High quality CRM data is a powerful tool for your sales team that gives your startup the competitive advantage needed to win customers.Why? Because high-class data architecture is a prerequisite for smart data-driven sales decisions. The talk is part of the series Building a Strong Sales Foundation where we’ll take you into the engine room of experienced sales teams and their data-driven sales approaches to higher ROI, better time-management and ultimately more customers.

1. P S V
February 9, 2021
Data Architecture for a Data-
Driven Sales Approach
Academy

2. 2
PSV Academy is a learning
space specially curated by
PreSeed Ventures, to help
tech founders of today
and tomorrow accelerate
their ideas into startups
Louise Mølgaard, Program Manager for
PSV Academy

3. Other relevant content on today’s topic:
StartupTalk #3: Metrics and KPIs for Startups
StartupTalk #5: B2B Sales and Marketing
StartupTalk #20: Reducing Churn
StartupTalk #26: GDPR & Compliance
StartupTalk #27: B2B Buyer Personas
Feb 24, 2021:
StartupTalk #29: Applying data insights
March 17, 2021:
StartupTalk #30: Founders guide to first sales hire
Jump into the pool…

4. 6
Help us help you
Ask us questions in the Q&A Upvote your favorite Sign up to Open Door

5. 7
Agenda
01 Introduction to the topic with Louise Mølgaard
02 Capturing and storing data for data-driven sales
purposes with Caragh Kennedy from Hubspot
03 Real world war story by Kristian Simonsen from
DeepDivr
04 LIVE Q&A – ask us your most burning questions

6. The importance of sales
Importance
M
a
r
k
e
t
i
n
g
Sales
Consumer SMB Enterprise
WHY?
Price + Complexity

7. B2B marketing & salesfunnel
Awareness
Interest
Consideration
Intent
Evaluation
Purchase
Customer
Success
Sales
Marketing
Retain
Grow
CRM
DATA
Searches for information
Looks at products and reviews
Shares research with shareholders
Gets product demo
Reviews contract proposal

8. What data are you picking up?
Company name
Company revenue
Company start date
Competitors
Employee size
Industry
Office location(s)
Website ranking
Website traffic
Social accounts (followers + info)
Zip code
Age
Email
Employment history
Employee name
Phone number
Work position
Skills
Firmographic data Contact data Engagement data
Search words
Ad clicks
Keyword triggers
Intent data
Chronographic data
Email open rate
Website clicks
Form completions
Previous sales
Social media engagement
Downloads
Product demo’s
Call and meeting log
+ custom / tailored properties
structured vs. unstructured data
Technographic data
Software
Hardware
Applications
Points out change over
time

9. Choose a scalable CRM system

10. P
S
V
Academy