QBR Presentation Template
The QBR Presentation Template is designed for B2B direct sales reps (account executives AEs), inside sales reps (ISRs) and channel sales reps (CSRs) to provide a well thought out, pragmatic reflection of their past performance current performance and plan to reach or exceed quota going forward.
The QBR Presentation Template has been developed and tested at F1000 companies and numerous startups to facilitate sales management and sales teams to efficiently and effectively analyze performance and strategic account plans for named accounts, target accounts and geographically based accounts.
B2B direct sales reps, AEs, ISRs and CSRs should leverage the QBR Presentation Template to develop an intelligent, holistic plan that is aesthetically pleasing to the eye of how they acquire new logo’s and expand existing accounts to meet or exceed their revenue targets.
QBR Presentation Template – What You Get
- 21 professionally designed PowerPoint slides that have been vetted with CRO’s, VP’s of Sales, Sales Managers, AE’s and ISR’s – the PowerPoint Slides are fully editable and available via an immediate and secure download
- Compelling graphics and sample QBR examples
- The QBR Presentation Template provides insights into what the best-in-class AEs, ISRs and CSRs are using to highlight their performance and plans and gain approval and support from sales management
The QBR examples included in the QBR Presentation Template have been tested and proven at Fortune 1000 companies and start-ups.
Download the QBR Presentation Template now to develop the best presentation at your next QBR now!
The QBR Presentation Template has been created to facilitate the QBR process. The QBR Presentation Template is designed to not only assist the field sales, inside sales and channel sales person build a PowerPoint deck that reflects their past, present and future performance but it also serves as a consistent framework for sales management to assess all QBR presentations.
It’s ironic, the best sales reps develop great presentations and tell a great story against the backdrop of a compelling image when they are in front of a customer or prospect. But, you would be surprised at how many reps come to the QBR and bang out their QBR presentation while one of their colleagues is presenting. It’s pretty obvious when this happens and that is my queue to drill-down with questions as I know that they are not properly prepared – VP Sales
Sales Reps are stretched thin. The best sales reps typically enjoy spending the vast majority of their time with customers and prospects. QBR’s are critical to align the sales team, to focus resources, to fix things, to gain support and to gain additional investment. Don’t fall into the trap of spending 80% of your time building a PowerPoint presentation for the QBR and 20% of your time on developing your strategy and aggregating content. Flip the ratio around by starting with a QBR Presentation Template.
Tips for the Quarterly Business Review
It is key to present the relevant and meaningful KPIs during the QBR. The following are some important tips to keep in mind while developing your quarterly business review presentation:
1. Be a Storyteller
Create a storyline for your QBR presentation. Present a problem to be resolved. Make a structure where every part of the story does its work and has an interactive flow to it. The beginning should be introductory while the middle part should push the vision and demonstrate your plan to help the client achieve its goals. The conclusion should have the final solution mentioned clearly.
2. Review the KPIs
Account reviews and account acquisition should always be started with KPIs. Knowing the current state of achievement of all the important indicators of your customer, plus those indicators your are involved, is essential to describe real status and plan for the future. Generally, KPIs are built to control plans and force actions. Make sure you have a detailed oriented action plan for sales and marketing to align and drive your go to market plan.
4. Highlight Real Results
Use stats and facts to showcase the results that have been achieved. Don’t use indefinite terms and metrics. These will only reduce the value of the quarterly business review and make it sound vague.
5. Make it Crisp and Relevant
The QBR presentation must be on point with the overall expectations of the meeting so be sure you understand the objectives of the meeting organizaer. The PowerPoint slides should be consistent and the theme should please the audience.
The Outline of the QBR Presentation Template
There are 21 PowerPoint slides that have been compiled after years of working with Chief Revenue Officers (CROs), VP’s of Sales, VP’s of Inside Sales, VP’s of Channel Sales, Account Executives (AE’s), Sales Reps, Inside Sales Reps (ISRs) and Channel Sales Reps (CSRs)
- Size the Total Available Market
- Territory Map by State
- Number of Target, Named or Geographic Accounts by Revenue Threshold
- Sales Goals / Objectives
- Direct & Indirect Sales Strategies
- Target Accounts Example
- Target Contacts Example (Organization Chart – Title/Role)
- Key Wins for the Quarter
- Key Losses for the Quarter
- Past Performance
- Present Performance
- Expected Future Performance
- Criteria to Evaluate Qualified Sales Opportunities
- Sales Play Example
- Demand Generation Plan
- Marketing, SDR & AE Lead Follow-up Model
Customer QBR Meeting Preparation Checklist
Use the QBR checklist below to help you prepare a QBR meeting presentation that captures your customer’s attention and demonstrates your commitment to honor their valuable time.
Sales professionals need an effective QBR business planning process to execute quarterly sales goals and measure the results of their sales team’s efforts. Share this customizable QBR slide deck outline with your team to elevate performance and establish accountability. They can easily modify each QBR slide to present essential information about their market or customers and plan next steps to be reviewed at the next QBR meeting. Adjust the slides and craft a QBR presentation for your customers.
- Collect data from the previous sales quarter to review at the QBR meeting – include customer, updated SLA metrics, benchmarking data, and customer spend.
- Organize the QBR presentation in order of importance of information to review – plan to spend up to 30-40 percent of your allotted Quarterly Business Review time in discussion.
- Develop an executive QBR summary set of slides to use at the start of your deck in order to set expectations (what you will present, when you will address outstanding business, and when you will be open for discussion).
- Format each QBR slide with plenty of white space – minimize the use of text and include a compelling graphic
- Use bullet points and tables to summarize and highlight important data.
- Adopt the appropriate tone for the audience (sales people, sales management, executive management)
- Edit for brevity. Strive for one big idea or topic per slide. Highlight information you want the customer to remember.
- Include a QBR summary slide to close the presentation and review the information and the desired outcome of the meeting.
- Don’t worry about QBR slide count — make your slides count. For paced presentations, plan for one or two slides per minute. For a faster paced, well-rehearsed presentation that covers a lot of information, plan for up to five slides per minute.
After a QBR, it is a best practice to build a Strategic Account Plan for each targeted customer so that all go to market resources (sales, presales, sales ops, marketing ops, demand gen, field marketing) can be truly aligned on how to acquire or expand the account.
Leverage Go to Market Planning Templates
Proven at G1000 and Startups to effectively develop and execute go to market plans
Provides a huge head start start to the go to market team
Go to market plans are built in PowerPoint and fully editable
Every company should have a comprehensive go to market plan and process for reaching prospective customers. Key go to market functions such as sales, marketing, product management, development, services and support must be integrated into the go to market plan. In addition, each function in the organization needs to prepare go to market strategies that cascade down from the company’s objectives.
It’s possible to build a powerful, integrated go-to-market process by leveraging a proven go to market strategy template. An effective plan incorporates the go to market strategies which guide operational execution. Also, a go to market plan enables a company to identify the target market and design unique value propositions tailored to both specific customer segments as well as the company’s unique differentiation. Finally, a go to market plan empowers a company to effectively deliver its offering to the marketplace and continually refine that offering based on rich, informative and continuous feedback.
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B2B direct sales people can all benefit from a sales strategy template. A sales strategy example is provided in the download that outlines how a B2B direct sales person can research an account and orchestrate resources to effectively sell.
A sales plan example is perfect for B2B direct sales people to populate with all of their account knowledge and the resources available to them within their organization. Creating an integrated and holistic plan will streamline customer acquisition and up-sell opportunities by optimizing a plan to coordinate go to market resources to acquire and upsell customers.
<< Download a Sales Strategy Template now >>
Foundational building blocks via a sound go to market strategy with easy-to-use templates are designed to help a firm bring its offering to market. Go to market strategy templates facilitate the transfer of the offering from development to the market. As well, all of the technology must be translated into go to market messages that can be used to find, attract, engage and convert prospects into customers. All of the templates and worksheets to create compelling sales messages are included in the go to market strategy template.
This go to market template includes examples of models for product lifecycle, market sizing and technology adoption. Also included are examples for the market landscape, use cases, unique selling propositions for personas and unique differentiation is included in this go to market strategy template. Below are details about the various go to market strategy templates.
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B2B lead generation is often not given the time, attention and resources that it deserves and as a result, go to market strategies fail. This is mainly because the correlation between marketing and sales is frequently not well understood. An effective integrated B2B lead generation plan is part of the sales process which sales and marketing jointly design, develop, execute, track manage and continually improve upon. A B2B lead generation plan that s not grounded in the customer buying process or tied to the sales plan is doomed from the start. Follow the integrated B2B lead generation example in the lead generation planning template to build an effective plan to acquire and retain customers.
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The core to any B2B lead management system is marketing automation and account intelligence. The B2B lead management plan and process has to be developed from the sales person’s perspective and must be created before any lead generation programs are set in motion. Components of an effective B2B lead management plan include: a target account profile, a qualification matrix, lead scoring, lead routing, lead escalation, lead nurturing, lead follow-up, clear terms and definitions, lead hand-off processes and synchronized marketing and sales automation systems.
<< Download a template for a best-in-class Lead Management Process now >>
The investor presentation template is for those that are raising money for a startup who will need to create an investor presentation (pitch deck, the deck). Unfortunately, some startups are so passionate about what they do that they do not develop an effective pitch deck. The investor presentation is typically left to the end (days before the pitch) and the visual presentation of the story is not on par with the verbal explanation. An ultimate pitch deck for startups includes a small number of slides (10 -15) that need to be very polished in order to make a great first impression. The investor presentation template includes examples on an investor pitch deck. While not all of the investor presentation slide examples need to be used (and the order of the deck will vary, based upon how one tells the story), but the deck facilitates the development and delivery of a winning investor presentation.
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To develop and execute messaging and positioning that is effective, it is important to understand the following definitions. A value proposition is a statement that communicates perceived value form the buyer’s perspective to those in the buying process. Positioning is a concept that places competitors, substitutes and alternatives relative to one another. And, messaging defines the communications that a company develops to highly targeted segments and specific personas within the customer buying process.
Positioning is an integral part of persona-based marketing, especially as the content strategy and messaging is formulated. Messaging is a subset of positioning. It’s the art of defining what will be communicated and how it will be said to the targeted personas. Messaging is the intermediary step between positioning and content creation.
<< Download a Messaging & Positioning Template now >>
Effective B2B content marketing requires the orchestration of content providers, a content calendar, content platforms and specific activities for each piece of content. The best-in-class B2B content marketers create a meaningful and relevant story for each persona in the customer buying process. A successful B2B content marketing plan will focus on identifying with business problems that are real for the audience and business outcomes that create a sense of urgency and need to secure funding.
Leverage this proven content strategy template to build an effective content marketing plan to engage prospects and convert them to customers.
<< Download a Content Marketing Examples and a Content Calendar Template now >>
This is the ultimate B2B call guide for facilitating follow-up conversations with prospects and qualified leads in order to convert them to qualified sales opportunities.
A B2B call guide framework is much more effective and natural for a sales development (SDR) than a call script. An SDR call guide must be integrated with the B2B lead generation team as this team usually contributes up to 50% of the sales pipeline. As well, the call guide for an SDR has to be consistent with the B2B sales process. This is because qualified sales leads are passed from the SDR to the inside sales rep or field sales rep with the goal of conversion to a qualified sales opportunity. By using the B2B call guide framework one can bring marketing, sales development and sales onto the same page with the same goal.
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Creating a social media plan and the corresponding social media strategy takes time to develop, and not all digital marketers have enough time in the week to build a plan. Because the online landscape constantly changes (platforms and audiences), a dynamic process is required to adapt.
A social media strategy template should specify the desired business goals that social media activity will help meet. The goals should be SMART – specific, measureable, attainable, relevant and time-based. It is useful to document when to act and to have a standard set of dashboards, metrics and KPIs to measure progress.
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In the digital age, a website frequently serves as a business’ or organization’s front entrance through which many prospects and customers will connect. A company’s website should provide a professional on-line experience that will generally enhance the organization’s image and branding, as well as move prospects through the sales process.
This sample website proposal template describes how to pitch an organization to secure funding for a new website or provide a facelift to an existing website. The scope of the website proposal includes business objectives, target audiences, website strategies, UX, website features, enabling processes, success metrics, critical success factors and deliverables.
<< Download a Website Proposal Planning Template now >>