These 27 HubSpot Sales features that reduce sales friction
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27 epic HubSpot Sales features that reduce sales friction

HubSpot is one of the most well-known CRM tools on the market. But when you’re just getting started with HubSpot Sales, you can easily find yourself overwhelmed or miss some of the key benefits that its features have in store for your company.

With the right guidance, though, you’ll be well on your way to selling like a rockstar. This article highlights some of the best HubSpot sales features available so you can automate more, increase your profits, and reach out to higher quality prospects. We’ll start with five awesome free features of the HubSpot Sales CRM and then move on to features exclusive to the pro version.

Basic HubSpot Sales features

1. Integrated contact profiles

People are always switching roles (and even companies!). Fortunately, HubSpot makes updating contacts a breeze—you can update and tag contacts easily when they change their job title or company.

Additionally, if you have lots of contacts and struggle to remember the details of your interactions with each one, HubSpot’s got your back. You’ll always remember where you left off with a prospect because HubSpot documents phone calls, emails, notes, interactions, and related information for each contact. That way, if someone else has to take over or get a refresher on what stage a prospect is at and what their sentiment is, it’s as easy as one-two-three.

2. Alerts for incoming or current prospects

Sometimes, it helps to get real-time alerts when a prospect takes a certain action so you can catch them while they’re still hot and personalize your messaging. HubSpot conveniently allows you to tag prospects based on what stage they’re at in their customer journey. You can even see what page they’re viewing on your site.

3. Ability to track companies in real time

How can you market effectively if you can’t keep up with your prospects? With HubSpot, you’ll know exactly which company rep is on your site, what forms they’re filling out, what they’re interested in, and what pages they’re viewing, all in real time. This feature allows you to identify hot prospects and filter out the rest so you can personalize your messaging.

4. Better deal management

No more putting up with complicated (or simplistic) CRMs! HubSpot allows you to track deals in a visual, digestible way. With this deal system, you can simply drag and drop leads as they move through the sales process.

You can also create multiple pipelines to keep prospects moving through the appropriate funnel. Sales Professional users also get access to numerous deal pipelines.

5. Live Chat

Great news! Now, HubSpot’s Live Chat tool (Conversations) is available to all users, free or paid. It’s super simple to set up and manage, and you even get chat bot functionality to improve the customer experience.

HubSpot Pro Sales features

With paid versions of HubSpot, you get more custom functionality to personalize live chat responses. Let’s take a look at some of the most notable HubSpot sales pro features.

6. Email notifications and robust data

HubSpot lets you access open, click, and reply data for emails to identify the most effective templates and sequences. Get the data you need to optimize your emails and earn more sales.

Real-time notifications alert you when a hot prospect opens an email, clicks a link, visits a page, and so forth. That instant feedback makes a difference when it comes to closing the sale.

7. Accessible templates, documents, and calling

The free version of Sales limits you to five email templates, five documents per portal, and 15 minutes of calling per user per month. But Pro provides:

  • 1,000,000 contacts per portal.
  • 1,000 documents per user per month.
  • 1,000 email templates per user per month.
  • 2,000 minutes of calling per user per month.

Are you sending the same type of email over and over… from scratch? Templates are your friend and will save you lots of precious time. HubSpot also lets you organize templates easily while still personalizing emails efficiently with personalization tokens.

8. Sequences

Sequences may very well save you the most time out of any features of HubSpot since you can automate so much with them. You can:

  • Access templated emails.
  • Automate outreach to prospects.
  • Precisely automate follow-up emails.
  • Use email tracking to determine the best sequences.
  • Send sequential emails until a prospect responds or books.
  • Stops sending emails when a prospect books automatically.
  • Apply personalized, shareable templates to the most effective and frequently used sales emails.
  • Use personalization tokens to tailor emails with contact and company details from the CRM or Salesforce.
  • Access 1,000 sequences per user per month and 150 enrollments daily.

9. Sequence queues

Sequence queues let you add your contacts to a queue and enroll them in a sequence. The beauty of queues is that you can still personalize the emails for each individual. You can send a large number of fully personalized emails to your contacts without spending too much time. Simply select the contacts you wish to enroll in a sequence, and the tool will help you navigate through each one to craft and send a personalized message.

10. Schedule meetings like a champ

Nobody enjoys the constant back-and-forth that typically comes with scheduling. Hubspot’s meeting scheduler eliminates the time investment and human error of forgetting to schedule someone for an event or choosing an unavailable time. This tool sets up personal meetings and automatically un-enrolls any prospect whose booked from a sequence. It also offers round-robin availability for meetings based on the availability of multiple team members. And, to top it all off, HubSpot’s meeting scheduler syncs with Google or Office 365, in addition to automatically creating HubSpot records for new prospects when they join a meeting!

11. A fantastic prospecting tool

The prospects tool helps you understand your visitors so you can identify conversion opportunities. The tool detects the IP addresses associated with each page view on the site and then presents a variety of information about each visitor. You can use this tool to:

  • Find people ready for a sales call based on certain criteria, such as number of views, number of visits, and last seen.
  • Obtain information about a company, such as its domain, industry, and recent activity on your site, as well as a list of related companies.
  • Identify prospects by a city or state.
  • Keep tabs on sales teams for geographic regions.
  • Determine how existing leads engaged with your site.
  • Favorite or hide a particular prospect.

12. Seamless sales pipeline management

Everything you need to know about your sales pipeline is accessible in one place. With a single, visually digestible timeline, you’ll get a big-picture view of your pipeline and historical data at a glance so you can forecast business decisions. And with one click, you can add a deal or track its progress. There’s little manual data entry involved—HubSpot auto-populates a deal’s record with information from its database. Moving deals between stages is also as easy as dragging and dropping.

With this tool, you can examine the progress of your quotas, sales activities, and the value of your pipeline. By identifying bottlenecks and opportunities in your pipeline, you can optimize to go after the more lucrative deals.

13. Improved tracking and productivity

Fine-tune your marketing efforts by accessing vital information such as:

  • Deals created and won.
  • Calls and emails made and received.
  • Quotas and forecast numbers of sales members.

With such transparent access to data, you can create accurate production schedules.

14. Never forget a prospect again with Tasks

This feature lets you set daily task lists so no balls get dropped. You’ll never forget to schedule a call or email, build a report or deck, or simply follow up.

HubSpot can also automatically create tasks for you when a prospect completes specified actions. As an example, it can create a task to enroll someone in an Outreach sequence once they visit a certain webpage.

15. Use the same database as the marketing platform (no integration needed)

It’s a lot easier to communicate with leads when all of your marketing tools are connected to your CRM. HubSpot offers a smooth transition of leads from marketing to sales in the marketing funnel to make your job that much easier.

16. Streamlined calling

Prioritize your calls and work more efficiently by using the HubSpot CRM to make calls, record calls, and assess prospects by contact data. That way, you can reference your calls in the CRM whenever you want. If someone else couldn’t make a call, has to pick up where you left off, or simply wants more information about what happened, they have access to that data. You can even set up queues to reach out to prospects swiftly. HubSpot Sales Starter users get up to 8 hours of calling per user per month, while HubSpot Sales Professional users get up to 33 hours.

17. No customization limits

Most CRMs have customization limits, but HubSpot allows you to customize as much as you want, from your brand to your specific sales process. This feature allows you to create a more memorable and consistent experience for your audiences.

18. Work from inside your inbox

Tired of hopping back and forth between your email and CRM? HubSpot’s sales tools integrate with your existing Gmail or Outlook inbox, so you don’t have to juggle multiple apps or tabs. By connecting your email account to HubSpot, you can send and receive emails to and from any of your contacts straight from their HubSpot contact record.

19. Get email recommendations

The Sale Email Recommendations feature, located in the Sequences panel, helps you personalize your emails more so you’re not just sending out generic messages. You get a personalization score with each email and recommendations to make it better. HubSpot shares information about the specific person you’re enrolling in the sequence, giving you insights to help tailor your message accordingly.

20. Generate instant sales quotes

No one wants to wait a day or a week for a sales quote. Plus, you’re more likely to close when your prospect is still thinking about your solution. You can customize the quote to have your logo and branding. Quotes that look like they took hours to make are actually generated in seconds. You can use this tool to create quotes on products that sales can easily share with a prospect.

The customized quote is on a non-indexed URL. You can collect signatures and payment all online from the same place where you manage your deals thanks to HubSpot’s seamless integration with tools like Stripe. You can also reduce the human error of manually entering contact information since the quotes tool pulls data directly from the CRM.

21. Easy Salesforce integration

HubSpot Sales Professional users will get the SFDC Connector to integrate HubSpot Sales Hub with Salesforce. The integration setup takes a few minutes and doesn’t require technical expertise. This feature lets you easily send rich information to Salesforce, like lead information and revenue.

Since the integration is bi-directional, changes in one system will sync with the other. As an example, this integration means that revenue data from closed-won opportunities can be attributed to marketing campaigns. You can use your information in Salesforce to personalize emails, segment contacts, or send emails on behalf of sales.

22. Unlimited reporting

You get access to unlimited custom reports and one dashboard to view and manage all of your reporting needs. You’ll be drowning in reports—in a good way, though.

23. Predictive lead scoring

Automate lead scoring with predictive artificial intelligence. HubSpot’s predictive lead scoring features uses algorithms to scan all your data and identify your best possible leads, finding opportunities that you may have overlooked. Thanks to the power of machine learning, HubSpot’s predictive accuracy gets better over time.

24. Associate deals with your products

Products is a new object in the CRM that allows sales reps to associate a deal with their solution so that everyone can report on product-specific data.

25. Customize your scores with traditional scoring

Traditional scoring gives you more control over your criteria. You can create criteria based on any of your HubSpot or integrated data, which includes form submissions, page visits, button clicks, email click-throughs, and more. You can use lead scoring to segment email lists, trigger rep notifications, or send different content to highly qualified leads.

26. Create multiple score sheets for your scaling business

As your company scales, you may discover new target audiences for your solution. But obviously, you’ll need to focus on different things with each audience, such as upsells, cross-sells, locations, age, and so forth. HubSpot lets you create up to 25 different scoring sheets to ensure that you’re qualifying leads properly for each of your personas.

HubSpot Sales Pricing

Now that we’ve whet your appetite, here’s the cost breakdown for HubSpot Sales:

  • Free: It’s free (gasp!).
  • Starter: $50/month.
  • Professional: $400/month.
  • Enterprise: $1,200/month.


As you can see with this HubSpot features list, there are plenty of useful HubSpot Sales Pro features (27 and counting!). Armed with these tools, you’ll improve your HubSpot sales automation game and allow your sales team to focus their efforts on what they do best: winning deals.

Which of these features is your favorite? (There’s no shame in loving them all!)

About the writer
Clare French
Clare French
Clare is Director of Marketing and has been a SaaS marketer for over a decade at a diverse array of software companies. She [finally] joined WebMechanix as a transplant from the client side, having hired the agency time and again. In her spare time, she goes to lots of concerts, seeks to make the world a better place and adores her darling dog, Sunshine.

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