You can control which contacts sync to Salesforce by creating an inclusion list within HubSpot. An inclusion list is a list of contacts that you want to allow to sync with Salesforce. To create this list:
- In your HubSpot Marketing Professional or Enterprise account, navigate to Contacts > Lists.
- Select an existing smart list and edit the criteria as needed or, to create a new list, click New list, select Smart List and set the criteria for the contacts you wish to include in the list, then click Create list.
- When you're done editing or creating your smart list, click the More dropdown menu and select Limit Salesforce Sync to this list.
Please note: setting a list as an inclusion list will not automatically cause the list to sync; you will need to click Resync list with Salesforce to trigger a sync of the list members.
You can also set your inclusion list from your Salesforce settings (Account Menu > Integrations > Settings next to Salesforce).
Please keep in mind that you can only have one inclusion list in HubSpot and only the contacts on that list will continue to sync from HubSpot to Salesforce. If the auto-add functionality is enabled, new records in Salesforce will be created in HubSpot, but if they do not meet your inclusion list criteria, they will not sync again until they meet the criteria of your inclusion list.
Learn more about setting up your inclusion list here.