A "how-to" guide to boosting sales through predictive and prescriptive analyticsData 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 dataThere 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.

Acknowledgments ixPreface xiHere's the Crux xiiSharpen Your Competitive Edge xiiiThe Birth of a Vision xviWhat You Can Expect from This Book xviGoing Holistic xviiiIn the Beginning ... xixChapter 1: Playing the Blame Game 1Chapter 2: Pulling Back the Curtain 27Chapter 3: Changing Mindsets 49Chapter 4: Finding the Keys 69Chapter 5: Describing What Happened 95Chapter 6: Diagnosing What's Wrong 121Chapter 7: Predicting What's Ahead 145Chapter 8: Prescribing What to Do 171Chapter 9: Celebrating Success 195About the Author 211Index 213