You probably dream of landing that big account -- the one that will put you over the top! Here's a sales and marketing strategy that can help you get that giant customer -- your own Elephant -- and dramatically increase your revenue, profits and success. More than a strategy book, this book is packed with proven tactics, tools, and techniques along with real-world examples from the author's vast experience that will demonstrate how you can put these powerful ideas to work.

To prepare you for long-term success, this book shows you:
· the 6 keys for a successful big-customer focus
· how to map and use a big company’s red tape to your advantage
· ideas and techniques for developing your own "Elephant" prospect list
· how to find champions who can become your inside sales reps
· how to build strong alliances that result in maximum sales
· secrets of negotiating with an "Elephant" without giving away your profit margins
· techniques for turning customer catastrophes into customer loyalty
· how to avoid the 5 killer mistakes that can put you out of business. (from the publisher)