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—the 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
