Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

252 Pages·2015·2.77 MB·English

by  Jenny Dearborn

DATA DRIVEN

DATA DRIVEN
HOW PERFORMANCE ANALYTICS
DELIVERS EXTRAORDINARY SALES
RESULTS
JENNY DEARBORN
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To Dr. Karie Willyerd, who inspires me to push outside
my comfort zone.
To my amazing husband and our awesome, crazy,
brilliant kids—I love you. Thanks for eating take-out
for a year while I worked on this project. I promise the
next book will be less stressful for the family, but I
can’t promise I’ll ever learn to cook.

CONTENTS
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
vii
Contents
Chapter 8: Prescribing What to Do 171
Chapter 9: Celebrating Success 195
About the Author 211
Index 213
viii