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Analytics Across the Enterprise: How IBM Realizes Business Value from Big Data and Analytics by Maureen F. Norton, Emily C. Plachy, Brenda L. Dietrich

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9. Increasing Sales Performance

Perspective: Using Analytics to Optimize Sales Performance—Inside and Out

The traditional roles of buyers and sellers have undergone a significant shift as access to information has increased. Buyers can easily search on the web for reviews and recommendations from other buyers and use the information they find as input to their purchasing decisions. That same ...

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