Bag the Elephant!: How to Win & Keep Big Customers

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Better Business Selling, 2005 - Business & Economics - 207 pages
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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.
 

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Contents

Foreword by John E Pepper
10
The Third Path
22
Youve Got to Believe
30
The BigCompany Focus
38
What to Know About Elephants
48
Embracing the Bureaucracy
58
Drawing Up Your Hit List
68
Knocking on Doors
74
LEVERAGING YOUR ELEPHANTS POWER
121
Taking the Inside Track
128
PARTY FIVE KILLER MISTAKES
143
Fumbling Client Crises
150
Operational Explosion
160
The Elephant Trap
168
Is There an Elephant in Your Future?
190
Acknowledgments
200

Matching the Prospector to the Prospect
86
FacetoFace with Your Prospect
96
Book Orders
208
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About the author (2005)

Steve Kaplan (Benecia, CA) is the CEO and cofounder of RYNO technology. Steve is a charter columnist for Solutions Integrator and was formally a columnist for Reseller Management.

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