Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

by Jenny Dearborn

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. 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.

Genres: Business, Nonfiction

256 pages, Hardcover

First published March 2, 2015

Reviews

[Hillary · Rating 4 out of 5]

Really great information presented in a creative and entertaining way!

[Lucas Lafranconi · Rating 4 out of 5]

This book is a concise and satisfying effort that will welcome everyone to the world of (Data Analytics applied to) Sales, rediscovering what Sales could mean-even for those to which the mere thought of selling frighten or bore them to death.

Everyone should read this book before saying NO to sales-related roles, and of course, to data analytics ones. I feel that engineers and professionals from a technical background could really benefit from reading it, as it will show that sales can be engineered, that is, measured, analyzed and improved continuously.

I enjoyed the story of Pam, the protagonist that took the sinking ship to sail away from the seemingly safer shore of "gut decision making" to the wonderful Data Island, coming back with a completely new ship, self aware and with a firm hand on the direction.

I wish the story could have lasted longer, but this is not a novel, and Pam will live on the Prescriptive Action Model, for those brave enough to apply it in their companies.

[Helen Blunden · Rating 4 out of 5]

Excellent book that explains how to use data to analyse business performance gaps and design appropriate business solutions such as process changes or training to close them.

[Ceil · Rating 5 out of 5]

Straightforward description of the role sophisticated analytics can play in uncovering the behaviors that yield sales success. Perhaps more than any other function in business, sales has traditionally relied on guessed or assumed connections between outcomes and the behaviors that drive them. 80% of sales reps fail to meet quota every year, and Dearborn's discussions of how organizations typically react to that demonstrate how thoroughly familiar she is with corporate sales. She's credible, creative, and successful, and makes a compelling case that analytics-driven sales models can transform individual performance and organization results. Oh, and she walks through exactly how to go about it.

[Esther]

Interesting insight into sales organization and sales metric. Hypothetical but relatable real world scenario. While this approach may not be suitable for all companies in all various stages, it has it's place to be effective and useful.