minimum user requirements

• Included phone support on all plans

• Built-in AI features at no additional cost

• Free data migration assistance

Integration Capabilities and Ecosystem

The ability to integrate with your existing technology stack is crucial for CRM effectiveness. Both platforms approach integration differently:

HubSpot Integration Ecosystem

HubSpot's app marketplace has grown into a robust ecosystem of business software. Primary integration categories include:

Native Integrations

The HubSpot app marketplace offers over 1,000 pre-built integrations, with strong connections to:

• Marketing automation tools

• Website tools and landing page builders

• Customer service tools

• SMS service providers

• Sales productivity apps

API and Custom Development

HubSpot offers a robust API for custom integration development. However, this typically requires technical knowledge or dedicated developer resources. HubSpot supports:

• API integrations

• Custom development

• Native mobile app development

• REST API access

• Webhook implementations

• Limited custom app development

• Extensive documentation and support

Freshsales Integration Capabilities

Freshsales CRM has a more limited set of integrations, focusing on essential business apps and communication platforms:

Core Integrations

• Native Freshworks suite apps

• Google Workspace and Microsoft 365

• Popular communication apps

• Essential marketing apps

• Customer support apps

API Access

Freshsales offers API access for custom development, but its development ecosystem is less robust than HubSpot's. You can access:

• REST API functionality

• Basic webhook support

• Limited custom development

User Experience and Implementation

HubSpot CRM User Experience

HubSpot's interface is functional and well-organized, but it can be overwhelming for new users due to its robust feature set.

Pros:

• Logical feature and tool organization

• Consistent across all Hubs

• Highly customizable

• Comprehensive documentation and training resources

Cons:

• Overwhelming for new users

• Requires significant setup

• May need dedicated admin time

• Training required for advanced features

Freshsales User Experience

Freshsales CRM focuses on simplicity and immediacy with its intuitive interface and fast implementation. This makes it a great fit for teams that value efficiency.

Pros:

• Clean and intuitive interface

• Minimal setup

• AI-powered feature discovery

• Mobile-first design

Cons:

• Limited advanced customization options

• Some features may be too basic for power users

• Fewer advanced workflow automation options

• Integration limitations

Advanced Features and AI Capabilities

HubSpot's AI Implementation

HubSpot has woven AI throughout its platform, focusing on predictive analytics and automation:

Sales Intelligence Features

HubSpot's predictive analytics engine analyzes historical data to provide insights about:

• Deal close probability

• Customer churn risk

• Lead scoring accuracy

• Revenue forecasting

• Account engagement

Forecastio Integration

HubSpot's sales intelligence features are most powerful when combined with Forecastio for sales forecasting and pipeline management. This provides sales leaders with the visibility needed to adjust resources and strategy accordingly.

Freshsales AI Capabilities (Freddy AI)

Freshsales CRM focuses Freddy AI on day-to-day sales activities, using AI to assist with sales workflows and provide insights.

Freddy AI assists sales teams with:

• Automated email composition

• Next-best-action recommendations

• Deal insights and suggestions

• Contact enrichment

• Conversation analysis

The AI implementation in Freshsales focuses more on immediate task automation and sales productivity enhancement, making it particularly effective for teams seeking quick efficiency gains.

Migration and Implementation Considerations

The success of a CRM transition often depends on careful planning and execution. Here's what sales leaders need to consider when migrating to either platform:

HubSpot Migration Process

HubSpot's implementation process can be complex and time-consuming, requiring significant setup and customization. Here's what sales leaders should expect:

• Implementation timeline: 1-3 months

• Setup and configuration: Primary admin will need to set up and configure the platform, which can take several weeks to a few months.

• Customization: HubSpot offers a wide range of customization options, which can add to implementation time.

• Training: HubSpot provides extensive training resources and webinars, but sales leaders should plan for dedicated training time.

• Data migration: HubSpot offers data migration assistance, but this can add to implementation time and cost.

Freshsales Migration Approach

Freshsales CRM takes a more straightforward approach with migration, offering dedicated support and tools:

Migration Tools and Support

• Free migration assistance

• Direct data import

• Simplified field mapping

• Basic workflow transfer

• Quick-start templates

The migration process is relatively quick, taking anywhere from a few days to a few weeks, depending on data complexity and size. Freshsales assists with:

• Custom object and field migration

• Workflow automation transfer

• Historical customer data

• Marketing assets and content

• Integration configurations

Industry-Specific Considerations

Various industries have unique needs and priorities when it comes to CRM implementation:

B2B Software Companies

• HubSpot is better suited for complex sales cycles with multiple touchpoints

• Tighter integration with marketing automation platforms

• More advanced lead nurturing and scoring

Professional Services

• Freshsales is better for project-based sales teams

• More intuitive client relationship management

• Better fit for service-based business models

Enterprise Sales

• HubSpot is better suited for complex organizational structures

• More advanced territory management

• Robust reporting and analytics

Making the Final Decision: A Framework for Sales Leaders

To make an informed decision between HubSpot and Freshsales, consider these key factors:

Immediate Business Needs

Assess your current state:

• Sales team size and structure

• Integration requirements with existing tech stack

• Budget constraints

• Implementation timeline

• Desired customization level

Future Growth Considerations

Plan for future growth:

• Projected team growth

• Expanding into new markets

• Evolving feature requirements

• Long-term automation needs

• Data scalability requirements

Resource Availability

Evaluate your implementation resources:

• Technical expertise available

• Training resources

• Implementation timeline

• Budget for additional tools

• Support requirements

Final Recommendations

Choose HubSpot if you:

• Need advanced marketing automation features

• Have complex sales processes requiring detailed customization

• Plan significant scaling in the next 12-24 months

• Have the budget and resources for comprehensive implementation

• Require advanced reporting and analytics

Choose Freshsales if you:

• Want faster implementation and quicker time to value

• Need strong AI-powered sales features out of the box

• Have budget constraints but require core CRM functionality

• Prefer simplified user experience and adoption

• Require immediate productivity improvements

Conclusion

HubSpot and Freshsales are both powerful CRM options, but they excel in different areas. HubSpot is a great choice for marketing and sales teams that are scaling and need a robust, customizable platform. Freshsales is ideal for sales teams that need a simple, intuitive CRM that provides immediate value.

Ultimately, the right platform for your sales team doesn't depend on which one has the most features. You'll want to choose the CRM that best fits your sales organization's unique needs, resources, and growth goals. Assess your team's current state, plan for future growth, and evaluate your implementation resources before making a final decision.