Freshsales vs HubSpot (2026) Compared
One costs $9/user/mo. The other has a free tier that hooks you before the real pricing kicks in. Here's what matters.
The Short Version
Freshsales is the better pick for small sales teams under 20 reps who want a clean, affordable CRM without the complexity. It's $9-$59/user/mo and doesn't try to be everything. HubSpot wins for mid-market teams that need CRM + marketing automation in one platform, especially if your growth is inbound-driven. The gap in market adoption is massive: HubSpot has 432 job postings vs Freshsales' 1. That matters for hiring and long-term ecosystem support.
Quick Comparison
| Feature | Freshsales | HubSpot CRM |
|---|---|---|
| Starting Price | $9/user/mo | Free CRM |
| Pro/Growth Tier | $39/user/mo | $100/user/mo (Sales Hub Pro) |
| Enterprise Tier | $59/user/mo | $150/user/mo |
| Setup Complexity | Self-service, days | Self-service, days to weeks |
| Marketing Automation | Basic (email only) | Full suite (Marketing Hub) |
| Built-in Phone/Chat | Yes, included | Limited (add-on for advanced) |
| AI Features | Freddy AI (lead scoring, forecasting) | ChatSpot, predictive scoring |
| Job Demand | 1 posting | 432 postings |
| Best For | Small sales teams, budget-first | Mid-market, inbound-driven growth |
| The Big Risk | Tiny ecosystem, limited integrations | Costs balloon with contact volume |
Deep Dive: Freshsales
What They're Selling
Freshsales is part of the Freshworks suite. It's designed for small-to-mid-size sales teams that want a CRM without the overhead. Built-in phone, email, and chat mean you don't need to bolt on separate tools for basic communication. The Freddy AI engine handles lead scoring and deal insights out of the box.
What It Actually Costs
Growth plan is $9/user/mo. Pro is $39/user/mo and adds workflows, multiple pipelines, and AI forecasting. Enterprise tops out at $59/user/mo. A 10-person sales team on Pro runs about $4,680/year. No hidden onboarding fees. No mandatory annual contracts on lower tiers.
What Users Say
Users consistently praise the clean interface and fast setup. Sales reps say it's intuitive from day one. The built-in phone dialer is a real differentiator at this price point. The main complaints are limited third-party integrations and a smaller community for troubleshooting.
Pros
- Extremely affordable at $9-$59/user/mo
- Built-in phone, email, and chat included
- Clean UI with minimal learning curve
- Freddy AI for lead scoring at no extra cost
Cons
- Tiny ecosystem with limited integrations
- Almost zero job market demand (1 posting)
- Marketing automation is basic at best
- Reporting depth falls short for complex orgs
Deep Dive: HubSpot CRM
What They're Selling
HubSpot's CRM is free forever for basic use. That's the hook. The real play is getting teams onto Sales Hub + Marketing Hub, where the platform becomes a full growth engine. It's the default choice for marketing-led B2B companies because native marketing automation eliminates the need for a separate tool.
What It Actually Costs
Free CRM covers contact management and basic pipeline. Sales Hub Starter is $20/user/mo. Professional jumps to $100/user/mo but adds workflows, sequences, and forecasting. A 10-person team on Professional with Marketing Hub: $18K-$24K/year. Mandatory onboarding fees ($1,500-$3,000) hit in year one. Contact-based pricing on Marketing Hub can spike fast.
What Users Say
Non-technical teams love the UX. Marketing teams love the native CRM-to-campaign connection. Frustrations show up at scale: contact-based pricing surprises, customization ceilings, and the gap between free and paid tiers feels steep. Teams that outgrow Professional often face a tough call between Enterprise HubSpot or migrating to Salesforce.
Pros
- Free CRM tier that's functional for small teams
- Best-in-class marketing automation built in
- 432 job postings show strong market adoption
- Massive integration ecosystem (1,500+ apps)
Cons
- Contact-based pricing on Marketing Hub gets expensive
- Jump from Starter to Professional is steep
- Mandatory onboarding fees on higher tiers
- Customization limits frustrate growing teams
Which Should You Pick?
The Honest Take
Freshsales is a solid CRM that almost nobody talks about. It does the basics well, it's cheap, and it won't slow your team down with complexity. But the market has spoken: 432 job postings for HubSpot vs 1 for Freshsales tells you everything about ecosystem momentum. If you're a small team that just needs pipeline management and built-in calling, Freshsales delivers more per dollar. If you're building a growth engine that connects marketing, sales, and service, HubSpot's platform breadth wins. The real danger with HubSpot is the pricing escalator. You start free, move to Starter, then Professional, and suddenly you're paying $18K/year for a 10-person team. Know your growth trajectory before you commit.
Questions to Ask Before Buying
- How many sales reps will use the CRM in the next 12 months?
- Do you need marketing automation integrated with your CRM, or is sales pipeline management enough?
- What's your monthly budget per user for CRM software?
- Do you need built-in phone dialing, or do you already have a separate tool for that?
- How important is the third-party integration ecosystem to your workflow?
- Will you need to hire people with CRM-specific experience?
- What's your contact database size, and how fast is it growing?
Frequently Asked Questions
Is Freshsales cheaper than HubSpot?
Yes, at every comparable tier. Freshsales Pro ($39/user/mo) includes features that require HubSpot Professional ($100/user/mo). A 10-person team saves $7K-$14K/year on Freshsales. However, HubSpot's free tier means you can start with zero cost if you only need basics.
Can Freshsales replace HubSpot for marketing?
No. Freshsales has basic email marketing but nothing close to HubSpot's Marketing Hub. If marketing automation, landing pages, and content management are important, HubSpot is the clear winner. Freshsales is a sales-first CRM.
Why does Freshsales have so few job postings?
Market adoption. HubSpot has dominated the mid-market CRM category with aggressive marketing and a free tier strategy. Freshsales (part of Freshworks) is more popular in Asia-Pacific and among cost-conscious small businesses. In North America and Europe, HubSpot's mindshare is far larger.