Bag the Elephant!: How to Win and Keep Big Customers: Steve Kaplan
Editorial Reviews
Bag the Elephant! is more than a strategy book; it’s packed with proven guidelines, tools, and techniques. Throughout the book you’ll find stories, derived from the author’s real-world experience, that show you how to put the strategy to work.
From the Back Cover
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‚Äîthe 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
–This text refers to the
Paperback
edition.
