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Foreword John E. Pepper ix
Preface: A Word from Steve Kaplan xi
Your Elephant Is Waiting
The Third Path: Achieving Lasting Growth and Profits 2
You've Got to Believe: Elephants Need You, Too 10
The Secret Life of the Elephant
The Big-Company Focus: Learning to Think Like an Elephant 19
What to Know About Elephants: Who, How, What, and When 29
Embracing the Bureaucracy: Making Their Red Tape Work for You 38
Romancing Your Elephant
Drawing Up Your Hit List: Finding Your Best Big-Company Prospects 49
Knocking on Doors: Making That First Solid Contact 55
Matching the Prospector to the Prospect: Putting Your Best Face Forward 66
Face-to-Face with Your Prospect: Preparing Yourself and Your Pitch 76
Standing Up to Your Elephant: Negotiating from Your Strengths 83
Recruiting Great Champions: Courting and Cultivating Your Inside Sales Rep 92
Leveraging Your Elephant's Power
Keeping Your Champions Cheering: Treating Your Friends Right 100
Taking the Inside Track: Building Strong Alliances 105
Putting Your Elephant to Work: Other Ways a Big Customer Can Help You 112
Five Killer Mistakes
Mismanaging Client Expectations: He Said, She Said 120
Fumbling Client Crises: Blindsided by Sudden Catastrophe 126
Operational Explosion: Biting Off More Than You Can Chew 135
The Elephant Trap: All Your Eggs in One Basket 143
Losing Sight of the Numbers: Up Cash Creek Without a Paddle 152
Afterword: Beyond Bag the Elephant! 166
Acknowledgments 176
About the Author 177
About Nellie 179
The Difference Maker Inc. 180
Index 183
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Add Bag the Elephant: How to Win & Keep Big Customers, 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 dramatica, Bag the Elephant: How to Win & Keep Big Customers to the inventory that you are selling on WonderClubX
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Add Bag the Elephant: How to Win & Keep Big Customers, 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 dramatica, Bag the Elephant: How to Win & Keep Big Customers to your collection on WonderClub |