Win the deals that
define your year.
A six-move strategy to choose the right opportunities, build them around business improvements that justify investment, and win commitment from executives accountable for the company’s financial results.
The game has changed.
Here's how to win it.
The Activity Playbook Is Dead
Activity-based selling thrived when software demand was high. Today, outreach without a compelling value hypothesis struggles to create enough qualified opportunities to exceed quota.
Exceeding Quota Requires the Right Portfolio
To exceed quota, we need to build a portfolio of qualified opportunities whose combined expected value can carry our number within the selling time available.
EV
EV
EV
Expected Value (EV) = deal value × probability of winning.
Three Challenges Stand in the Way
Poor opportunity selection consumes selling time without adding enough expected value. Reliance on existing demand limits qualified opportunity volume. Without executive ownership, win probability and deal size suffer.
Choose. Create. Win.
To overcome these challenges, we choose opportunities based on expected value relative to selling time, create reasons to invest tied to leadership’s financial objectives, and win executive commitment early.
Execute the Strategy with the Big Bet Method
The Big Bet Method translates this strategy into six coordinated moves, guiding sellers from opportunity selection through executive engagement, evaluation, and investment approval.
The Experience Behind the Method
I’ve spent 15 years selling enterprise technology, from startups to nearly a decade at Salesforce.
Read the full bioBe first to the method
Opening chapters and frameworks, first.