Dearborn Data Driven

How Performance Analytics Delivers Extraordinary Sales Results
1. Auflage 2015
ISBN: 978-1-119-04335-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 256 Seiten, E-Book

A "how-to" guide to boosting sales through predictive andprescriptive analytics
Data Driven is a uniquely practical guide to increasingsales success, using the power of data analytics. Written by one ofthe world's leading authorities on the topic, this book shows youhow to transform the corporate sales function by leveraging bigdata into better decision-making, more informed strategy, andincreased effectiveness throughout the organization. Engaging andinformative, this book tells the story of a newly hired sales chiefunder intense pressure to deliver higher performance from her team,and how data analytics becomes the ultimate driver behind the salesfunction turnaround. Each chapter features insightful commentaryand practical notes on the points the story raises, and one entirechapter is devoted solely to laying out the Prescriptive ActionModel step-by-step giving you the actionable guidance you need toput it into action in your own organization.
Predictive and prescriptive analytics is poised to changecorporate sales, and companies that fail to adapt to the newrealities and adopt the new practices will be left behind. Thisbook explains why the Prescriptive Action Model is the keycorporate sales weapon of the 21st Century, and how you canimplement this dynamic new resource to bring value to yourbusiness.
* Exploit one of the last remaining sources of competitiveadvantage
* Re-engineer the sales function to optimize success rates
* Implement a more effective analytics model to drive efficientchange
* Boost operational effectiveness and decision making with bigdata
There are fewer competitive edges to gain than ever before. Theonly thing that's left is to execute business with maximumefficiency and make the smartest business decisions possible.Predictive analytics is the essential method behind this newstandard, and Data Driven is the practical guide tocomplete, efficient implementation.

Autoren/Hrsg.

Dearborn, Jenny

Inhaltsverzeichnis

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

Über Autor(innen)

JENNY DEARBORN is a leading authority on sales enablement and training, with expertise in big data and predictive analytics. As Senior Vice President and Chief Learning Officer for SAP, she designs and drives employee learning and enablement strategy. Dearborn was recognized as one of the 50 Most Powerful Women in Technology in 2014 by the National Diversity Council, and through the Fortune Most Powerful Women Network, she is a mentor for the U.S. State Department to female entrepreneurs in developing countries. Her team was named by eLearning Magazine the #1 top performing corporate learning organization in the world in 2013.