Engaging and informative, the book tells the story of a newly hired chief of sales officer as she seeks under intense pressure to turn the sales function around and how they use data and analytics to drive this turnaround. The second half of each of these chapters will offer insightful commentary and practical teaching from the author on the points raised in the story. Chapter nine lays out the Predictive Action Model step-by-step in a how-to manner and wraps up the story. By the time they have finished the book, readers will have a practical understanding about how to utilize big data and…mehr
Engaging and informative, the book tells the story of a newly hired chief of sales officer as she seeks under intense pressure to turn the sales function around and how they use data and analytics to drive this turnaround. The second half of each of these chapters will offer insightful commentary and practical teaching from the author on the points raised in the story. Chapter nine lays out the Predictive Action Model step-by-step in a how-to manner and wraps up the story. By the time they have finished the book, readers will have a practical understanding about how to utilize big data and predictive analytics to transform their own corporate sales function.
Jenny Dearborn is chief people officer at Klaviyo and the founder of Actionable Analytics Group, an advisory firm that supports human capital management and education tech startups from Seed to IPO. Previously, she was chief talent officer at SAP. The author of Data Driven and The Data Driven Leader, Dearborn is a regular contributor to USA Today, Forbes, Huffington Post, and Fast Company.
Inhaltsangabe
Acknowledgments ix Preface xi Here's the Crux xii Sharpen Your Competitive Edge xiii The Birth of a Vision xvi What You Can Expect from This Book xvi Going Holistic xviii In the Beginning ... xix Chapter 1: Playing the Blame Game 1 Chapter 2: Pulling Back the Curtain 27 Chapter 3: Changing Mindsets 49 Chapter 4: Finding the Keys 69 Chapter 5: Describing What Happened 95 Chapter 6: Diagnosing What's Wrong 121 Chapter 7: Predicting What's Ahead 145 Chapter 8: Prescribing What to Do 171 Chapter 9: Celebrating Success 195 About the Author 211 Index 213
Acknowledgments ix Preface xi Here's the Crux xii Sharpen Your Competitive Edge xiii The Birth of a Vision xvi What You Can Expect from This Book xvi Going Holistic xviii In the Beginning ... xix Chapter 1: Playing the Blame Game 1 Chapter 2: Pulling Back the Curtain 27 Chapter 3: Changing Mindsets 49 Chapter 4: Finding the Keys 69 Chapter 5: Describing What Happened 95 Chapter 6: Diagnosing What's Wrong 121 Chapter 7: Predicting What's Ahead 145 Chapter 8: Prescribing What to Do 171 Chapter 9: Celebrating Success 195 About the Author 211 Index 213
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