Article · 9 chapters

The Essential Guide to Quarterly Business Reviews (QBRs)

Gainsight Free Intermediate

Nine chapters covering the QBR structure, the common mistakes (generic content, dwelling on the negative) and how to keep quality when you have too many customers for one per account.

  • McKinsey found B2B customers with strong executive engagement are 2.5 times more likely to renew.
  • 87 percent of business buyers want their rep to act as a trusted advisor, not a vendor.
  • Keep a QBR under an hour, and lead with outcomes rather than a data dump (72 percent of senior decision-makers say information overload delays decisions).
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It answers 5 questions

  1. I just got handed my first set of accounts. What do I actually do in the first 30 days?
  2. How do I run a QBR that the customer does not find a waste of time?
  3. How do I run an upsell conversation without sounding like I am shaking them down?
  4. What separates a best-in-class QBR from a status update?
  5. How do the best teams expand beyond the first team that bought?

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