FOR ENTERPRISE SALES LEADERS
You Have a Sales Methodology. But Are Your Biggest Deals Getting the Management Attention They Deserve?
Your forecast tells you what your team expects to close. But are your sales managers systematically reviewing and coaching the big deals that can make or break your quarter?
The Big Rock Review helps you put that management discipline in place— to hold the team accountable for their biggest deals.
Forecasting Revenue Isn't the Same as Managing the Deals Behind It.
01 — Which 10–20 opportunities could materially affect your results this quarter and next?
02 — Are your managers challenging deal strategies, exposing risks, and coaching specific next steps?
03 — At quarter-end, can you account for every Big Rock—Won, Lost, Deferred, or No Decision?
What Happened to Your Big Rocks?
At the beginning of the quarter, identify the opportunities that matter most. At quarter-end, revisit that original list. Did the reviews happen? And what were the results?
We Help You Put the Big Rock Review Process in Place.
You already have the sales managers, the CRM, and probably an established sales methodology. We help you put a structured management process in place to ensure your biggest deals are identified early, reviewed consistently, and supported by meaningful coaching—all without replacing your existing sales methodology.
01
Assess the Current Process
Examine how your sales leaders currently identify, review, and coach their most important opportunities. Determine what’s working and where the gaps are.
02
Install the Discipline
Establish the Big Rock Inspection Tracker, a consistent review cadence, coaching expectations, and a quarterly outcome scorecard.
03
Make it Stick
Work with your sales managers on real opportunities, establish accountability, and leave them with a process they can run themselves.
Built on Real Enterprise Sales Leadership Experience.
Big Rock Review draws on Jeff Goldstein’s decades of experience leading enterprise sales organizations, including executive leadership roles at NetApp Canada and Veeam Software.
Jeff is the author of Winning the Six-Figure Sale. Its Inspect–Assess–Coach principles provide the foundation for the Big Rock Review management process.
What Sales Leaders Say About Jeff's Approach.
“I’ve brought Jeff’s deal execution to 3 different sales teams at 3 different organizations now and each time, we’ve seen a dramatic improvement in our big deal management and win rates.”
Greg Onoprijenko
Director of Cloud Sales, U.S.
Ingram Micro Cloud
“The process reminded us that being deliberate regarding our key ‘Must Win’ deals is what will make us get the results we are targeting. A simple and effective approach for selling.”
Alex Talmor
President
GlassHouse Systems Canada
“Jeff’s Big Rock Review is useful in ‘ruthlessly’ qualifying opportunities and focusing your time on what will truly make you successful.”
Benny Cifelli
General Manager
NetApp Canada
Frequently Asked Questions
Big Rock Review doesn’t replace your methodology. It ensures your most important opportunities receive structured management attention.
Forecasting tells you what your team expects to close. Big Rock Review focuses on whether your sales managers are systematically reviewing your most important deals, challenging the sales strategy, and coaching their teams to improve the chances of winning.
Big Rock Review isn’t about adding more meetings or reporting. It’s about deliberately setting aside time to focus on the opportunities that can have the greatest impact on your business. The objective is better deal management, not more administration.
No. Big Rock Review works with your existing sales methodology, whether that’s MEDDPICC, Miller Heiman, or your own approach. The process can be managed using a simple inspection tracker, independently of your CRM forecast.
We examine your current approach to managing major opportunities, establish a consistent process for identifying and reviewing your Big Rocks, and work with your sales managers to make structured reviews and coaching part of their regular management responsibilities.
Your Biggest Deals Deserve More Than a Forecast Call.
Let’s discuss how your sales leaders inspect, assess and coach the opportunities that matter most.