Now available in paperback, Steve Kaplan's Bag the Elephant, is the New York Times, Wall Street Journal, USA Today, and Business Week bestseller that has received praise from around the business community: "Steve Kaplan's elephant strategy is right on the money, as long as you're willing to roll up your sleeves and go to work."-Daniel M. Snyder, Owner, Chairman of the Board, The Washington Redskins. "Kaplan shows you how to think BIG, act BIG, and win BIG."-Jeffrey Gitomer, author of The Little Red Book of Selling. "A terrific read! From now on, when I think about building business and sales, there's no way I'll ever forget the Elephant."-Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive. Bag the Elephant is all about how smart businesspeople can woo and keep those all-important elephants-the big, make-or-break customers. Like its companion, the New York Times bestseller Be the Elephant, it is filled with dynamic advice and real-life examples, delivered in an energetic, straight-shooting fashion that gets right to the core of its powerful idea-how to land the account that will put you over the top. Here are six keys to achieving the elephant mindset and understanding the big customer. 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. Preparing yourself and your pitch. How to negotiate with elephants without losing your profit margins. And how to avoid the five killer mistakes, from mismanaging client expectations to losing sight of the numbers. For small business owners, entrepreneurs, executives, and sales people, stalking and landing an elephant can be the most profitable adventure of your life, and Kaplan explains everything you need to know. Steve Kaplan is a serial entrepreneur and author of the national bestsellers Bag the Elephant! and Be the Elephant. He currently spends his time helping businesses and sales professionals grow. He is a highly sought-after public speaker and business consultant who has appeared on a variety of national media. His website is www.stevekaplanlive.com. Part 1: Your Elephant is Waiting Chapter 1: The Third Path Chapter 2: You've Got to Believe Part 2: The Secret Life of the Elephant Chapter 3: The Big-Company Focus Chapter 4: What to Know About Elephants Chapter 5: Embracing the Bureaucracy Part 3: Romancing Your Elephant Chapter 6: Drawing Up Your Hit List Chapter 7: Knocking on Doors Chapter 8: Matching the Prospector to the Prospect Chapter 9: Face-to-Face With Your Prospect Chapter 10: Standing Up to Your Elephant Chapter 11: Recruiting Great Champions Part 4: Leveraging Your Elephant's Power Chapter 12: Keeping Your Champions Cheering Chapter 13: Taking the Inside Track Chapter 14: Putting Your Elephant to Work Part 5: Five Killer Mistakes Chapter 15: Mismanaging Client Expectations Chapter 16: Fumbling Client Crises Chapter 17: Operational Explosion Chapter 18: The Elephant Trap Chapter 19: Losing Sight of the Numbers Afterword: Beyond Bag the Elephant! 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

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