Many companies feel they know how to make big deals, but have trouble winning those deals consistently. Sometimes when you think you've done everything right, a big deal falls through - and big deals lost mean big revenues lost. Careers are on the line and forecasts are shot full of holes.

[Published: August 2006]

Companies can't make their numbers just with multiple small deals, because big deals create stability, and allow for growth. Every company should define what a big deal is in its organization, then set specific metrics toward achieving those deals. The big ones are elusive, hard to track and hard to bring home, yet, with the right strategy and sales process, you can hunt the big ones and win. This issue of the Journal on "Big Deals" tells how to pursue and capture the elephant deals