The one-stop-source powering Return on Sales success, jam-packed with ready to use insights for success, loaded with all the data you need to decide how to gain and move ahead. An one-of-a-kind book, based on extensive research, this reveals the best practices of the most successful Return on Sales knowledge mavens, those who are adept at continually innovating and seeing opportunity where others do not. This is the first place to go for Return on Sales innovation, in today's knowledge-driven business environment, professionals face particular challenges as their purpose is to discover or develop new concepts, products, or processes; the pressure to perform is intense. This title is the entryway to a single source for innovation. BONUS: Included with the book come numerous real-world Return on Sales blueprints, presentations and templates ready for you to download and use. This book addresses the crucial issue of Return on Sales adoption by presenting the facts to move beyond general observation. The model underpinning this book has been used as a predictive decision tool, tracking thousands of innovations for over more than a decade. And...this all-encompassing analysis focuses on key areas of future Return on Sales growth.

The one-stop-source powering Customer Analytics success, jam-packed with ready to use insights for results, loaded with all the data you need to decide how to gain and move ahead. Based on extensive research, this lays out the thinking of the most successful Customer Analytics knowledge experts, those who are adept at continually innovating and seeing opportunities. This is the first place to go for Customer Analytics innovation - INCLUDED are numerous real-world Customer Analytics blueprints, presentations and templates ready for you to access and use. Also, if you are looking for answers to one or more of these questions then THIS is the title for you: What does customer analytics entail? Can businesses use credit card data for customer analytics? Bootstrapped Customer Analytics vs. Strategic Hiring? What customer analytics do you use to drive sales up? Can a user/customer analytics tools replace a CRM for a subscription business (SaaS)? What are the best small/medium customer analytics firms? Which type of the NOSQL database would be more efficient for recommendation engine for customer analytics domain? Data Modeling: What are some good resources (books, blogs etc.) to learn data mining / predictive modeling techniques especially focused on customer analytics? Which companies do a great job using customer analytics to generate real value? What fraction of e-commerce enterprises utilize customer analytics in their decision making? ...and much more..."

The one-stop-source powering Point of Sale success, jam-packed with ready to use insights for success, loaded with all the data you need to decide how to gain and move ahead. An one-of-a-kind book, based on extensive research, this reveals the best practices of the most successful Point of Sale knowledge mavens, those who are adept at continually innovating and seeing opportunity where others do not. This is the first place to go for Point of Sale innovation, in today's knowledge-driven business environment, professionals face particular challenges as their purpose is to discover or develop new concepts, products, or processes; the pressure to perform is intense. This title is the entryway to a single source for innovation. BONUS: Included with the book come numerous real-world Point of Sale blueprints, presentations and templates ready for you to download and use. This book addresses the crucial issue of Point of Sale adoption by presenting the facts to move beyond general observation. The model underpinning this book has been used as a predictive decision tool, tracking thousands of innovations for over more than a decade. And...this all-encompassing analysis focuses on key areas of future Point of Sale growth.

Deliver enterprise data analytics success by following Prashanth's prescriptive and practical techniques. Today, organizations across the globe are looking at ways to glean insights from data analytics and make good business decisions. However, not many business enterprises are successful in data analytics. According to Gartner, 80% of analytics programs do not deliver business outcomes. Mckinsey consulting says, less than 20% of the companies have achieved analytics at scale. So, how can a business enterprise avoid analytics failure and deliver business results? This book provides ten key analytics best practices that will improve the odds of delivering enterprise data analytics solutions successfully. It is intended for anyone who has a stake and interest in deriving insights from data analytics. The three key differentiating aspects of this book are: Practicality. This book offers prescriptive, superior, and practical guidance. Completeness. This book looks at data analytics holistically across the four key data analytics domains - data management, data engineering, data science, and data visualization. Neutrality. This book is technologically agnostic and looks at analytics concepts without any reference to commercial analytics products and technologies. Dr. Southekal proves why he is one of the leading thinkers on data and analytics today. 'Analytics Best Practices' is an indispensable guide for business leaders and those looking to get into the analytics field on the nuances, challenges, and immense opportunities with data. Douglas B. Laney Principal, Data & Analytics Strategy, Caserta, and author of "Infonomics"

Written by over 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources. The Power of Sales Analytics is edited by the founders of ZS Associates, Andris A. Zoltners and Prabhakant Sinha, who have personally consulted with more than 200 companies in over 20 countries, and business writer Sally E. Lorimer. As experts in the field of sales analytics, the editors have helped the sales leaders of Fortune 500 companies, as well as smaller entrepreneurial businesses, tap into the power of analytics to enable smarter sales strategies, support more efficient operations, facilitate more effective execution, and ultimately drive results. They are also coauthors of numerous academic articles and books on sales force management, including Building a Winning Sales Force, Accelerating Sales Force Performance, Sales Force Design for Strategic Advantage, The Complete Guide to Sales Force Incentive Compensation, and Building a Winning Sales Management Team. In addition to cofounding ZS Associates, Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management, and Sinha is a former Kellogg faculty member. Both continue to teach sales executives Zoltners at Kellogg and Sinha at the Indian School of Business and the Gordon Institute of Business Science in South Africa. ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology, and software. For more than 30 years, ZS has helped companies across a range of industries deliver greater impact through their sales and marketing investments and operations.

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.