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InsideView’s Impact Increased meeting acceptance rates from 15% to 60% Increased click-through rates on emails sent by 8% Doubled number of new customers in one year Doubled productivity and cut sales cycle in half Increased awareness of their companies across targeted social media channels Request Free!

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InsideView Success Story: Network Hardware Resale

Contemporary technology tools hold significant promise for better sales team performance in 2012, as top-performing selling teams search to reduce their sales cycles and increase their win / loss “batting average.” Companies that fail to keep up with the Best-in-Class will find themselves struck in the difficult selling environment of the economic recession, with a restricted ability to close deals at the bottom of the customer acquisition funnel. Request Free!

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Lead-to-Win 2012: Managing People, Process and Technology to Optimize the Last Mile of the Sales Cycle

A new study has linked employee satisfaction to both management style and corporate attitudes towards employees. In an article published in Springer’s Journal of Business and Psychology , researchers from the Universite Francois Rabelais in Tours, France, revealed new evidence that meeting employees’ basic needs for competence, autonomy and relatedness leads to improved job satisfaction. According to Dr. Nicolas Gillet, when employers use the threat of punishment as motivation and give employees the impression that their contributions are not valued, employee well-being goes down. Past studies have shown that over a fourth of the variation in performance among individual employees is due to differences in their feelings of well-being. As a result, employee well-being has increasingly become the focus of corporate attention as businesses strive to improve performance for economic reasons. For this study, the researchers investigated how employees’ perceptions of their organization as valuing or devaluing worker contributions , as well as supervisors’ management styles affect employees’ feelings of well-being. Employees from French companies of various sizes were surveyed about the management styles of their immediate superiors. They were also asked how supportive their employers were. The researchers found that those employees who had managers who supported their autonomy reported higher levels of satisfaction. In addition, those employees who believed their companies valued their contributions were more satisfied. When supervisors utilized a punitive management style, or when employees felt unappreciated by their organizations, they reported lower levels of satisfaction. The investigators concluded that businesses should consider the needs of employees in order to improve productivity. According to Gillet, “We have shown, for the first time, that the fulfillment and frustration of these needs plays a central role in the improvement or reduction of well-being at work. Therefore, to satisfy employees’ needs, supervisors should provide subordinates with options rather than use threats and deadlines.” Related posts: Workers with freedom report higher employee satisfaction Teleworkers more satisfied than office-based employees Generation Gaps at Work Not Just About Age, Study Says

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Job Dissatisfaction Stems From Unmet Employee Needs [Study]

Six groups of finalists vie for a total of $75,000 in awards and the momentum to launch their companies. Series: “Technology Management Program” [Business] [Show ID: 22629] [ YouTube Video ] [ Audio Podcast ] [ Video Podcast ]

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The 12th Annual UC Santa Barbara’s New Venture Competition

Jon Funk shares his insights into what makes new technology startups appealing to investors and what he’s learned, over the years, from the successes and failures of the companies he’s invested in. Series: “Technology Management Program” [Business] [Show ID: 22004] [ YouTube Video ] [ Audio Podcast ] [ Video Podcast ]

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Venture Capital – The View from Southern California

It turns out that 90% of respondents think that customer experience is very important for their companies and 80% are trying to use it as an area of differentiation. While the lack of funding was the top problem last year, the lack of a clear strategy has emerged as this year’s No. 1 obstacle. There’s a lot of activity underway: 62% of companies have a voice of the customer (VoC) program, and nearly half have an executive in charge of their overall customer experience efforts. Forrester’s data shows that companies with this type of leadership have fewer obstacles and are more mature in their customer experience efforts. Request Free!

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State of the Customer Experience 2010