A new prospecting tool from Pipedrive, called Pulse, launched on July 15, streamlines SMB sales workflows while prioritizing the most promising deals.
Launched on the heels of Pipedrive’s AI‑driven CRM platform, the innovative prospecting toolkit enhances customer feedback to reduce time spent manually sifting through prospects.
Small sales teams often juggle multiple roles and dozens of active leads at any given time. According to Pipedrive data, 60% of CRM users say the most challenging part of their job is qualifying and nurturing leads.
To ease that pain point, Pulse automatically highlights the most promising opportunities. It acts as a salesperson’s copilot, surfacing the most critical leads in real time so salespeople quickly know who to contact first.
"For small teams that are already stretched thin, this means less time on admin work and more time selling," Pipedrive Chief Product Officer Viktoria Ruubel told CRM Buyer.
Salespeople are constantly pulled in multiple directions at once, chasing leads, switching tabs, and updating spreadsheets, she added.
Pulse brings clarity to that chaos by helping them focus on the right prospects, take the right actions at the right time, and ultimately close more deals with less effort.
"It’s smart, fast, and built for how sales happen,” she told CRM Buyer.
Tackling Small Business Sales Challenges
The company's research confirmed that CRM users struggle with pre-sales activities, particularly with qualifying and nurturing leads. Small business sales teams are often lean, with reps juggling multiple roles and dozens of active leads and deals at any given time, which makes qualification and prioritization essential. Pulse unifies lead enrichment, CRM lead scoring, and automated nurturing in an intelligent sales feed.
"Combining data enrichment, scoring, and automated nurturing in one platform becomes crucial when you realize that only 48% of salespeople in small companies were able to hit their sales goals in 2024," Ruubel said.
The copilot concept reduces overtime costs. Previous manual methods required three out of four sales reps to work overtime just to keep up, she added.
Ruubel described Pulse's functionality as a tool to create a personalized data feed that surfaces the most important opportunities in real time so sales reps can focus on the right prospects at the right time.
"Pulse is proactive decision-making support that adapts to each business to meet them where they are, regardless of company size or industry complexity," she offered.
Custom Lead Scoring for Better Priorities
Businesses can determine the value of leads based on their specific business goals and ideal customer profiles. With data enrichment, users can also fill in missing pieces to make scoring more accurate.
Pulse data enrichment works with a single click. The missing raw information includes contact-level details (phone and email) and company-level information (industry, address, etc.), providing sales teams with a comprehensive view.
These features are available on premium or higher plans. The core Pulse Feed feature is available to all users, regardless of purchased plan.
Users never need to leave the Pipedrive environment, eliminating the pain point of switching between tools or tabs. Many existing customers can access more features at the same cost by switching to new plan tiers.
CRM Integration Supports Lead Capture
Pulse integrates seamlessly into Pipedrive's existing CRM platform, enhancing sales pipeline management. LeadBooster, available on Premium+, goes a step further in supporting lead generation and capture, giving users a focused workspace to qualify, prioritize, and nurture leads directly within Pipedrive.
The new features support the messy, early stages of prospecting, with scattered follow-ups, incomplete data, and unclear next steps, Ruubel explained.
"Pulse is built to make that part of the process easier by doubling down on the workflows that happen before a deal is created. Users can stay organized, act faster, and zero in on the right opportunities before a deal is even created," she said.
Advanced sales automation features prevent follow-ups from falling through the cracks by automatically sending emails, setting reminders, and guiding reps through the steps. Two powerful enhancements -- team inbox and branched automations -- streamline communication and optimize workflows.
They supply missing details about potential customers. Pulse also pulls in information about leads, such as job titles or company data.
AI-Powered Prospecting With Customization
Ruubel shared that Pipedrive's strategy addresses real workflow challenges for small businesses while continuously evolving based on user research and feedback.
"We build with the customer hand in hand, understanding what matters to them, what works, and what doesn't. Our product development is very customer-centric; the voice of customers guides us in every decision we make," she said.
According to Ruubel, research shows that more than 50% of professionals cite training and education as the top measure to feel more comfortable with AI. Her company leverages a commitment to transparent, user-friendly AI development.
"This ensures sales teams feel supported rather than replaced by the technology," she noted.
Pipedrive’s Long-Term Vision for Pulse
Pipedrive is growing Pulse with its customers, not just for them. Developers rely on feedback from real users.
"That is what is driving everything we do," she concluded. "What you're seeing now is just the beginning."
The company's vision is to create tools that make salespeople better at their jobs. Intelligent assistance anticipates the needs of salespeople and guides them through workflow challenges before they become issues.
"We're solving real problems for small businesses, and we're just scratching the surface of what's possible," Ruubel said.
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