The 800-Pound Gorilla of Sales: How to Dominate Your Market

Preface ix

Acknowledgments xi

Prologue: awakening—day one xiii

Introduction: why it’s good to be an 800-pound gorilla xxi

1 Live Large, Take Charge: Why 800-Pound Gorillas Think Bigger Than Anyone Else 1

2 When You’re Really Big, It’s Hard to Hide Anywhere: Why 800-Pound Gorillas Must Be Authentic 14

3 Thank You, American Tourister: Why 800-Pound Gorillas Get to Rattle the Cage 28

4 No One’s Ever Done It Before: Why 800- Pound Gorillas Do What Others Won’t 38

5 Because They Look Good in Blue Tights: Why 800-Pound Gorillas Are Heroes to Those They Serve 56

6 The Really Strong Really Silent Type: How 800-Pound Gorillas Talk Less and Do More 66

7 One Banana, Two Banana: How 800-Pound Gorillas Add Value 77

8 Roarrrrrr!: Why 800-Pound Gorillas Are the Ones Others Quote 90

9 Speak the Language of Yes, but Take No for an Answer: How 800-Pound Gorillas Get Beyond Rejection in Selling 106

10 Where the Leopards Hang Out: Why 800-Pound Gorillas Know Their Competition 116

11 It’s More Fun to Beat Your Chest and Roar: Why 800-Pound Gorillas Bring Passion to All They Do 125

12 Foraging, Shelter, and Mating: Why 800-Pound Gorillas Master the Fundamentals 137

13 The Action Plan: How You Will Become the Next 800-Pound Gorilla 153

Epilogue: revelation—end of day one 161

About the author 165

Index 167