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SME Morning Breakfast and Presentation

Location: DOUBLETREE PARK PLAZA  1500 Park Place Blvd., Minneapolis, MN 55416 (394 & 100)

Breakfast Presentation
How to Win and Keep Big Customers
Steve Kaplan, Author of soon to be released Bag the Elephant: How to Win and Keep Big Customers 

Have you ever dreamed of landing that big account… that monster contract that would put you over the top and immediately change your life? Whether you’re a business owner or a sales person you can capture that elephant. It’s all about knowing how.

Over the past decade, Steve Kaplan, author of Bag the Elephant, has made a practice out of developing solid relationships with countless huge corporations that allowed him to build his company from virtually nothing to $250 million. Bag the Elephant takes you deep inside the big company.

By learning what makes Steve so effective in this hard-hitting, street-style session—where he shares his many secrets to success—you’ll come to understand that it’s about picking the right customer to pursue, positioning yourself correctly, influencing the decision-making process, instilling the right, big customer culture in your own company, and understanding and embracing bureaucracy. This allows you to use it to your advantage to really drive home profits.

Objectives:

• Demonstrate how any company can have a big company as a customer
• Communicate a strategy to be successful in landing big accounts
• Convey the five critical “Must Knows” to get the big customers:
  1. Who buys, influences and kills
  2. Using bureaucracy to your advantage
  3. Procurement programs and how to thrive in them
  4. Speaking “Elephant-ese”
  5. Finding and choosing internal champions
• Share a strategy for maximizing profitability through building alliances

GET THE MEMBER-RATE REBATE AND SAVE UP TO $50!

Not a member yet? Register at the non-member rate and join SME less than 30 days after the event, and we'll apply the difference between the non-member rate and the member rate to the cost of your membership. Just send us a copy of your membership application along with your receipt for "non-member" registration. You'll get up to $50 off the cost of membership.