What’s the Difference between HubSpot Sales Starter, Pro & Enterprise?

They say it takes money to make money but will spending money on sales tools increase your closed deals? Let’s dive into the differences between HubSpot Sales Starter, Pro & Enterprise so you can get a clear idea of what you’re getting at each subscription level. 

  Free
($0/month)
Starter
(Starting at $50/month)
Professional
(Starting at $500/month)
Enterprise
(Starting at $1,200/month)
All free CRM features orange-check pink-check blue-check black-check
1:1 Emailing from within HubSpot

orange-check
Includes HubSpot Branding

pink-check blue-check black-check
Custom properties orange-check pink-check blue-check black-check
Forms

orange-check
Limited features

pink-check blue-check
Additional features
black-check
Additional features
Form follow-up emails

orange-check

pink-check blue-check black-check
Meeting Scheduling

orange-check
1 personal meeting link, includes HubSpot branding

pink-check blue-check black-check
Live Chat

orange-check
Includes HubSpot Branding

pink-check blue-check black-check
Conversational bots orange-check
Limited features
pink-check
Limited features
blue-check
Additional features
black-check
Additional features
Shared Inbox

orange-check
1 inbox

pink-check
1 inbox
blue-check
Up to 100 inboxes
black-check
Up to 100 inboxes
Email Tracking & Notifications

orange-check
Limited to 200 notifications per month

pink-check blue-check black-check
Canned Snippets

orange-check
Up to 5 snippets

pink-check blue-check black-check
Email Templates

orange-check
Up to 5 templates

pink-check blue-check black-check
Documents

orange-check
Up to 5 documents, with HubSpot branding

pink-check blue-check black-check
Customizable Quotes

orange-check
"Customization" is limited

pink-check
Includes Stripe integration
blue-check
Also includes product library & eSignature
black-check
All features
Reporting & Dashboards

orange-check
Up to 3 dashboards, up to 10 reports each

pink-check
Up to 10 dashboards, up to 10 reports each
blue-check
Up to 25 dashboards, up to 30 reports each. Custom reports available
black-check
Up to 50 dashboards, up to 30 reports each. Custom reports available
Deal Pipelines

orange-check
1 deal pipeline

pink-check
2 deal pipelines
blue-check
Up to 15 deal pipelines
black-check
Up to 100 deal pipelines
Conversation Routing

 

pink-check blue-check black-check
Sales Automation

 

pink-check blue-check black-check
Task Scheduling & Automation

 

pink-check blue-check black-check
Stripe Payment Integration with Quotes

 

pink-check blue-check black-check
ACH Payments

 

pink-check blue-check black-check
Sales Goals

 

pink-check blue-check black-check
Multiple Currencies

 

pink-check blue-check black-check
Phone Numbers & Minutes

 

pink-check blue-check black-check
Create Sales Teams

 

  blue-check black-check
Rep Productivity Performance

 

  blue-check black-check
Forecasting

 

  blue-check black-check
Quote eSignature & Product Library

 

  blue-check black-check
Playbooks

 

  blue-check black-check
Workflow Extensions

 

  blue-check black-check
Sequences

 

  blue-check black-check
Smart Send Time

 

  blue-check black-check
Required Fields

 

  blue-check black-check
Record Customization

 

  blue-check black-check
Calculated Properties

 

  blue-check black-check
Automatic Lead Rotation

 

  blue-check black-check
1:1 Video Messaging

 

  blue-check black-check
Salesforce Integration

 

  blue-check black-check
Permission Customization & Hierarchical Teams

 

    black-check
Custom Objects

 

    black-check
Predictive Lead Scoring

 

    black-check
Single Sign0On (SSO)

 

    black-check
Recurring Revenue Tracking

 

    black-check
Log in as Another User

 

    black-check

Let's walk through these different tools so it's clear what you're getting and what you aren't with each of the different HubSpot Sales packages. 

Jump to:

What's included in the HubSpot Sales FREE accounts

Contact Management (HubSpot CRM)

HubSpot contact management CRM tools are free for all accounts. While you do get additional capabilities when you level up your service agreement, keeping on the free tool level still gives you access to powerful CRM tools that are often sufficient for your sales team. 

Further reading: Prioritizing Sales Leads by their Activity

1:1 Emailing from within HubSpot

When you connect your email account to your HubSpot portal you can easily send emails to your contacts from their Contact, Company, or Deal record. If you are using HubSpot Free, these emails will have HubSpot branding on them. Using Starter, Pro or Enterprise removes that branding. 

1:1 email from HubSpot

Custom Properties

Collect the information that means the most to your business with Custom Properties. There are hundreds of different properties built into HubSpot but you might still want more. With Sales Free you can create up to 10 custom data properties for contact, company or deal records. 

When you move up to Sales Starter, Pro or Enterprise you will be able to add up to 1,000 custom properties per object. 

Forms

Forms are essential for collecting contact information and having it added automatically into your CRM. HubSpot Sales Free can give you the tools you need for your forms but if you want to customize the look and feel, have required fields and dependencies, or trigger automations from form fields, you'll likely need to upgrade to a different Sales level license. 

  Free Forms Starter Forms Professional Forms Enterprise Forms
Custom Stylization - Yes

Yes & Code customization available

Yes & Code customization available
HubSpot Branding Yes - not removable Removable Removable Removable
Form Types Stand alone, pop-up, embedded, collected Stand alone, pop-up, embedded, collected Stand alone, pop-up, embedded, collected Stand alone, pop-up, embedded, collected
GDPR Options Yes Yes Yes Yes
Dependent form fields - - Yes Yes
Smart fields (dynamic fields based on CRM data) - - Yes Yes
Custom email validation - - Yes Yes
Custom targeting - - Yes Yes

Form Follow-Up Emails

All HubSpot Marketing plans allow you to send automated emails after a form submission. However, Marketing Free allows only one automated email per form. 

Meeting Scheduling

Having a custom meeting calendar is very helpful to allow your leads to book a time with you at their convenience. It also reduces the chance of someone getting frustrated if you have a lot of back and forth "what about this day? No? Ok, what about the next one?..."

Your free HubSpot account gives you one personal meeting link that includes HubSpot Branding. If you wish to have multiple (up to 1,000)  individual or team meeting links you'll need to upgrade to a paid sales plan. 

HubSpot Meeting Calendar Link

Live Chat

All HubSpot Sales users can add Live Chat to their site, regardless of if you're using HubSpot CMS, WordPress, SquareSpace or some other CMS.

If you are using HubSpot Sales Free, your chat tool will include HubSpot branding. To remove the branding you'll need to upgrade to Starter, Pro or Enterprise.

If you have the HubSpot CMS it is incredibly easy to implement and gives your visitors a way to get in touch with you, without having to navigate to a new page. You can change your settings so that the chat only shows when you're available so you don't leave your visitors hanging, waiting for a response. Live chat also pulls double-duty as a lead-gen form, asking for an email address for people who don't want to wait for a response.

HubSpot Live Chat

Further reading: Is HubSpot chat slowing down your site? Here's how to fix it. 

Conversational Bots

Automate internal processes and streamline your chat experience with Conversational Bots. HubSpot Sales Free & Starter conversational bots are limited to ticket creation, lead qualification, and meeting booking bots, with no custom branching logic.

Here are some of the actions your chatbot can do with Sales Free:

  • Create a ticket
  • Qualify a lead
  • Send a simple message
  • Ask a question
  • Book a meeting

When you upgrade your sales license you can unlock conversational tools to also:

  • Use custom branching logic
  • Use advanced targeting

Shared Inbox

All plans allow your live chats, support or sales emails, form submissions, and more come into one centralized conversations inbox. Sales Free & Starter give you one conversations inbox. Upgrading to Sale Professional or Enterprise allows you to create up to 100 shared inboxes. 

Email Tracking & Notifications

Want to know when your sales lead opens an email? Email tracking lets you get that important info to know who is opening your emails and when. It's incredibly helpful for all sales people to know who is engaged and who isn't - and when you might want to reach out to them. 

HubSpot Sales Free gives you up to 200 email tracking notifications per month. All paid plans offer unlimited notifications. 

Canned Snippets

Do you ever find yourself writing out the same thing all the time? Canned snippets is like the Copy+Paste short code to allow you to add in saved sections of text to your emails. For sales teams this can be your onboarding timeline, a list of required documents, terms and conditions, or contact info, as an example. 

HubSpot Sales Free gives all users in your portal access to 5 canned snippets. 

When you upgrade your license your paid Sales Hub users will be able to save and access up to 5,000 canned snippets. 

Email Templates

Unlike Canned Snippets which are only a snippet of text that you're saving and adding into your emails, email templates are generally complete email content that's ready to go after some personalization. Save your most common email templates to the account so that anyone can use them at any time. 

HubSpot Sales Free allows you to save 5 email templates. 

Sales Starter, Pro & Enterprise allow you to save up to 5,000 email templates. 

Documents

Similar to canned snippets, your Documents tool gives your HubSpot portal users access to a shared library of documents. This gives you more control over versioning (discouraging your sales team from using the old version of a brochure that they downloaded at some point and saved to their computer) and also gives you some analytics and insight into how often your documents are accessed and by whom.

Sales Free gives you the ability to save 5 documents that can be accessed by all users in your portal but those documents will have HubSpot branding on them when they are accessed. 

When you upgrade your Sales Hub license you your paid Sales Hub users will be able to save a library of up to 5,000 documents.

Customizable Quotes

Sending quotes from HubSpot really makes the sales process a lot more fluid and may reduce the need for additional quote tools. However, the free Quotes tool is quite limited and may not be sufficient for want you need. 

Reporting & Dashboards

Create up to 3 dashboards, each with 10 reports per dashboard.

Image credit: HubSpot

If you need additional dashboards and reports you can upgrade to unlock more reporting opportunities:

  • Sales Starter: 10 dashboards, 10 reports per dashboard
  • Sales Pro: 25 dashboards, 30 reports per dashboard
  • Sales Enterprise: 50 dashboards, 30 reports per dashboard

If you need custom reports that leverage contact, company, and deal data from your contacts database alongside sales activity data, so you can answer key business questions in one place, you'll need to have Sales Pro (custom report limit of 100 reports) or Sales Enterprise (custom report limit of 500 reports).

Forecasting is available with Sales Pro & Enterprise (see below for more info).

Further reading: Examples of Actionable Sales Reports in HubSpot

Deal Pipelines

Track your deals through your pipeline deal stages. Customize your deal stages, add in probabilities to assist with forecasting, and create custom deal properties. 

  • Sales Free: 1 sales pipeline
  • Sales Starter: 2 sales pipelines
  • Sales Pro: 15 sales pipelines
  • Sales Enterprise: 100 deal pipelines

Additional Features in HubSpot Sales Starter 

At $50/month for 2 paid sales seats (users), HubSpot Sales Starter is very affordable for your business. The main benefit of upgrading to Sales Starter from Sales Free is that it will remove HubSpot branding from your forms, emails, meeting links and other tools that have HubSpot branding when you use them for free.

Additional Sales Starter seats cost $25 per seat per month. 

Here's what else you'll gain access to:

Conversation Routing

Automatically assign incoming chats and emails to the right Sales Hub user on your team. Contact assignment for emails and chats can only be assigned to team members with a paid Sales license. 

Sales Automation

Save precious time and reduce the amount of admin work for your sales team with sals automation. 

Sales Starter gives you the ability to trigger tasks and email notifications when deals change stages. 

  • Sales Pro: unlocks up to 300 fully customizable workflows, including quote-based workflows
  • Sales Enterprise: unlocks the ability to trigger sequences and increases your workflows limit to 1,000

Tasks: Repeating, Queues & Scheduling

Schedule recurring tasks and task lists (aka task queues) for your sales team and never miss a to-do again!

Sync your Google or Outlook Calendar with HubSpot and sync tasks that need to happen on a specific date. 

Stripe Integration with Quotes 

Allow new clients to easily pay via their HubSpot Quote with a Stripe payment link. Currently limited to US businesses. 

ACH & Credit Card Payments

Allow clients to pay via ACH or Credit Card with HubSpot Payments. Currently limited to US businesses. For ACH payments, you pay 0.5% of the transaction amount, capped at $10 per transaction. For card transactions, a 2.9% fee is applied.

Sales Goals

Set sales goals for each sales rep. Which goals you can set and track depends on your sales subscription level:

  • Sales Starter & Pro: Limited to monthly revenue goals
  • Sales Enterprise: Also track & measure sales activities such as calls logged, meetings booked and deals created.

Multiple Currencies

If you have deals in different counties and different currencies, being able to manage those at the deal level and in your reports is a must.

  • Sales Starter: up to 5 currencies
  • Sales Pro: up to 30 currencies
  • Sales Enterprise: up to 200 currencies

Phone Numbers, Calling SDK & Calling Limits

Using the HubSpot calling tools available to Starter & up Sales subscriptions can help you connect with your leads. You can use the SDK calling within your HubSpot portal which uses VOIP services like AirCall, no integrations necessary. Current calling limits for accounts are:

  • Sales Starter: 500 minutes
  • Sales Pro: 3,000 minutes
  • Sales Enterprise: 12,000 minutes

Receive or make phone calls with a dedicated phone number provided by HubSpot. This feature is currently only supported in the US and Canada. 

  • Sales Starter: 1 phone number
  • Sales Pro: up to 3 phone numbers
  • Sales Enterprise: up to 5 phone numbers

If you're using Pro or Enterprise you can also use the call transcription tools. You can search, review and comment on calls. 

  • Sales Pro: 500 hours of transcription per user per month
  • Sales Enterprise: 1,500 hours of transcription per user per month

Conversation intelligence: With Enterprise you can leverage AI to gain deep insight into the contents of your teams' calls. Automatically track terms of interest, and build detailed reports based on call content.

Additional Features in HubSpot Sales Pro

HubSpot Sales Pro starts at $500/month for 5 paid users. This can be a steep increase if you have a small sales team or are just starting, but many team find that the HubSpot Sales Pro suite allows them to operate more efficiently and allows them to get more done in the time they have -- which delays the need to add to the team. The cost of Sales Pro is certainly less than the cost of a new BDR on the team. It also lays the foundation to standardize your sales processes and documentation which will reduce the friction on your team when you do add more people to it. 

Additional Sales Pro Seats cost $100 per seat per month. 

Here's what you can do with Sales Pro, in addition to the already mentioned features. 

Create Sales Teams

Organize your account by teams. You can rotate leads, sort through content, and easily report on each team's performance.

With Sales Pro you can have up to 10 teams. 

With Sales Enterprise you can have up to 300 teams and create hierarchical teams. 

Rep Productivity Performance

See how productive your reps are using the templates, sequences, and calling tool with advanced sales rep activity reports. 

Forecasting

Create detailed and customized forecasts based on data from your contacts database, deal records and pipelines. 

Quotes eSignature & Product Library

Easily build your quotes with products from your product library. Sales Pro lets you save products to your library so you don't have to manually add them each time you build a quote. You can save up to 1 million products in your product library. 

When your quote is ready to ship, your prospect can easily sign it using eSignature. This reduces the need for your sales team to also use DocuSign, PandaDoc or other signature collection tools. 

You can collect 10 signatures per month with Sales Pro and 30 per month with Sales Enterprise. 

Playbooks

Build a library of resources and guides for your sales team to follow. Automatically surface recommended content to your team, right when they need it.

  • Sales Pro: Create up to 5 playbooks
  • Sales Enterprise: Create up to 5,000 playbooks and embed properties in your playbooks

Workflow Extensions

Trigger actions and pass data to other tools you use, or to your own custom outside applications

Sequences

Automate sales outreach, follow-up emails, and time-consuming tasks. Create flows of timed personalized emails, remind yourself of important follow-up tasks. 

If you have a LinkedIn Sales Navigator account you can send InMail and connection requests via Sequences and stop doing it manually.

You can create up to 5,000 sequences per account and send up to 500 emails per user per day. 

  • Sales Enterprise: increases your email send limit to 1,000 emails per user per day and includes the ability to trigger sequences via workflows. 

Only Sales Pro paid seat users have access to these tools. 

Further reading: HubSpot Sales Sequences vs Marketing Workflows & Getting Started with HubSpot Sales Sequences

Smart Send Time

Get suggestions for the best send time for each prospect. Schedule your email to send automatically at that time.

Required Fields

Define fields that must be completed by your team when certain actions are taken. Get more consistent data, and more predictable outcomes. This is especially helpful for progressing deals through deal stages and ensuring you have the info you need to confidently close that deal. 

Record Customization

Match your contact, company, deal, and ticket records to your team's needs by creating custom layouts.

With Enterprise you can also create conditional layouts for your records. 

Calculated Properties

Create fields that roll up data from other fields. Calculate things like commissions and splits. You can create 5 calculated properties if you have Sales Pro and 200 if you have Enterprise. 

Automatic Lead Rotation

Create custom rules to automatically assign CRM records to your sales team.

1:1 Video Messaging

Create help videos for customers with your laptop camera or screen-sharing tool. Add them to emails and tickets, or embed them in your HubSpot knowledge articles. All from inside your HubSpot account.

Standardized Contact Scoring

Build your own contact scoring module! Scoring properties are not additive across objects or hubs. 

  • Sales Pro: 5 contact scoring properties
  • Sales Enterprise: 25 contact scoring properties

Salesforce Integration

Keep your Salesforce and HubSpot data in sync and up-to-date. Allows for 500 field mappings, 10,000 Salesforce owners and 1 account.

If you want to sync Salesforce custom objects you will need Sales Enterprise. And you will be limited to mapping 10 object definitions and 500,000 records. 

Additional Features of HubSpot Sales Enterprise

At $1,200 per month, Sales Enterprise isn't a commitment that most teams make unless they have certain requirements. We have found that sales teams are looking to Sales Enterprise for the following objectives:

  • To add SSO and ease of portal access for their team
  • To create teams, hierarchies and get more granular with permission levels for their HubSpot portal users
  • To create custom objects for better data management and reporting
  • To enable recurring revenue tracking & reporting

Additional Sales Enterprise seats can be purchased for $120 per seat per month. 

Here are more details on the features that become available to you when you upgrade to Sales Enterprise. 

Permission Customization & Hierarchical Teams

Customize and save your own permission sets and configure user permissions by individual, team or team hierarchy for access to templates, playbooks, or call transcription.

With Sales Enterprise you can create up to 300 teams. 

Custom Objects

Store almost any type of data in HubSpot, including subscriptions, courses, locations, shipments, events, and more. View custom object records, set up workflows, and run reports on the data associated with custom objects. Also available on mobile.

With HubSpot Sales Enterprise you can create up to 10 object definitions and 500,000 records.

You will need custom objects if you want to sync custom objects from Salesforce. 

Predictive Lead Scoring

Automatically score and rank leads based on hundreds of factors. Focus on the contacts that are most likely to close.

Single Sign-On

Let users sign in to HubSpot using single sign-on credentials, making it easy for them to log in while enhancing security and your control over who has access.

Recurring Revenue Tracking

Build detailed reports to manage and track recurring revenue and renewals.

Log in as Another User

Incredibly helpful for any HubSpot administrator who needs to see into a users account to understand why they can't see something, how to change their settings, or for another other issue that needs specific user views. 

What's the right HubSpot Sales level for you?

The biggest factors that will determine which level of HubSpot Sales is right for your organization comes down to how big your team is, the level of customization and reporting you require, and if you need to standardize your sales processes and documents to facilitate rapid growth. Contact us if you need a hand determining the best Sales Hub level for your needs. 

 

 

 

Topics: HubSpot, CRM, Sales


CRO:NYX Team

Written by CRO:NYX Team

News and articles from CRO:NYX team members & alumni.