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Index
Cover Page
Title Page
Dedication
Contents
Foreword by John E. Pepper
Preface: A Word from Steve Kaplan
Part I. Your Elephant Is Waiting
Chapter 1. The Third Path
Achieving Lasting Growth and Profits
Chapter 2. You’ve Got to Believe
Elephants Need You, Too
Part II. The Secret Life of the Elephant
Chapter 3. The Big-Company Focus
Learning to Think Like an Elephant
Chapter 4. What to Know About Elephants
Who, How, What, and When
Chapter 5. Embracing the Bureaucracy
Making Their Red Tape Work for You
Part III. Romancing Your Elephant
Chapter 6. Drawing Up Your Hit List
Finding Your Best Big-Company Prospects
Chapter 7. Knocking on Doors
Making That First Solid Contact
Chapter 8. Matching the Prospector to the Prospect
Putting Your Best Face Forward
Chapter 9. Face-to-Face with Your Prospect
Preparing Yourself and Your Pitch
Chapter 10. Standing Up to Your Elephant
Negotiating from Your Strengths
Chapter 11. Recruiting Great Champions
Courting and Cultivating Your Inside Sales Rep
Part IV. Leveraging Your Elephant’s Power
Chapter 12. Keeping Your Champions Cheering
Treating Your Friends Right
Chapter 13. Taking the Inside Track
Building Strong Alliances
Chapter 14. Putting Your Elephant to Work
Other Ways a Big Customer Can Help You
Part V. Five Killer Mistakes
Chapter 15. Mismanaging Client Expectations
He Said, She Said
Chapter 16. Fumbling Client Crises
Blindsided by Sudden Catastrophe
Chapter 17. Operational Explosion
Biting Off More Than You Can Chew
Chapter 18. The Elephant Trap
All Your Eggs in One Basket
Chapter 19. Losing Sight of the Numbers
Up Cash Creek Without a Paddle
Afterword: Beyond Bag the Elephant!
Acknowledgments
About the Author
About Nellie
The Difference Maker Inc.
Index
Copyright Page
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