Sales teams trying to cut through the noise and focus on the best-fit leads have a new data toolkit to help them. 

Pipedrive is offering a smart prospecting tool called Pulse and two enhancements for placing communications, including email, into one collaborative workspace.

Pulse, which will be in beta through the end of Q3, is designed to be a "co-pilot" for the "entire sales workflow,” says Viktoria Ruubel, chief product officer at Pipedrive.

B2B salespeople can fill in missing lead data and score leads based on their business needs, automate nurturing with custom email sequences and reminders and identify high-priority prospects using a personalized sales feed, the company says.

Pipedrive’s own research shows that 60% of CRM users struggle with pre-sales activities such as qualifying and nurturing leads. 

“Salespeople are constantly pulled in ten directions at once, chasing leads, switching tabs, updating spreadsheets,” Ruubel says, adding that “Pulse brings clarity to the chaos by helping them focus on the right prospects."

In addition, Pipedrive is offering these new capabilities: 

- Team Inbox centralizes shared email communication into one collaborative workspace, the company claims. It allows multiple users to access, manage and respond to customer messages.

- Branched automations users to build condition-based workflows that take different paths based on certain criteria.  Teams can automate follow-ups and personalize customer journeys the company argues.  

Also being offered are a restructured set of pricing plans: 

- Lite helps teams organize their sales in one workspace with tools such as lead and pipeline management, AI-generated sales reports and the new Pulse sales feed. 

- Growth helps teams avoid manual work through email automation, forecasting tools and nurturing sequences.

- Premium offers features like lead generation, custom deal scoring, data enrichment, contracts and e-signatures. 

- Ultimate provides enriched data, account-level security, expanded usage limits and a sandbox environment.

“These updates make it easier for teams to access the features they need, stay focused and grow without friction,” Ruubel says.