Case Study: SeamlessDocs achieves granular tracking of cold, warm and hot leads and faster deal velocity with Pipedrive

How to Define a Sales Pipeline SeamlessDocs Tracks Cold, Warm and Hot Leads in Separate Pipelines

SeamlessDocs, a company that converts PDFs into smarter online documents and provides e-signature tools, faced the challenge of closing leads that arrive at very different readiness levels — cold, warm and hot — and needed more granular visibility than broad stages like “In Conversation” provide. They also prioritize phone contact over email to drive engagement and close deals.

Their solution was to use three distinct Pipedrive pipelines (one for each lead temperature), restrict Pipedrive use to account executives while SDRs qualify and book meetings, and break the process into many specific stages. By tracking everything and insisting on calls (75% higher engagement and 90% of final pre-close conversations happen by phone), they gained clearer insights into bottlenecks, targeted collateral where needed, accelerated sales, and improved rep coaching and productivity.

SeamlessDocs

Marc Ende

Vice President of Business Development