Tool Lab 1   Tool Lab 2   Tool Lab 3

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Think! Value Blueprint
perfluence
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Talent Audit with Performance Trak

A complete solution for mobilizing
your field staff

· Customize presentations on the go

· Manage content in the cloud

· Deploy integrated business apps

Use "Smart" Technology to Revolutionize the Way You and Your SAMs Negotiate Internally and Externally. Predictive analytics that enable you to drive key business results by selecting, aligning and developing a world-class SAM Team.
In-Session GIVEAWAY:
We will be giving away numerous iTune gift cards to several lucky attendees.
In-Session GIVEAWAY:
We will also be raffling off books as well as one free Sales and Negotiation Effectiveness Diagnostic Study valued at $20,000.
In-Session GIVEAWAY:
Register to win a FREE iPad2 with a Chally Talent Audit. The winner will receive a 16GB Dual-core Apple iPad and a talent audit that includes assessment and aggregate scoring of up to 10 people. (A Talent Audit must be performed and will be delivered with the iPad at a later date.)
Monday, May 7
1:00pm – 2:30pm
and
Wednesday, May 9
9:00am – 10:30am
Monday, May 7
3:00pm – 4:30pm
Tuesday, May 8
9:30pm – 11:00am
Session TL1 on the Session Selection Menu Session TL2 on the Session Selection Menu Session TL3 on the Session Selection Menu
Tool Lab 4 Tool Lab 5 Tool Lab 6

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Revegy Account Management Suite

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Vivisimo CXO

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Grow revenue, margin and loyalty through deeper penetration of strategic/key accounts using Revegy's collaborative and visual solutions. Enables Strategic Account Managers to create strong, profitable customer relationships by equipping them with all of the information they need to be successful. Render®: software makes Differential
Value Proposition (DVP) real
In-Session GIVEAWAY:
Enter a drawing for one of two Kindle Fire devices with 2 essential Kindle books for strategic/key account managers: Mastering Your Key Accounts: Maximize Relationships; Create Strategic Partnerships; Increase Sales by Stephan Schiffman and People Buy You: The Real Secret to what Matters Most in Business by Jeb Blount
In-Session GIVEAWAY:
To celebrate the recent release of our Mobile App verion of CXO, we'll be holding a drawing for an iPad 3 at the Tech Lab!
In-Session GIVEAWAY:
Valkre will have a drawing for several copies of Winning with Customers – A Playbook for B2B by Jerry Alderman and Keith Pigues during their session.
Tuesday, May 8
11:30pm – 1:00pm
Tuesday, May 8
2:00pm – 3:30pm
Wednesday, May 9
11:00am – 12:30pm
Session TL4 on the Session Selection Menu Session TL5 on the Session Selection Menu Session TL6 on the Session Selection Menu
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UpSync™ is a complete solution for mobilizing your field staff efficiently and effectively.

Whether you're deploying iPads, adding functionality to smartphones or maximizing the use of personal mobile devices, UpSync gives reps quick and easy tools to prepare for the conversation your strategic customers want to have and impress them every time.

UpSync gives your strategic account teams:
  • quick and easy tools for customizing mobile presentations with multimedia content that matters to strategic customers
  • tracking metrics to capitalize on the content, tools and best practices that work for top field performers
  • a secure cloud-based content library to manage new or legacy collateral and rich media in one accessible place
  • viewing and sharing control to ensure regulatory compliance and message consistency
  • global content segmentation by language, region, GBU and custom categories
  • simple, touch-enabled, mobile-friendly apps to streamline sales processes and gather up-to-the-minute business intelligence
  • instant, efficient, affordable distribution of sales support materials
UpSync makes getting control of your sales collateral distribution and management easy and affordable.

Top-tier companies understand the importance of sales mobility—now UpSync lets you deploy an effective mobile sales strategy in an immediate, affordable and profitable way.

For more information, visit us at http://www.upsync.com/.

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Think! Inc., a long standing learning partner of SAMA, is introducing smart technology to give you a game-changing competitive advantage in your business negotiations. The purpose is to reduce commoditization attempts, shift the focus away from price, and get you paid for your value. Contrary to popular belief, negotiation is more strategic and predicable than tactical and reactive. Our research shows that 97% of buyer behavior in negotiations can be anticipated. That means that buyers can be counted on to use tactics 97% of the time related to two areas: weigh you against their alternative to you, and ask for a concession. Negotiators generally do not strategically anticipate these tactics nor have data ready to counter them. In our experience, sales teams lose millions each year by not effectively being prepared. Imagine data available to anticipate these problems and enable changing the conversation from price to value earlier in the sales process. We are now using technology to do just that. Think! Inc. has developed a negotiation database that connects strategy to the deal level and becomes the organizing principle to migrate from tactical skills to organizational competency.

The database of information, available in drop down menus, houses key deal ingredients such as monetized and approved negotiation variables, and specific criteria used to compare your value with the customer's alternative to you. Data is updated real time and creates a living, breathing value ecosystem that helps SAM teams solve street level, complex negotiation problems in an extremely user-friendly way.

Please join our Tech Lab, Monday, May 7 from 3.00-4.30 to see this technology and understand how to build organizational negotiation competency within your SAM program. We will also be raffling off books as well as one free Sales and Negotiation Effectiveness Diagnostic Study valued at $20,000.

For more information, visit us at http://www.e-thinkinc.com

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Chally Group Worldwide is a Salesforce Potential /Performance Measurement firm that utilizes industry leading Research and Advisory services to provide clients with actionable information regarding Sales Talent at all levels. Our predictive analytics enable clients to drive key business strategies/results and minimize risk associated with selecting, aligning and developing a world-class Strategic Account Management Team.

If you need to know:
  • Who has the most potential to fill critical positions on your Strategic Account Management Team?
  • What training /development will have the most impact on their Success?
  • Who are your future Strategic Account Managers and what development will they need?

If any of these questions are keeping you up at night, you need to experience the power of Talent Audit with Performance Trak, Chally's diagnostic/development tool that integrates leading assessment/development methodologies: Assessment of Potential (core Chally) + 360 Observed Performance (multi-rater) + Targeted Development (delivered by Client or Chally Partner). In this manner, organizations are able to inventory a complete list of strengths/weaknesses for all SAM team members across every important position or across the entire organization.

Performance-Trak is focused on diagnosing an organization's SAM and Salesforce Potential and then measuring their current state of Performance to determine if it aligns with the specific talent needs. Once the needs/gaps are identified, your learning/ development function can prescribe training, coaching and development to ensure your organization in achieving your strategic goals.

For additional information—please contact Scott Hudson, VP of Sales for Chally. Scott can be reached at 937 259 1200 or ScottHudson@chally.com or visit www.chally.com.

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Consider this: The most recent CSO Insights research shows that when your company is perceived by your customer as a Trusted Partner:
  • Average win rates go from 48% to 54% (a 12.5% increase)
  • 62% meet or exceed their own expectations around revenue from existing customers
  • 75% meet or exceed expectations around renewals
Here are some of the ways Revegy can help you better manage Strategic/Key accounts, grow revenue and elevate your status to Trusted Partner:
  • Account Prioritization Grid. Identify which accounts and business units offer the greatest potential so your teams know where to best focus their time and efforts
  • Relationship Maps. Gain a visual picture of key stakeholders inside and outside your account, identifying friends, enemies, coaches and gatekeepers
  • Business Strategy Maps. Document your customer's key business strategies and initiatives so that you can align your capabilities accordingly
  • Whitespace Maps. Easily visualize where you have cross-sell opportunities in key accounts and where your competition is entrenched
  • Account Plan Configurator. Quickly create tailored account planning templates that support the best practices of your regional, national or global teams, while keeping your core plan consistent
Come to the Revegy Tool lab and enter a drawing for one of two Kindle Fire devices with 2 essential Kindle books for strategic/key account managers: Mastering Your Key Accounts: Maximize Relationships; Create Strategic Partnerships; Increase Sales by Stephan Schiffman and People Buy You: The Real Secret to what Matters Most in Business by Jeb Blount. For more information, visit us at www.revegy.com

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Vivisimo helps organizations unlock and optimize the true business value of information, regardless of where it is stored and managed. This workshop will demonstrate how to provide strategic account managers with the information they need to engage customers in a positive manner and create an outstanding customer experience that encourages loyalty, long–term relationships and repeat business.

To celebrate the recent release of our Mobile App verion of CXO, we'll be holding a drawing for an iPad 3 at the Tech Lab!

Vivisimo CXO (short for (Customer eXperience Optimization) solution connects strategic account managers with all of the information they need to monetize and maximize each interaction with your customers, and delivers increased productivity, customer loyalty and lifetime customer value. CXO consolidates important information from all of your enterprise systems–including CRM, content management, fulfillment, order tracking, e–mail and more–to give strategic account managers have complete visibility into all of the touch points of an account. With CXO account managers always know if there is an open support incident, a blocked order, an enhancement request, a delayed project or an important news event affecting their customer without having to proactively search in several different places. Whether they're in the office, on the road or at a client site, a real–time Activity Feed alerts them to any changes in an account's situation and allows them to update other members of the account team. This creates the context that a strategic account manager needs to anticipate customer needs and work proactively to build trusted relationships with clients that lead to long term loyalty and greater revenue from each account.

For more information, visit www.vivisimo.com

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valkre

Valkre Solutions, Inc. pioneered a new approach to customer collaboration that is yielding improved profitable organic growth for B2B companies. The foundation of the approach is called Differential Value Proposition (DVP®) and is built on the proven business axiom that companies win in the marketplace when their customers realize more profits and growth because they do business with them..."Do Your Customers Make Money Doing Business With You?"

Valkre's DVP methodology combines a metric for predicting performance with customers, next generation technology for managing customer promises and years of Intellectual Property all packaged into an offering designed to create advanced business capability in sales and marketing for Fortune 1000 B2B companies.

Render®: software makes Differential Value Proposition (DVP) real

Render® has five (5) modules customized to your organization's needs:

·  Discover: Methods and tools to understand what is economically important to your customers
·  Analyze: Analytics that turn customer conversations into intelligence for decisions
·  Decide: Collaborative planning platform creates accountability to decide what is important to customers
·  Execute: Workflow management that holds the customer and your organization accountable for results
·  Measure: Analytics that track performance, your value to your customers and the customers' value to your organization

Software as a Service (SaaS) Architecture
·  Accessible from any internet connected device
·  Hosted platform gets you up and running without software installation or ongoing IT support
·  Integrates with your existing applications such as SAP and Salesforce.com and others
·  Data is encrypted and secure

Software Overview: http://www.valkre.com/products/software

For more information, visit www.Valkre.com

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