Pipedrive Sells for Salespeople

Thursday, March 5, 2020
Christopher Sirk
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Pipedrive is the first sales management software built from the salesperson’s point of view. Quite simply, it’s a CRM for businesses that want to provide tools to improve the productivity of salespeople to help them generate new business. 

The sales CRM tool, based around its signature visual sales pipeline, has been around for nearly 10 years. There are a few reasons for that.

A decade of Pipedrive

When Pipedrive launched way back in 2010, the concept of a visual sales pipeline was pretty much brand spanking new. So too was the notion of UX-first work tools that empowered every member of a team to do better work. At that time, legacy CRM was ‘top-down’—more for sales managers and supervisors to track KPIs and micromanage than anything else.

In essence, sales CRMs were designed to help create sales reports, rather than help salespeople sell. These early CRMs actually took salespeople’s focus away from selling, putting the focus instead on data input into a CRM system, which in turn lowered productivity.

Pipedrive founders Timo Rein (CEO) and Urmas Purde (spotted a game-opening for something more egalitarian and teamed up with Martin Henk, Ragnar Sass, and Martin Tajur to build Pipedrive. Their business goals focused on organic growth, e.g. getting more happy customers so they could spread the word around. 

In 2018, Pipedrive got a $50 million injection in Series C funding to put it into competition with CRM giants like Salesforce and Microsoft. 

Today, Pipedrive is used by over 90,000+ companies, from small businesses to larger enterprises. Their clients are from all around the world (179 countries at last count) and the platform can be operated in 16 languages. 

What’s in the pipes

Visual sales pipelines

Pipedrive, in keeping with its name, is highly focused on driving the sales process. Indeed, pretty much everything in-app is built around its pipeline view.

The CRM has a simple drag-and-drop user interface, designed to help move the customer down the sales pipeline and clinch that almighty closed deal. This concise visual layout provides situational awareness and clarity and is overall very easy to use. It also provides quick access to in-depth, personalized statistics so you can assess the effectiveness of your pipelines and identify pain points. 

You can populate your pipeline with qualified leads from customizable embedded webforms and Pipedrive’s LeadBooster chatbot (which can also automate meeting bookings). Or, import deals and leads from spreadsheets or other CRMs with simple data migration that auto-checks for duplicates, meaning you can centralize all your data in Pipedrive for a single source of truth.

Customization options allow you to construct multiple pipelines with unique stages appropriate to your specific business context. You can also build pipelines that aren’t sales-orientated, for tracking workflows, projects, and any other number of stage-by-stage processes you might dream up. 

Reminders, notifications, and follow-up alerts automatically keep your head at where it needs to be. A mobile app for both Android and iOS, meanwhile, lets you track all your pipeline activity when you’re out and about. 

Sales reporting and forecasting tools

Cheekily described as a “manager that won’t fire you if you miss your targets,” Pipedrive’s forecasting tool provides an educated heads-up on how your deals are doing. 

Deals are arranged by the projected close date set by the salesperson, which is very helpful for having realistic expectations about results. You can also arrange deals by delivery (i.e. deadline) or implementation (i.e. start) date. Sales managers, meanwhile, can use the forecasting tool to get a holistic heads-up on what’s going on, without flipping from pipeline to pipeline.

Reporting tools give quick in-depth insights into product sales, specific sales activities, and team performance. Data can be rendered in a variety of tables, charts, and dashboard views. 

You can also set and track goals at the individual, team, and organizational levels, according to criteria like outcomes. duration, and other criteria. The dashboard view tracks metrics in real-time and allows you to generate custom in-progress and after-action reports that are easy to interpret. 

Contact management

Pipedrive’s contact management tools encompass call logging, email sync, Google and Microsoft sync, and a detailed history of all your interactions with contacts, organized in the past and future so you can quickly focus on your next action. Smart contact data finds web data through Google+, LinkedIn, and more, saving you time and preventing you from missing out on key details. 

Handily enough, it also allows you to differentiate contacts as “people” and “organizations,” which you can link to deals after they’ve entered your record system.                      

With just an email address, you can do one-click pre-qualification of leads too. Pipedrive will trawl the Internet to obtain the most in-depth contact information possible, and find out if they’re likely to buy.

Two-way email sync shares information between your preferred work inbox and Pipedrive’s inbox, ensuring full visibility. You can also manually forward email threads from your inbox to Pipedrive with Smart Email BCC; just paste in your company-specific universal BCC address.

There’s also a Gmail integration, in the form of a sidebar app that makes it easy to add contacts from email, make notes, and schedule sales tasks. 

Selling for salespeople

Pipedrive’s toolkit is designed to empower salespeople to work more autonomously and do the work they’re best at doing. That also helps the personality of the seller to come through, and the human relationship aspect of sales to reign supreme. 

The platform does what it does well—picking up leads, tracking sales funnel stages, managing contacts, and keeping you on top of deals. It also helps prioritize key sales activities, sync information across channels, and consolidate your workflow in one place. All this with automation that dramatically chips away at all the time spent on menial admin tasks, letting you concentrate on relationship-building and fine-tuning the sales process. 

Pipedrive will turn 10 years old this June, so it’s clear that what they’re doing is working. 

Improving the productivity of salespeople who are selling to other people. So meta.

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