Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Preface

A sales revolution is coming!

The next decade will witness a sea change in the way large and medium-size businesses manage their sales functions. Companies that fail to adapt to the new realities and adopt the new practices risk falling behind their competitors who do.

If you're a business leader of an enterprise-level corporation who shoulders some measure of responsibility for sales effectiveness, you need to know about and prepare for this coming revolution. Whether you realize it or not, you and your business are heading toward a tipping point, from which there can be no turning back. In fact, some of your best customers have likely already tipped. They are thinking about the sales process in a different and more compelling way than you have in the past. If you don't react now, you risk losing them forever.

To succeed in this new competitive environment, your company will need to revolutionize sales function management. It must learn to harness the power of data analytics, not just as a tool, but as a mindset. Gone are the days you or your sales leadership can work on intuition, gut feel, or past history. None of this is relevant in the new order.

Here's the Crux

“Big data” isn't just big, it's huge. Data analytics and predictive and prescriptive analytics aren't just buzz words. They're a new reality that you and I and everyone else in the business world must understand, embrace, wield, and inculcate into our corporate cultures. Scores of books have been written ...