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Publisher's Summary

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. Predictive and prescriptive analytics is poised to change corporate sales, and companies that fail to adapt to the new realities and adopt the new practices will be left behind.
This book explains why the Prescriptive Action Model is the key corporate sales weapon of the 21st century and how you can implement this dynamic new resource to bring value to your business. Exploit one of the last remaining sources of competitive advantage. Reengineer the sales function to optimize success rates. Implement a more effective analytics model to drive efficient change. Boost operational effectiveness and decision making with big data. There are fewer competitive edges to gain than ever before. The only thing that's left is to execute business with maximum efficiency and make the smartest business decisions possible. Predictive analytics is the essential method behind this new standard, and Data Driven is the practical guide to complete, efficient implementation.
©2015 Jenny Dearborn (P)2015 Audible, Inc.
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Customer Reviews

Most Helpful

By Jason D on 08-31-17

High level, I wish it was more of a practical how to.

This explains the importance of data and why you should use it. It has a good story to explain where data and how to use it can help your sales team. I just wish it had more detail of how to set up some of the data reports. In general it makes you realize that being data driven is important but doesn't explain how to use data yourself.

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By Blair C on 11-05-17

Great beginner treatise on sales analytics

I found the general presentation of the material to be good, but the actual material somewhat lacking. I would have like more discussion about techniques employed.

nonetheless, this is a great intro into the key components of sales analytics and processes.

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