Description
Book SynopsisA how-to guide to boosting sales through predictive and prescriptive analytics Data Driven is a uniquely practical guide to increasing sales success, using the power of data analytics. Written by one of the world''s leading authorities on the topic, this book shows you how to transform the corporate sales function by leveraging big data into better decision-making, more informed strategy, and increased effectiveness throughout the organization. Engaging and informative, this book tells the story of a newly hired sales chief under intense pressure to deliver higher performance from her team, and how data analytics becomes the ultimate driver behind the sales function turnaround. Each chapter features insightful commentary and practical notes on the points the story raises, and one entire chapter is devoted solely to laying out the Prescriptive Action Model step-by-step giving you the actionable guidance you need to put it into action in your own organization.
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Table of Contents
Acknowledgments ix
Preface xi
Here’s the Crux xii
Sharpen Your Competitive Edge xiii
The Birth of a Vision xvi
What You Can Expect from This Book xvi
Going Holistic xviii
In the Beginning … xix
Chapter 1: Playing the Blame Game 1
Chapter 2: Pulling Back the Curtain 27
Chapter 3: Changing Mindsets 49
Chapter 4: Finding the Keys 69
Chapter 5: Describing What Happened 95
Chapter 6: Diagnosing What’s Wrong 121
Chapter 7: Predicting What’s Ahead 145
Chapter 8: Prescribing What to Do 171
Chapter 9: Celebrating Success 195
About the Author 211
Index 213
