• Safwan AMM
• 21 August, 2025

Pipedrive’s New Pulse: A Sales Copilot for Small Teams, Case study

Introduction

On July 15, Pipedrive introduced Pulse, a new AI-powered prospecting tool designed to help small and mid-sized sales teams work smarter. Pulse integrates directly into Pipedrive’s CRM, acting as a sales “copilot” that highlights the most promising leads in real time.
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The Challenge

Small sales teams often face an uphill battle:

Reps juggle multiple roles, from cold outreach to pipeline updates.

Over 60% of CRM users say their biggest challenge is qualifying and nurturing leads.

Manual prospecting consumes hours and forces many reps into overtime just to stay on top of tasks.

As a result, only 48% of small business salespeople hit their sales goals in 2024.

This combination of scattered workflows, incomplete data, and unclear priorities makes selling harder than it needs to be.

The Solution: Pulse as a Sales Copilot

Pulse was created to eliminate these pain points by streamlining pre-sales activities.

Key features include:

Real-time lead feed → Highlights the most valuable opportunities instantly.

Lead enrichment → Fills in missing contact details and company information with one click.

Custom lead scoring → Allows businesses to rank prospects based on their specific goals and ideal customer profile.

Automated nurturing → Keeps leads warm through reminders, automated follow-ups, and guided workflows.

Instead of switching between spreadsheets, tabs, and tools, sales reps can now work inside one unified system. As Pipedrive’s Chief Product Officer, Viktoria Ruubel, explains:

> “Pulse brings clarity to the chaos. For small teams that are already stretched thin, this means less time on admin work and more time selling.”

Results & Impact

Early adoption of Pulse is already transforming how small teams prospect:

Time saved → No more manual sifting through prospects or duplicating admin work.

Improved focus → Reps instantly know who to contact first, reducing wasted effort.

Higher conversion potential → Enriched data and accurate scoring mean better-qualified conversations.

Reduced burnout → By cutting down overtime, teams can concentrate on closing deals instead of chasing data.

In short, Pulse enables sales teams to work smarter, not harder.

Future Vision

Pulse is not a one-off feature. Pipedrive is building it hand-in-hand with its users, continuously refining based on customer feedback.

Ruubel emphasizes:

> “We’re solving real problems for small businesses, and we’re just scratching the surface of what’s possible.”

The company’s long-term vision is clear:

Grow Pulse into an intelligent assistant that anticipates sales needs.

Support small businesses across industries with tools that simplify complex workflows.

Ensure AI is transparent, user-friendly, and designed to support — not replace — salespeople.

Conclusion

For small sales teams struggling to qualify and prioritize leads, Pulse delivers clarity, focus, and efficiency. By acting as a sales copilot, it ensures reps spend less time on admin tasks and more time doing what matters most: closing deals.

Case Study Takeaway:
Pipedrive’s Pulse shows how AI-driven prospecting tools can transform small business sales workflows, turning overwhelming chaos into clear, actionable opportunities.