Drawing on the ancient parable of the blind men and the elephant, Scott Dewis illustrates how understanding different perspectives and connecting with each individual involved in the buying process is the key to sales success. By focusing on the people behind the companies and governments, you can create a compelling pitch that resonates with the unique needs and desires of each stakeholder.

Filled with real-world examples, actionable tips, and practical exercises, “How to Sell an Elephant” is a must-read for anyone looking to take their B2B or B2G sales game to the next level. Whether you’re a seasoned sales professional or just starting your career, this book will provide you with the tools and insights you need to close more deals, overcome revenue plateaus, increase your pipeline of highly qualified prospects, and build a repeatable revenue generation process that can be scaled with a team.

Scott Dewis emphasizes the importance of personalized messaging to different buying personas within a client organization and provides practical advice on how to build win-win relationships with clients for repeat business. By intimately understanding the value of your product or service, you can craft a pitch that resonates with your prospects, positioning your offering as the solution to their immediate needs. “How to Sell an Elephant” offers a fresh perspective on enterprise sales and marketing, and equips you with actionable ideas to improve your sales skills and foster lasting relationships with your clients.