How Performance Analytics Delivers Extraordinary Sales Results
Across business functions, competitive edge is being replaced by competitive efficiency. There are few, if any, unexploited market openings. Instead, winning businesses gain their advantage by taking smarter actions and predicting.
Big data and analytics are the keys here, but so far almost no one is optimally leveraging these tools.
We pick up crumbs of insight here and there and timorously try a few things out, but we mostly stick to the safety of our gut reactions. What we’ve been lacking is an all-encompassing approach to data analytics.
Data Driven: How Performance Analytics Delivers Extraordinary Sales Results is the first book to show exactly how and why data is the very future of every functional area of your organization. The story of data is the story of business change, and if you are not up to speed with this story, it’s getting late. This book is a wake-up call of sorts for all of us – including you, your team and your colleagues – who need to both recognize big data within the context of our organizations and know what to do with it going forward. And when we can do that, the breakthrough results will follow.
A Data-Driven Revolution.
Author Jenny Dearborn’s vast and deep experience, along with over 100 interviews with top global sales leaders, formed the foundation for Data Driven, which presents the fictional story of Pam Sharp.
Meet Pam Sharp.
Pam is the new Chief Sales Officer at Trajectory Systems and readers will undoubtedly see themselves in her effort to turn a flagging sales department into a driver of sustainable growth. Instead of taking a “buffet” approach, Pam generates organizational buy-in and builds data right into the structure of the company in a way that any enterprise-level sales leader can replicate.
In each chapter of Data Driven, Dearborn summarizes and provides insightful commentary on Pam’s story, distilling the crucial lessons into clear, actionable how-to steps. The book culminates with the Prescriptive Action Model (PAM) —a four-step process-changing approach that can radically and positively transform the way we view, use and relate to data going forward.
Some might find it hard to believe I’m endorsing a book on performance analytics when I have trouble balancing my own checkbook. At its core, though, Data Driven is about people and the importance of collaboration—which I do know something about. This enjoyable read by Jenny Dearborn combines a relatable story about a struggling sales force with real-life, cutting edge concepts that will teach you and your team all about data analytics and how to apply them. Read this book and learn from an expert how to transform the sales process in your organization and get powerful results.
Co-author of "The One Minute Manager" and "Leading at a Higher Level"
Jenny Dearborn has written a must-read for leaders at every level of growth-hungry businesses. Data Driven is a blueprint for building winning strategies, successful sales teams and sustainable customer relationships.
If you want to take the sales function of your company to the next level, you’ve got to read Data Driven! Through an engaging fictional story and insightful commentary, Jenny Dearborn makes the complex subject of data analytics interesting, accessible, and practical.
Senior Vice President, Learning & Development, Hewlett-Packard
Sales must be data and decision driven – using Big Data and Personalization to drive performance. Jenny Dearborn has written a fresh, engaging and operational book, making analytics come alive in the sales process.
Chair, The Learning CONSORTIUM and author of "Big Learning Data"
Knowledge isn’t power, data is! It’s not what you know, it’s the data you can access and how you can make sense of it. In Data Driven, Jenny Dearborn explains how to do just that to empower your sales teams.
Best-selling author of "The Future of Work"