Bag the Elephant!: How to Win & Keep Big Customers
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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Foreword by John E Pepper
The Third Path
Youve Got to Believe
The BigCompany Focus
What to Know About Elephants
Embracing the Bureaucracy
Drawing Up Your Hit List
Knocking on Doors
LEVERAGING YOUR ELEPHANTS POWER
Taking the Inside Track
PARTY FIVE KILLER MISTAKES
Fumbling Client Crises
The Elephant Trap
Is There an Elephant in Your Future?
Matching the Prospector to the Prospect
FacetoFace with Your Prospect
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