Bag the Elephant: How to Win & Keep Big Customers

Overview

Bag an Elephant—and Begin the Most Profitable Adventure of Your Life

It's the strategy, it's the nuts and bolts, it's everything smart businesspeople need to win and keep those all-important Elephants‚ the big make-or-break customers that can dramatically increase your revenue, profits, and success. Packed with dynamic advice for all sales ...

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Bag the Elephant

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Overview

Bag an Elephant—and Begin the Most Profitable Adventure of Your Life

It's the strategy, it's the nuts and bolts, it's everything smart businesspeople need to win and keep those all-important Elephants‚ the big make-or-break customers that can dramatically increase your revenue, profits, and success. Packed with dynamic advice for all sales professionals, small-business owners, entrepreneurs, and executives:

  • How to map and use a big company's red tape to your advantage
  • Why the Elephant needs you as much as you need it
  • Six keys for successful big-customer focus
  • How to negotiate with an Elephant without giving away your profit margins
  • How to avoid the five killer mistakes, from mismanaging client expectations to losing sight of the numbers
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Product Details

  • ISBN-13: 9780761145240
  • Publisher: Workman Publishing Company, Inc.
  • Publication date: 1/24/2008
  • Edition description: Reprint
  • Pages: 188
  • Sales rank: 694,242
  • Product dimensions: 6.38 (w) x 9.10 (h) x 0.58 (d)

Meet the Author

Steve Kaplan is a serial entrepreneur and author of the national bestsellers Bag the Elephant! and Be the Elephant. He currently spends his time helping businesses and sales professionals grow. He is a highly sought-after public speaker and business consultant who has appeared on a variety of national media. His website is www.stevekaplanlive.com.

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Table of Contents

Part 1: Your Elephant is Waiting
Chapter 1: The Third Path
Chapter 2: You’ve Got to Believe

Part 2: The Secret Life of the Elephant
Chapter 3: The Big-Company Focus
Chapter 4: What to Know About Elephants
Chapter 5: Embracing the Bureaucracy

Part 3: Romancing Your Elephant
Chapter 6: Drawing Up Your Hit List
Chapter 7: Knocking on Doors
Chapter 8: Matching the Prospector to the Prospect
Chapter 9: Face-to-Face With Your Prospect
Chapter 10:  Standing Up to Your Elephant
Chapter 11: Recruiting Great Champions

Part 4: Leveraging Your Elephant’s Power
Chapter 12: Keeping Your Champions Cheering
Chapter 13: Taking the Inside Track
Chapter 14: Putting Your Elephant to Work

Part 5: Five Killer Mistakes
Chapter 15: Mismanaging Client Expectations
Chapter 16: Fumbling Client Crises
Chapter 17: Operational Explosion
Chapter 18: The Elephant Trap
Chapter 19: Losing Sight of the Numbers

Afterword: Beyond Bag the Elephant!

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