HubSpot Salesforce Integration FAQs

The HubSpot Salesforce integration combines the sales and CRM customization of Salesforce with the full-service marketing offering of HubSpot’s Marketing Hub. Here are a few of the most common questions about the HubSpot Salesforce integration.

Q: Is there any way to Selective Sync between Hubspot and Salesforce? We want to select accounts and contacts that meet specific criteria to be in sync between the two systems.

A: Yes! Implement Selective Sync for the HubSpot Salesforce integration. You can limit the visibility for the integration user and hide certain contacts and accounts from the HubSpot integration.

Q: How can we delay contacts from syncing to Salesforce from HubSpot? Marketo has a ‘delay Salesforce sync’ option that we do not see in HubSpot. Our forms create leads in Salesforce first by using a hidden field for ‘Create in Salesforce First’ triggering an API.

A: While HubSpot does not explicitly have a ‘delay Salesforce sync’ option, you can create a HubSpot inclusion list. The inclusion list limits the contacts that create in Salesforce from HubSpot.

Based on that scenario, you can create an inclusion list using a HubSpot smart list with the criteria: Create In Salesforce First does NOT equal True OR Salesforce Contact OR Lead ID are known. The inclusion list will prevent contacts from creating in Salesforce when that form value is populated, but it allows them to sync once they have an assigned Salesforce Contact or Lead ID.

An alternative option is to create an inclusion list that requires whichever fields are required to suit your Salesforce processes before allowing the contact to sync. For example, you can create a HubSpot smart list requiring that First Name, Last Name, Job Title, and Country are known before the contact is created in Salesforce. When taking this approach, it’s important to note that the settings for an inclusion list will apply to Hubspot contacts. Meaning, if existing contacts do not meet the criteria for the inclusion list, they will stop syncing to Salesforce.

Q: We have been using Salesforce and HubSpot Marketing Hub with one-way sync. All contacts created in HubSpot are created in Salesforce, but not all Salesforce contacts and leads are in HubSpot. If I implement bi-directional sync, will it trigger all HubSpot workflows the new contact qualifies for?

A: Yes. The new contacts created in HubSpot will trigger workflows that they qualify for. To prevent HubSpot from enrolling contacts in workflows they shouldn’t be eligible for, it’s best to treat this as a re-implementation of sorts and deactivate or modify all workflows.

Deactivating all workflows is tricky as it will unenroll all currently enrolled contacts, and you cannot reenroll them where they left off when you re-activate.

Modifying all workflows to exclude a certain quality would be the best approach here. You can create a new checkbox/boolean field on the Salesforce Contacts to “Exclude from Workflows” and populate the value as TRUE for the new Salesforce records before syncing. Then, you can add “Exclude from Workflows” not equal to True as an enrollment criterion for your workflows that deliver communications.

Q: Can I sync HubSpot custom objects with Salesforce objects?

A: Yes! If you do not have access to an API developer, you can use the Custom Objects HQ app to create the custom object in HubSpot. Once the custom object exists in HubSpot, navigate to the HubSpot Salesforce integration settings page and select “Sync custom object” in the top right of the page.

Please note that HubSpot Enterprise is required to create and sync custom objects.