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Bag the elephant! : how to win & keep big customers

Author: Steve Kaplan
Publisher: New York : Workman Publishing, ©2008.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Now available in paperback, Steve Kaplan's Bag the Elephant, is the New York Times, Wall Street Journal, USA Today, and Business Week bestseller that has received praise from around the business community: Steve Kaplan's elephant strategy is right on the money, as long as you're willing to roll up your sleeves and go to work.?Daniel M. Snyder, Owner, Chairman of the Board, The Washington Redskins. Kaplan shows you  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Kaplan, Steve, 1960-
Bag the elephant!
New York : Workman Publishing, ©2008
(DLC) 2008299856
(OCoLC)148909782
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Steve Kaplan
ISBN: 9780761153825 0761153829
OCLC Number: 795526539
Notes: Includes index.
Description: 1 online resource (xix, 188 pages) : illustrations
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 --
hapter 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!
Responsibility: by Steve Kaplan.
More information:

Abstract:

Now available in paperback, Steve Kaplan's Bag the Elephant, is the New York Times, Wall Street Journal, USA Today, and Business Week bestseller that has received praise from around the business community: Steve Kaplan's elephant strategy is right on the money, as long as you're willing to roll up your sleeves and go to work.?Daniel M. Snyder, Owner, Chairman of the Board, The Washington Redskins. Kaplan shows you how to think BIG, act BIG, and win BIG.?Jeffrey Gitomer, author of The Little Red Book of Selling. A terrific read! From now on, when I think about building business and sales, there's no way I'll ever forget the Elephant.?Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive. Bag the Elephant is all about how smart businesspeople can woo and keep those all-important elephants?the big, make-or-break customers. Like its companion, the New York Times bestseller Be the Elephant, it is filled with dynamic advice and real-life examples, delivered in an energetic, straight-shooting fashion that gets right to the core of its powerful idea?how to land the account that will put you over the top. Here are six keys to achieving the elephant mindset and understanding the big customer. 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. Preparing yourself and your pitch. How to negotiate with elephants without losing your profit margins. And how to avoid the five killer mistakes, from mismanaging client expectations to losing sight of the numbers. For small business owners, entrepreneurs, executives, and sales people, stalking and landing an elephant can be the most profitable adventure of your life, and Kaplan explains everything you need to know.

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