Sales Strategy

7 Pipedrive automation hacks that will enhance your sales pipeline

lemlist team

November 17, 2023

April 24, 2020

7 min. read

lemlist team

LAST UPDATED

May 1, 2024

READING TIME

7 min.

Is your sales process leaking money?

With Pipedrive, you can easily track your sales pipeline, manage leads, and automate the entire sales process.

But it also has a few tricks to improve your results.

In this article, we’ll share the best 7 Pipedrive automation hacks to help you with each stage of your pipeline. These Pipedrive hacks helped us increase our close rate by 43%.

But first, why choose Pipedrive as your go-to CRM?

Pipedrive's fanbase is enormous. It's one of the most popular CRMs for small & medium businesses. For example, it's #2 by popularity in our "The Sales Automation Community".

Pipedrive has tons of integrations. When it comes to automation & growth tactics, you need to merge different tools into one workflow. This is where Pipedrive's integration marketplace can help.

Of course, everyone has their own sales pipeline. But since small and medium businesses are the majority here, we'll roll with this example:

Lead In - the first stage for the lead
Call Scheduled - the stage where you schedule a call or demo
Negotiation - the phase when you discuss and assess their needs
Proposal - the moment when you send your offer or suggest a free/paid trial of the tool
Final Discussion - the pre-paid phase, where you discuss details and work with "lead's concerns"

You're free to set your own stages that fit your business model, but in general, these steps can be applied by the majority of SMBs and startups.

Before we go down the pipeline lane, let's take a quick step back and talk about lead generation.

‍

Outbound lead generation - lemlist <> Pipedrive integration

Generate tons of leads with personalized cold emails and sync it with Pipedrive.

My results: 56% reply rate.

Here are some stats:

And as a result of this campaign, I had 44 meetings 🥳

Tools you need to set this up:

Pipedrive (of course 🤣)
lemlist for cold emails
Calendly (as a bonus for specific campaigns)
Zapier (to make the integration with calendar)

How to use this growth tip:

This is the best outbound hack and at the same time, it's easy to implement it.

Step 1: set up a cold email campaign with lemlist

a) Create a campaign in lemlist

Create cold email campaign integrated with Pipedrive CRM

b) Add your leads and prepare the message

You can send your own email templates, but let me give an example for growth and marketing agencies.

The idea of this email is to meet the person in real life, so I recorded a quick video and combined it with lemlist's dynamic landing page feature. This strategy is called personalized video thumbnail and it's superb.

Since it's a unique feature for lemlist that got me a 56% reply rate, so I’ll share more details about it.

If you want to check other video personalization template, check this video sales email template.

c) You create a video and upload it to Youtube. If you want to show this video to leads in your campaign only and not have it on your YouTube channel, just choose “unlisted".

d) You add the link to the video in lemlist with “Insert video button”.

e) Customize your landing page with the prospect's logo, colors, and text personalization. For example, if you write “Hello {{firstName}}”, lemlist will automatically put the recipient’s first name.

f) Add your calendar below the text and video. For instance, put to your Calendly in settings on the right side.

g) You can show a custom pop-up message (in chat) once the person finishes watching your video. In order to do this, create an account at lemtalk and copy the “Your Application Id (appId)”.

Add chat to dynamic landing pages lemlist

So at the end of the video, your leads will see a pop-up like this:

The end result is a personalized email with this dynamic landing page, where lemlist automatically personalizes each part of it.

Video personalization in cold emails by lemlist

Here's how the final email looks like. The first name and company logo are automatically updated, which is another awesome feature of lemlist.

For inspiration: Choose one of our inspirational cold email templates

Important - if you want to send cold email, check the email deliverability checklist to avoid SPAM and if you're just a beginner - check the full cold email guide for beginners.

Step 2: Connect lemlist and Calendly with Pipedrive

Now we need to :

Create new deals on Pipedrive with those who booked a call via Calendly;
Stop a campaign on lemlist, so they won't get any follow-ups from this campaign.

And here we'll need Zapier!

The Zap will look like this:

Here's how to set it up:

a) Go to Zapier and choose a trigger "Invitee created in Calendly",

This means Zapier will work for those who picked a slot on your Calendly link.

b) If you didn't use Calendly and Zapier together, you'll need to put an API key from Calendly to Zapier.

It's easy as 1,2,3. Just log in to Calendly and go to "Integrations":

c) Stop a campaign for this specific person (so he/she won't receive follow-ups since they booked a time):

To do that, we pick lemlist and "Stop emailing a Buddy-to-be in a campaign"

d) Define the fields "email" and "campaign" to exclude people.

It's super easy to do:

Choose the email that came from Calendly
Select the name of your lemlist campaign

e) If you haven't connected Zapier and lemlist before, Zapier will ask you to connect your lemlist account.

In order to find your "login and password for Zapier", go to lemlist --> settings --> integrations --> scroll down to "Zapier".

f) Create a new person & new deal in Pipedrive.

Pick "Pipedrive" as an app and the new action "Create Person"...

g) Choose custom variables that will be added to your Pipedrive record.

Name (from Calendly)
Email (from Calendly as well)

h) Create a deal in Pipedrive with the person you created on the previous step

i) Again, if you didn't use Zapier and Pipedrive, just allow access to your Pipedrive account.

The end result is this amazing workflow.

So everyone who books a call with you will be added to Pipedrive automatically (and don't worry, they won't get any wrong emails).

Btw, you can use different Pipedrive phone integrations to handle meetings.

Inbound lead generation - AutopilotHQ <> Pipedrive integration

Lead scoring helps you identify hottest leads you should contact ASAP. So make sure to score your leads the right way.

How it works?

Every time someone engages with your email, you can assign a "score". For example, if a person opens your email, they receive three points. If that person also clicks on a link, ten points are given.

My results: +37% inbound leads after implementing the scoring system

Tools we'll use:

Pipedrive (of course)
Autopilot (as an example)

How to use this growth tip:

I'm using AutopilotHQ to showcase this hack, but you can play with other tools like Customer.io, Mailchimp, and so on.

Step 1: Create a sequence of emails to nurture your leads after they subscribe to your blog or download a lead magnet from website popup

This is where lead nurturing comes into play. For example, you can send:

best articles you have
specific use cases
webinars or videos

The whole flow will look somewhat like this:

AutopilotHQ Pipedrive email automation workflow

With this flow we just send emails and that's it. But, our desire is to add lead scoring.

Don't panic! It looks messy, but it's super easy to connect the dots. Remember...

If a contact opens your email --> 3 points
If a contact clicks on a link -> 10 points

AutopilotHQ Pipedrive email automation workflow.png

The more your prospect engages with your emails, the bigger the score.

Step 2: Send information about warmed up leads to Pipedrive and your sales team

Once somebody reaches the target score, add them to Pipedrive as a qualified lead.

Add a new deal to Pipedrive automatically

Receive Slack notifications every time you have a new deal (Slack <> Pipedrive integration)

Slack notifications can be used to remind you about new leads. Especially if you're working at 200 miles per hour and don't want to miss out on opportunities.

Tools we'll use:

Pipedrive
Slack
Dealbot by Pipedrive

How to use this growth tip:

There is a direct integration between Pipedrive and Slack, so you won't need to use Zapier.

Step 1: Start setting up the workflow automation

a) Find "Send Slack" option and choose your preference (pick between sending notifications to private or public Slack channels)

Step 2: Install Dealbot

This is THE bot that will help you set this up. Click on "allow access":

Step 3: Pick the Slack channel in which you will get alerts from Pipedrive

Here's what I recommend:

Deals added --> make sure to add your sales team to the channel
Deals won --> add everyone here and celebrate wins together

Win back leads who didn't show up for your demo -Pipedrive email integration

Slack notifications are about leads getting in. The next workflow automation is about the second stage... "Call Scheduled".

What is the main problem with leads at this stage?

Sometimes they book a call and don't show up later on.

Then you need to start from scratch. Reschedule a call, find a new time slot, and hope that this lead will finally join your Zoom link. 😰

There's a better way to counter this situation.

My results: +36% saved leads

Tools we'll use:

Pipedrive (of course 🤣)
lemlist for cold emails

How to use this growth tip:

Step 1: Connect lemlist and Pipedrive

Go to lemlist --> Settings --> Integrations --> connect Pipedrive CRM.

Step 2: Create "custom fields" and filters in Pipedrive to send messages to a specific group of people

Go to "Settings" --> "Data fields" --> "Add custom field" button --> "Person field".

In our case, we'll create a field "Didn't come to the demo/call". If you put "yes", these people will get a lemlist campaign automatically.

You should also choose "Autocomplete" under "Field type".

Step 3: Come back to "Contacts" in order to create a new filter

Click on "Your name" -> "Add new filter".

Step 4: Make a filter for people who didn't come to the demo

If there's a "yes" value next to "Didn't come to the demo", this lead is in.

Step 5: Create a campaign in lemlist to follow up on those who didn't come to the demo

Go to "Create a new campaign" --> choose Buddies-to-be from Pipedrive --> choose the filter we just created:

A campaign like this, maybe?

I've used a personalized image, so the person will see his or her name on the photo. The beauty is that it automatically updates for each person.

It's always a good idea to add smart follow-ups, because sometimes people forget to reply to the first email.

Now, a super important point you don't wanna miss.

Step 6: When on "Options" stage in lemlist, put a mark on "Review automatically new Buddy-to-Be inserted in the Buddy-to-Be list".

By doing so, you're ensuring all emails are sent automatically, without having to review them manually.

If someone misses a demo, we just need to open the deal --> scroll down to "Person" --> put "yes" next to "Didn't come to demo".

And this lead will automatically get a sequence of emails:

Automatically send notes to Pipedrive after sales meetings

"Negotiations" stage is next.

I'll show you how to create and transfer important notes to Pipedrive automatically.

My results: +12% more demo calls each week

Tools we'll use:

Pipedrive (of course 🤣)
FireFlies.ai

How to use this growth tip:

One simple step: Create an account at FireFiles.ai and connect Pipedrive

Every time you have a call or demo, FireFiles will connect to it, analyze the context, and make simple notes directly in Pipedrive.

Now all your meetings will have notes and you'll spend on it zero minutes.

Create invoices on autopilot - Paycove <> Pipedrive integration

The time is fine to focus on the "Proposal" stage. This Pipedrive growth hack will be more suitable for service-oriented businesses:

What salespeople love the most? 😍

When the invoices they send are paid.

But what the hate the most? 😡

Creating invoices.

Paycove can help.

My results: I don't create invoices anymore :)

Tools we'll use:

Pipedrive (of course 🤣)
Paycove
Stripe

How to use this growth tip:

Step 1: Install Paycove and choose "Pipedrive integration"

Step 2: Match actions with Paycove and stages in Pipedrive

For example, when you move the lead to "Proposal" stage, Paycove will automatically create an invoice based on data you put to "Deal value".

Quotes and invoices in Paycove are always synced with data in Pipedrive.

For example, I made a test deal with a value of $100, and here's what Paycove made based on it.

And here is the example of the invoice. There is some info missing, but that's because I made a test deal.

No need to create a new invoice template. It's already created for you!

Aaaaand...

Every time leads pay --> Pipedrive automatically marks them as "Won".

Re-engage your lost leads in style

Finally, let's figure a way to re-engage lost leads.

The idea is to send a campaign to maintain a warm relationship with them. And if they rebuild their interest, a new deal will be created in Pipedrive.

My results: 11% from lost leads to opportunities again.

Pipedrive integration with lemlist email automation

Tools we'll use:

Pipedrive (of course 🤣)
lemlist for cold emails

How to do this growth tip:

Step 1: Create "Predefined lost reasons" to filter lost leads

In order to do this, go to "Company settings" --> "Lost reasons" --> "Add predefined lost reason".

Step 2: Go to "Contacts" --> create a new filter

In order to filter lost leads by a reason why you lost them in the first place.

Step 3: Create the filter and put the predefined lost reason

In our case, it's "Not now".

Step 4: Create a campaign in lemlist

Choose "Buddies-to-be" from Pipedrive and pick the filter "Lost reason":

IMPORTANT! Make sure to also pick "Enable full sync".

Step 5: So now we just need to make emails that we'll send

We need to put a delay in this campaign based on your sales cycle.

For example, I'll put 70 days. This means I'll contact lost leads in more than 2 months on autopilot.

As previously stated, I'm a big advocate of using personalized images in cold emails. After all, we live in H2H era (human to human).

Step 6: Add 5-8 follow-ups, but with proper delays

Since we're talking about lost leads who are not interested in our services right now, we shouldn't be too pushy.

So I recommend choosing the 1-email-per-month flow.

Step 7: Set up what happens when they reply

We need to mark "Replies to the email" as the reason to create a new opportunity
Review automatically Buddies-to-be, so all lost leads with "Not now" reason will be added to this campaign automatically
Choose the deal stage where the lead will be added when they reply

So, now you can manage lost leads automatically and convert them to new leads without your control.

Oh, there's one cool thing left for you to do to use most of these hacks with full power. Sign up and test lemlist.

Summary

Now you can do a loooot of cool growth tactics in Pipedrive.

Generate leads with outbound and inbound marketing
React with the rocket speed when new leads come on
Automate follow-ups for leads who didn't show up for your call or demo
Make notes on calls automatically
Created invoices on autopilot
Convert lost leads into new warm leads

lemlist team

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	G2 Rating	Price	Best for	Standout feature	Con
SmartWinnr	4.9 star star star star star	$30/mo $75/mo $2,999/mo	Large, distributed sales teams	AI evaluation precision, gamified KPIs	Lack of tracking system
Performio	4.6 star star star star star-half	Not publicly available	Sales operations and finance teams	Powerful configurability	Limited training resources and complex to navigate
Varicent	4.4 star star star star star-half	Not publicly available	Mid-market and enterprise businesses	Comprehensive incentive management	Potentially high cost and steep learning curve
QuotaPath	4.7 star star star star star-half	$15/user/mo $40/user/mo Enterprise: custom price	Complex sales structures and businesses of all sizes	Complex sales structures and businesses of all sizes	Steep learning curve
Anaplan	4.6 star star star star star-half	Not publicly available	Collaborative teams	Connected planning	Complexity and steep learning curve
Xactly	4.6 star star star star star-half	Not publicly available	Companies with complex sales structures	Complex incentive compensation management (ICM) with high efficiency and accuracy	Complexity for smaller teams and potentially high costs
Qobra	4.7 star star star star star-half	Not publicly available	Companies who want to automate commission calculations and payouts	Simplicity and ease of use	Lack of features like redirection
ElevateHQ	4.7 star star star star star-half	$30/user/mo $35/user/mo Custom: upon request	Businesses that need a comprehensive and user-friendly sales compensation management software	Ease of use and adoption	Lack of ability to configure the product based on user needs
Everstage	4.8 star star star star star-half	Not publicly available	Companies with modern sales culture and businesses who want real-time insights	A built-in dispute management and real-time visibility	Users say it works slowly, customer support is slow
Sales Cookie	4.9 star star star star star	$30/user/mo $50/user/mo	Smaller sales teams	Powerful automation	Lesser user base and average user interface
Spiff	4.7 star star star star star-half	Not publicly available	Companies with scalable needs	Automated Commission Calculations	Lack of filtering by date, no mobile app

ERP vs. CRM

ERP

CRM

Summary

Backbone of a business's internal operations.

Backbone of customer-centric interactions and operations.

Goal

To centralize and streamline core business processes in a company.

To increase customer experience, satisfaction and loyalty, and boost sales.

Focus

Internal operations and processes across departments (finance, accounting, inventory, supply chain, HR, and sales).

All interactions with leads and customers.

Manages

Internal business data like financial data, inventory levels, production details, supply chain, HR info.

All customer data like contact info, purchase history, communication history, customer preferences and more.

Users

Finance, accounting, operations, supply chain, and HR departments.

Customer-facing teams like sales, marketing, and customer service.

Benefits

Streamlines operations, improves data accuracy, enhances decision-making, boosts collaboration, increases productivity.

Improves customer relationships, increases sales, strengthens customer service, personalizes marketing campaigns, provides insights.

Price

$150 per user per year on average.

$10 to $30 per user per month on average.

PRM Tool	Rating	Feature	Pro	Con	Mobile App	Integrations	Free Plan	Pricing
Airtable	4.65 star star star star star-half	Org-wide alignment	User-friendly layout and database	Suboptimal as a personal CRM	square-check	Lack of tracking system	square-check	Team: $20/month Business: $45/month
Dex	4.7 star star star star star-half	Social Media Integration	Easy contact data collection	No marketing/sales features	square-check	Lack of tracking system	square-xmark 7-day trial	$12/month
Notion	4.75 star star star star star-half	Block Functions	High customization capability	Not a dedicated CRM	square-check	Limited	square-check	Plus: €7.50/month Business: €14/month
Monica	N/A	Open-source	Open-source flexibility	Requires extensive manual input	square-xmark	Limited	square-check Self-hosted	$9/month or $90/year
Hippo App	3.1 star star star	Simple iOS app	Ideal for non-tech-savvy users	iPhone only	square-check iOS only	Limited	square-xmark 1-month trial	$1.49/month or $14.99/month
Contacts+	3.6 star star star star-half	Smart Contact Management	Feature-rich and flexible	Reported bugs	square-check	Rich	square-xmark 7-day trial	Premium: $13.99/month Teams: $17.99/month
Folk	4.4 star star star star star-half	Customizable Interface	Customizable for teamwork	Pricey for personal use	square-check	Rich	square-xmark	Standard: $24/member Premium: $39/member
Close	4.7 star star star star star-half	Integrated Calling	Integrated Calling	Too sales-oriented & pricey	square-check	Rich	square-xmark 14-day trial	Startup: $59/user/month Professional: $329/user/month
Covve App	4.8 star star star star star	Business Card Scanning	Business Card Scanning	Mobile only	square-check	Limited	square-check	$9.99/month
Nimble	4.45 star star star star star-half	160+ app integrations	Comprehensive integrations	No free app version	square-check	Rich	square-xmark 14-day trial	$29.90/month or $24.90/month (billed annually)

	Capterra Rating	Free Trial	Free Plan	Starting Price (excluding the free plan)	Maximum Price (for the most expensive plan)	Best for
HubSpot CRM	4.5 star star star star star-half	square-check 14-day	square-check	€15/month/seat billed annually	€792/month/3 seats billed annually + €45/month for each extra seat	Versatility and free plan
Salesforce CRM	4.2 star star star star	square-check 30-day	square-xmark But it offers reduced price to authorised nonprofit organisations	€25/user/month	€500/user/month billed annually (includes Einstein AI)	Best overall operational CRM
Zoho CRM	4.3 star star star star star-half	square-xmark	square-check Limited to 3 users	Comprehensive incentive management	€52/user/month billed annually	Small-medium businesses and automation
Pipedrive	4.5 star star star star star-half	square-check 14-day	square-xmark	€14/seat/month billed annually	€99/seat/month billed annually	Sales teams and ease of use
Agile CRM	4.1 star star star star	square-xmark	square-check Limited 10 users	$9.99/user/month billed annually	$64.99/user/month billed annually	Free plan for very small teams up to 10

CRM goal	Increase the sales conversion rate for qualified leads from marketing automation campaigns by 10% in the next 6 months.
SMART Breakdown	1. Specific: It targets a specific area (conversion rate) for a defined segment (qualified leads from marketing automation).	2. Measurable: The desired increase (10%) is a clear metric, and the timeframe (6 months) allows for progress tracking.	3. Achievable: A 10% increase is possible based on historical data and potential improvements.	4. Relevant: Boosting sales from marketing efforts aligns with overall business objectives.	5. Time-bound: The 6-month timeframe creates urgency and a clear target date.
Actions	Step 1: Refine lead qualification criteria to ensure high-quality leads are nurtured through marketing automation.	Step 2: Personalize marketing automation campaigns based on lead demographics, interests, and behavior.	Step 3: Develop targeted landing pages with clear calls to action for qualified leads.	Step 4: Implement lead scoring to prioritize high-potential leads for sales follow-up.	Step 5: Track and analyze campaign performance to identify areas for optimization.
Outcomes	Increased sales and revenue	Improved marketing automation ROI	Marketing and sales alignment	Data-driven marketing optimization

Table

CDP Software

CRM Software

Approach

Data-centric

Customer-centric

Focus

Interactions across various channels and touchpoints, both online and offline.

Sales, marketing, and customer service interactions.

Functionality

Automatically collects, organizes, tags, and makes data available in real-time.

Helps businesses track customer interactions, sales pipelines, prospects, and service requests.

Goals

Personalized customer experiences across all channels.

Better customer relationships, streamlined processes, and improved profitability.

Benefits

Data integration, management, and accessibility, allowing for detailed analysis and segmentation.

Better communication within teams and with customers by organizing information about customer interactions and history.

Data Handling

Handles both identified and anonymous data, stitches together various data points.

Deals primarily with identified customer data.

Use Cases

Personalized marketing campaigns, targeted advertising, content customization across multiple channels.

Managing campaigns and leads, enhancing customer service, providing better customer support, increasing customer satisfaction and loyalty.

Examples

Insider, Bloomreach, Salesforce Marketing Cloud CDP

HubSpot, Salesforce Sales Cloud Lightning Professional, and Zoho CRM

CRM

Free plan

Best feature

Best for

Con

1. HubSpot CRM

square-check

Sales automation

Sales teams

Up to 1,000 contacts

2. Insightly

square-check

Custom fields

Basic needs

Not enough info about the free plan

3. Agile CRM

square-check

Deal and sales pipeline tracking

Small teams

Up to 10 users

4. Zoho CRM

square-check

Lead and contact management

Businesses of all sizes

Limited to 3 users

5. ClickUp

square-check

Unlimited tasks and unlimited members

Personal use

Up to 100MB storage

6. EngageBay

square-check

Live chat

Small and midsize enterprises

Up to 1,000 branded emails per month

7. Bitrix24

square-check

Unlimited users and 5 scrum teams

Big teams

Up to 5GB of cloud storage

8. FreshSales

square-check

Easy to use and simple setup

Beginners

Up to 3 users

9. Mailchimp

square-check

Very beginner friendly

Marketing teams

Send up to 500 branded emails per month

Type of Affiliate Marketing

Unattached

Related

Involved

Format

Paid advertising

Social media or YouTube channels

Dedicated website or blog

Focus

Quick income

Your niche

Your audience

Engagement with your audience

square-xmark

square-check

Very close connection with your audience

Pro

Little effort

Higher credibility thanks to your niche

Long-lasting and scalable

Con

Paid ads cost a lot

Potential for bias since you don’t use the thing you promote

Require time, effort, and dedication

What you should look at next

Sales Strategy

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Learn all about the mechanism of affiliate marketing, how it works, and how you earn money.

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7 Pipedrive automation hacks that will enhance your sales pipeline

Outbound lead generation - lemlist <> Pipedrive integration

Inbound lead generation - AutopilotHQ <> Pipedrive integration

Receive Slack notifications every time you have a new deal (Slack <> Pipedrive integration)

Win back leads who didn't show up for your demo -Pipedrive email integration

Automatically send notes to Pipedrive after sales meetings

Create invoices on autopilot - Paycove <> Pipedrive integration

Re-engage your lost leads in style

Summary

What you should look at next

How to Start with Affiliate Marketing and Make Money (The Beginner’s Guide)

15 Types of Affiliate Marketing Content to Create in 2024 (with examples)

Is Affiliate Marketing a Pyramid Scheme? And Other Affiliate Myths Debunked

6 Major Benefits of Affiliate Marketing in 2024

How Affiliate Marketing Works?

What you should look at next

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