Bag The Elephant Paperback Edition

 

Bag The Elephant Paperback Edition
Author Steve Kaplan

Bag the Elephant: How to Win and Keep Big Customers by Steve Kaplan is a groundbreaking book that reveals the secrets to fast, healthy business growth. For the first time, Steve Kaplan – a man who has helped shepherd over a hundred companies to success – shows how you can use his step-by-step methods to grow rapidly and strengthen any business. No hype. Just straightforward, actionable advice from a straightforward businessman who’s been where you are right now – and can help you get where you want to go. He’s already helped many others succeed many times over. Position yourself for the big customer (Elephant).

  • Select which Elephants to go after
  • Analyze different paths to success
  • Use the bureaucracy of the big company to your advantage
  • Know who influences, who buys, and who kills deals within the big customer
  • Build strong alliances that result in maximum sales
  • Negotiate with your Elephant
  • Cultivate solid champions to act as your internal sales force inside Elephants
  • Get onto the Preferred Vendors List in big companies
  • Avoid the killer mistakes that can bury a company
  • Put your big client to work for you