Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

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Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

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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.

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

• Amazon Sales Rank: #16445 in Audible
• Published on: 2015-09-08
• Released on: 2015-09-08
• Format: Unabridged
• Original language: English
• Running time: 293 minutes

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

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Most helpful customer reviews

1 of 1 people found the following review helpful. Putting your data to work. By Venkat Gopidas Expect a lot of aha moments, as you read through this book. This book provides a great frame of reference, as you begin your journey in putting data to work.The balance of using a fictional story and levity to highlight important concepts makes it very relatable and an easy enjoyable read.A fun and fast read that would make you smarter, irrespective of your role.

4 of 6 people found the following review helpful. A new classic and REQUIRED READING By LG If you're in a sales leadership and/or sales operations role in a B2B organization, you need to read this book yesterday. I can think of many books that address the nuts and bolts of methodology and process, but none that cover the fundamental issues related to data and operations in such a comprehensive and compelling way. By writing about a fictional set of characters (whose roles include Chief Sales Officer, VP of North American Sales, Head of Sales Enablement and Training, Director of Marketing, Director of Sales Operations, etc.) struggling to turn around revenues in a global company, Dearborn shows how you can transform a business to become predictive and agile, and how leaders can leverage data to "skate where the puck is." If you want to create a solid foundation for your company to achieve consistent, repeatable sales success, you should put this at the top of your reading list.

2 of 3 people found the following review helpful. Want to give your CEO a roadmap for exponetial revenue growth? Buy them this book. By Morgan Kalakosky I attended the Sales 2.0 conference where author Jenny Dearborn presented on the topic of business analytics. She gave attendees a copy of this book that I read 1/3 of during the Caltrain ride home. I've since read about 2/3s of the book and found it to be worthy of five stars. It's possible when I finish I could change my mind but at this point I doubt it will.The fictional story (normally a trope in sales books that I loathe) is eerily familiar to me and I'm sure you'll find some of the characters very very similar to people you know and work with at your own company. From this framework Jenny lays out a very clear and actionable path towards using organization data not just to understand what's going on but provides a roadmap for where you want to go.Can't wait to give a copy to my SVP of sales and CEO. Hope you have a similar experience when you read Data Driven as well.

See all 10 customer reviews... Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

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Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, by Jenny Dearborn