Proof
What Enterprise Sales Leaders Say About My Approach
Big Rock Review is built on decades of enterprise sales leadership and firsthand experience managing complex, high-value opportunities.
Over the years, I’ve worked with sales leaders to bring greater discipline to big-deal inspection, qualification and execution.
Here’s what some of those leaders have said about working with me and applying these principles.
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
Jeff has compiled many of the best practices of professional sales into a rigorous system that anyone can adopt.
John Huxtable
Chief Operating officer
Timberland
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
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
This approach is beyond theory and plain ideas. Jeff Goldstein’s ability to dissect data and information and transform it into a practical process is the best I’ve seen so far.
Jerry Lalic
Sr. Sales Manager
Ingram Micro
You can invent your own review or use Jeff’s – but one way or the other, you need a repeatable process to evaluate big deals.
Kyle Foster
Sales Director
GlassHouse Systems Canada
What My Own Big Rock Results Revealed
When I was leading an enterprise sales organization, our win/loss numbers looked encouraging. We were winning five deals for every one we lost.
Yet we were missing our number.
When I examined what happened to the original Big Rock list at quarter-end, the picture changed dramatically.
25% Won. 5% Lost. 45% Deferred. 25% No Decision.
70% of our most important deals had been Deferred or ended in No Decision.
That discovery changed the questions I was asking.
Were we qualifying our biggest deals effectively? Were managers conducting formal deal reviews or simply collecting forecast updates? Why were some opportunities repeatedly slipping into future quarters?
The real value wasn’t just seeing what happened to the deals. It was beginning to understand what those outcomes revealed about how our sales organization was being managed.
That’s the management insight Big Rock Review is designed to help other sales leaders uncover.
Your Biggest Deals Deserve More Than a Forecast Call.
Let’s discuss how you keep your biggest deals in focus, hold your sales leaders accountable, and learn from what happens to them each quarter.