Data Driven (PDF)

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.