If you’re at all like me the mere thought of running two CRMs simultaneously makes about as much sense as running Windows on a Mac. I have to admit that there’s a part of me that’s a bit shocked at myself for writing this post.
The central reason against running two CRMs is that it requires maintaining (and synchronizing) two different databases, which inherently increases the complexity and friction associated with managing your operations. Yet today, if you’re running Salesforce, the likelihood is that you are also running at least a marketing automation system along with it. If that’s the case (and even if it’s Pardot, which is owned by Salesforce) that you’re running a two-database solution anyways.
When you realize this is the case, you begin looking at the “duplicate” CRM issue very differently.
Salesforce and HubSpot are great CRMs when they’re used for the primary purpose they were designed for. They’re average when you use them outside of their core design. What’s more, the strengths of Salesforce match up to HubSpot CRM’s weaknesses, and vice versa. When I advise clients on their tech stack, I often joke that the perfect CRM for them is one part Salesforce and one part HubSpot CRM.
Increasingly, as we’ve been building out more automation systems to address issues around sales rep productivity, I find myself pondering this solution seriously. Let’s take a look at why this combination may, in fact, solve the sales productivity riddle that has plagued sales teams for more than 30 years.