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Data Driven


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Table of 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

Chapter 8: Prescribing What to Do 171

Chapter 9: Celebrating Success 195

About the Author 211

Index 213

About the Author

JENNY DEARBORN is a leading authority on sales enablement and training, with expertise in big data and predictive analytics. As Senior Vice President and Chief Learning Officer for SAP, she designs and drives employee learning and enablement strategy. Dearborn was recognized as one of the 50 Most Powerful Women in Technology in 2014 by the National Diversity Council, and through the Fortune Most Powerful Women Network, she is a mentor for the U.S. State Department to female entrepreneurs in developing countries. Her team was named by eLearning Magazine the #1 top performing corporate learning organization in the world in 2013.

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