|
|
|
 |
|
|
|
Bag the Elephant!: How to Win and Keep Big Customers
|
|
|
|
|
|
|
|
|
|
|
|
|
Sales rank 357,095
Customers rating (based on 25 reviews)
|
|
|
|
|
Bag the Elephant! is more than a strategy book; it's packed with proven guidelines, tools, and techniques. Throughout the book you'll find stories, derived from the author's real-world experience, that show you how to put the strategy to work.
|
|
|
| Publisher | Bard Press | | Release date | 09/2005 | | Availability | Usually ships in 24 hours | | Edition | Hardcover |
| | List price | $19.95 | | Our price | $14.96 (you save 25.01%) | | Used price | from $0.01 |
|
|
|
|
|
|
|
|
|
|
|
|
|
 Bag the Elephant!: How to Win and Keep Big Customers
I found "Bag the Elephant!" by Steven Kaplan a very timely career planning book in these difficult economic times. It is practical in approach and individuals can use it to chart out a sound approach to any entrepreneurial initiative. As large companies continue to reduce the size of their workforce, this is a good resource for individuals to begin crafting a more flexible career path.
Stephen P. Gallagher
Leadershipcoach.us
 A must-read for all would-be elephant hunters....
There's a well known quote by Donald Trump where "The Donald" says, " As long as you're going to be thinking, you should be thinking big." The idea of thinking big is the thrust behind sales virtuoso Steve Kaplan's book - Bag the Elephant. The author states that rather than expending energy towards a lot of little accounts, there is a lot of wisdom in applying that energy towards a single, potentially big account - which he refers to as "The Elephant." Despite critics who claim today's businesses need to diversify their customer base, Kaplan counters that "The Elephant" is worth the pursuit since it holds the possibility of deeper revenue streams and larger margins over the life of the relationship. The author goes on to explain how to identify the right elephant for you; how to navigate its corporate bureaucracy; tips to enlist the help of insiders as well as other critical steps to ensure you maximize your elephantine efforts. Soundview recommends this book because it goes beyond merely selling to "The Elephant," but spends a great deal of time on the proper care and feeding - if you will - of that type of account to solidify a mutually beneficial relationship that will endure. So don't call on "The Elephant" (or "The Donald" for that matter) until you've gotten this book!
How to do B2B right :-)
If your business has to work with big companies, and has to "bag" big customers, I would suggest you to read this book. It was very helpful for me, and being a newbie in sales I felt this book gave me some significant knowledge.
Pragmatic B2B Sales Mentality
Bag The Elephant is not merely about sales techniques to win large clients; more importantly, it is about the underlying mentality required to become successful & sustainable in selling to large corporations. Steve Kaplan's witty writing style & numerous examples make the book both a pragmatic & engaging read.
 Written by a greedy salesman.
What gives salespeople a bad rap? They focus on personal gain. This book is all about tricking prospects into doing business with you. The author boasts about figuring out how to get a special badge so that he can roam freely about the organization. He claims that it gave him special status, but it sounds more like he was suddenly able to randomly annoy people.
In once section, entitled "Focus on the prospect," the author actually says, "the more you can get her to talk, the faster you'll figure out the best way to sell to her." Nearly half of this book focuses on pricing, bidding and RFP's, when in today's sales climate, a focus on knowing their business so thoroughly that you can actually make improvements is more ethical and effective.
The days of fooling gatekeepers, telling jokes before meetings and taking prospects golfing in lieu of being a huge asset are OVER. But apparently, Steve Kaplan didn't get the memo.
|
|
| | |
|
