| Description |
207 pages : illustrations ; 24 cm |
| Note |
Includes index. |
| Contents |
Foreword / John E. Pepper -- A word from Steve Kaplan -- pt. 1. Your elephant is waiting -- 1. The third path : achieving lasting growth and profits -- 2. You've got to believe : elephants need you, too -- pt. 2. The secret life of the elephant -- 3. The big-company focus : learning to think like an elephant -- 4. What to know about elephants : who, how, what, and when -- 5. Embracing the bureaucracy : making their red tape work for you -- pt. 3. Romancing your elephant -- 6. Drawing up your hit list : finding your best big-company prospects -- 7. Knocking on doors : making that first solid contact -- 8. Matching the prospector to the prospect : putting your best face forward -- 9. Face-to-face with your prospect : preparing yourself and your pitch -- 10. Standing up to your elephant : negotiating from your strengths -- 11. Recruiting great champions : courting and cultivating your inside sales rep -- pt. 4. Leveraging your elephant's power -- 12. Keeping your champions cheering : treating your friends right -- 13. Taking the inside track : building strong alliances -- 14. Putting your elephant to work : other ways a big customer can help you -- pt. 5. Five killer mistakes -- 15. Mismanaging client expectations : he said, she said -- 16. Fumbling client crises : blindsided by sudden catastrophe -- 17. Operational explosion : biting off more than you can chew -- ch. 18. The elephant trap : all your eggs in one basket -- 19. Losing sight of the numbers : up cash creek without a paddle -- Is there an elephant in your future? -- Index -- Acknowledgments -- About the author -- About Nellie -- The Difference Maker web site -- Book orders. |
| Subject |
Consumer satisfaction.
|
|
Success in business.
|
|
Target marketing.
|
| ISBN |
1885167628 |
|
9781885167620 |
|
