Book description
A "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.
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
Re-engineer 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.
Table of contents
- Title Page
- Copyright
- Dedication
- Acknowledgments
- Preface
-
Chapter 1: Playing the Blame Game
- The Dangers of Making Decisions Without the Right Data, Part I: A Prime Sales Example
- The Dangers of Making Decisions Without the Right Data, Part II: Solving the Wrong Problem
- The Dangers of Making Decisions Without the Right Data, Part III: Measuring Efficiency When What You Want Is Effectiveness
- Management by Guesstimate
- Chapter 2: Pulling Back the Curtain
- Chapter 3: Changing Mindsets
- Chapter 4: Finding the Keys
- Chapter 5: Describing What Happened
- Chapter 6: Diagnosing What's Wrong
- Chapter 7: Predicting What's Ahead
- Chapter 8: Prescribing What to Do
- Chapter 9: Celebrating Success
- About the Author
- Index
- End User License Agreement
Product information
- Title: Data Driven: How Performance Analytics Delivers Extraordinary Sales Results
- Author(s):
- Release date: March 2015
- Publisher(s): Wiley
- ISBN: 9781119043126
You might also like
book
HBR's 10 Must Reads on Strategic Marketing (with featured article "Marketing Myopia," by Theodore Levitt)
Stop pushing products—and start cultivating relationships with the right customers. If you read nothing else on …
book
The Building Blocks of Sales Enablement
The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid …
book
Sales Management That Works
Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales …
book
Data Driven Marketing For Dummies
Embrace data and use it to sell and market your products Data is everywhere and it …