TY  - BOOK
AU  - Dearborn,Jenny
TI  - Data driven: how performance analytics delivers extraordinary sales results 
SN  - 9781119043355
AV  - HF5438.4 
U1  - 658.8/1 23
PY  - 2015///
CY  - Hoboken, New Jersey
PB  - John Wiley & Sons, Inc.
KW  - Sales management
KW  - Selling
KW  - Marketing
KW  - Ventes
KW  - Gestion
KW  - Vente
KW  - selling
KW  - aat
KW  - marketing
KW  - BUSINESS & ECONOMICS
KW  - Industrial Management
KW  - bisacsh
KW  - Management
KW  - Management Science
KW  - Organizational Behavior
KW  - fast
N1  - Includes index; Includes bibliographical references and index; Cover; Title Page; Copyright; Dedication; Acknowledgments; Preface; Here's the Crux; Sharpen Your Competitive Edge; The Birth of a Vision; What You Can Expect from This Book; Going Holistic; In the Beginning ... ; Chapter 1: Playing the Blame Game; The Dangers of Making Decisions Without the Right Data, Part I: A Prime Sales Example; The Dangers of Making Decisions Without the Right Data, Part II: Solving the Wrong Problem; The Dangers of Making Decisions Without the Right Data, Part III: Measuring Efficiency When What You Want Is Effectiveness; Management by Guesstimate; Chapter 2: Pulling Back the CurtainNotes; Chapter 3: Changing Mindsets; Notes; Chapter 4: Finding the Keys; Notes; Chapter 5: Describing What Happened; Notes; Chapter 6: Diagnosing What's Wrong; Chapter 7: Predicting What's Ahead; Chapter 8: Prescribing What to Do; Chapter 9: Celebrating Success; About the Author; Index; End User License Agreement
N2  - 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
UR  - https://onlinelibrary.wiley.com/doi/book/10.1002/9781119207559
ER  -