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If you are walking down the street to establish yourself as a business advisor, there are some aspects that you will have to pay attention to. The Quarterly Business Review is an important concept you would need to ponder upon. Let’s take a quick look at what these reviews are and their importance.
What is a Quarterly Business Review?
A Quarterly Business Review, or QBR, is a discussion meeting that you have with your customers on a quarterly basis. The focal point of this meeting is not just to check what goals you have met and what’s outstanding. Instead, it revolves around the client’s business and what can be done to escalate its growth. The sole aim of a QBR is to understand the potential of the business, the opportunities and markets it can tap into, and the long-term goals that can be achieved.
With a quarterly business review, you get a chance to understand the client’s vision and a window to craft your plan to help them out.
Documenting the QBR and showing interest in your client’s business plans help you become a trusted business advisor. And that’s why they are so crucial.
Documenting the QBR and showing interest in your client’s business plans help you become a trusted business advisor. And that’s why they are so crucial.
A quarterly business review is also an option to unveil hidden business opportunities. For example, if a customer shows interest in hiring two new talents in the upcoming quarter, you can include an IT budget and talk about software, computers, and training resources that will be required for on boarding those two employees.
In the long run, this report will help to understand the usage trends, budget and IT demands.
During the initial stages of a company’s growth, your client will need to interact with his customers more often. In the early stages, there will be lesser customers so building one-to-one relationships will be easier and more effective.
Bottom line here is that QBR‘s are hugely beneficial for everyone – you, your clients, and your clients’ customers. They help strengthen the partnership between a business and its customers.
Setting an Agenda for a QBR
It is very important to set an agenda for a QBR meeting, as it will help you in many ways, especially when you come to the point of documenting it in a report format.
If you go into a QBR without a concrete set of goals and a pathway to achieve them, you’ll only end up wasting more time. It will not add value to your client’s business, nor will it help you showcase your services in a better light.
Make sure you set the agenda right in order to gain a better understanding of your client’s business objectives. This is more than just another conference call to shoot the breeze, and that is what you should be clear about.
Craft an agenda and make sure all parties anticipated to attend, receive it well ahead in time. This will minimize any chances of the meeting being derailed.
Also, create a QBR outline that includes the main subjects, which needs to be discussed. You should have all pointers laid out before the meeting commences.
If you want to take inspiration for your agenda slides take a look at our Agenda PowerPoint Templates
How to run a QBR successfully
Running a QBR effectively may often seem to be a tricky task. However, it is mostly a cakewalk and beneficial if done in the right way. It is important to document the steps of what is needed from every participant. Following are a few things that you must keep in mind so as to run a QBR successfully:
- Keep a record of who’s attending and their respective roles in the meeting.
- Make a list of the pre-requisites, the reports that should be created, the metrics that need to be pulled out and the main goals to be discussed.
- Decide upon the format of the Customer Success QBR and the tools that you plan on using in the process.
- Choose the PowerPoint templates, structure and elements that will be used to create the QBR presentation.
- Set the agenda as discussed above.
Tips to Writing a Professional Business Review
While showcasing the QBR, it is important to present the KPIs that make the most sense, while making sure you add your own unique punch to it. Following are some important tips that you must keep in mind while writing a professional quarterly business review:
1. Be a Storyteller:
Create a storyline. 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:
The client strategy meetings and review reports 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, indicators are built to control plans and force actions (for example, budget KPI help to force organizations to spend accordingly to their plans). Make sure you have a detailed action plan that backs up the indicators status.
3. The Nine-Minute Rule:
Divide your presentation into two parts: an initial summary that covers all of the important details and is done in nine minutes or fewer, followed by a detailed session. Humans tend to lose interest in a presentation after the first ten minutes, which is why it is important you have the crux mapped out in the initial summary of the QBR.
![Deck Set 2 0 1 – Simple Presentation Creator Templates Deck Set 2 0 1 – Simple Presentation Creator Templates](https://i0.wp.com/vanessaryan.co/wp-content/uploads/2018/03/Cozy-Creator-Slide-Deck-Mock-CM1.jpg?fit=1200%2C1592&ssl=1)
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 Consistent:
There is no point in going on and on with the presentation if it does not lay the right impact and hits the chords. The PowerPoint slides should be consistent and the theme should please the audience.
These 5 important pointers can help to prepare an effective QBR.
Quarterly Business Review Mistakes to Avoid
Many business advisers repeat some mistakes that are main reasons behind the sinking of a QBR. Following are the ones that you should avoid:
- Steer clear of thorough discussions about anything that is negative. You should lay emphasis on the successes more than the failures.
- Choosing a defensive approach if the customer brings up any issues or challenges is another mistake that you should avoid. Address the queries in an amicable and accepting way.
- Not paying enough attention to the 9-minute rule and lingering on with the meeting for longer than an hour is a big NO!
Now that we have discussed the important aspects of a QBR, let’s walk you across the importance of PowerPoint presentation.
Using PowerPoint Presentation for a Quarterly Business Review
Having the right presentation template can help to boost the effectiveness of a Quarterly Business Review. A part from that, following a pre designed theme with a professional layout will make it easier to structure and order the content in a way that is easy to present to an executive audience.
1. Quarterly Business Review PowerPoint Templates
With a business review PowerPoint template you can create professional-looking quarterly reports and annual Business Reviews. These provide a structured theme to present every corporate area with data-driven charts and infographics.
Such templates provide top of the line, 100% editable PowerPoint Charts and vector to create impressive infographics & visual content. These representations are ideal for summarizing strong numeric information.
You can impress your audience and create professional QBRs quite effectively and seamlessly.
2. Light Business Quarterly Business Review Templates
If you need a more generic PowerPoint Template, you can use the Light Business PowerPoint template and adapt ts content to your QBR topics. You have a business theme that matched professional environments ready to be edited with your own content.
A brilliant sales presentation has a number of things going for it.
Being product-centered isn’t one of them.
So what can you do to make your offer compelling?
We uncovered some interesting data to answer this question. Plus examples and easy steps to build your own sales presentation in minutes.
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- Title slide: Company name, topic, tagline
- The “Before” picture: No more than three slides with relevant statistics and graphics.
- The “After” picture: How life looks with your product. Use happy faces.
- Company introduction: Who you are and what you do (as it applies to them).
- The “Bridge” slide: Short outcome statements with icons in circles.
- Social proof slides: Customer logos with mission statement on one slide. Pull quote on another.
- “We’re here for you” slide: Include a call-to-action and contact information.
Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.
Harvard Business School professor John T. Gourville calls this the “9x Effect.” Left unchecked, it can be disastrous for your business.
According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”
The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.
Luckily, there’s a three-step formula for that.
Before-After-Bridge: The Only Formula You Need To Create A Persuasive Sales Presentation
- Before → Here’s your world…
- After → Imagine what it would be like if…
- Bridge → Here’s how to get there.
Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.
It’s super simple, and it works for cold emails, drip campaigns, and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.
In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.
Facebook -- How Smiles and Simplicity Make You More Memorable
We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious.
You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.
This is important. The placement of those graphics is an intentional persuasion technique.
Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.
What to do about it: Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.
Here are some further techniques used during the sales presentation:
Tactic #1: Use simple graphics to convey meaning without text.
Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.
Why It Works: Pictures are more effective than words — it’s called Picture Superiority. In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.
Tactic #2: Use icons to show statistics you’re comparing instead of listing them out.
Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.
Why It Works: We process visuals 60,000 times faster than text.
Tactic #3: Include statistics that tie real success to the benefits you mention.
Example: “71% lift driving visits to retailer title pages” (Slide 26).
Why It Works: Precise details prove that you are telling the truth.
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Contently — How to Build A Strong Bridge, Brick By Brick
Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.
Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.
They then drive home the Before-After-Bridge Formula further with case studies:
Before: Customer’s needs when they came on
After: What your company accomplished for them
Bridge: How they got there (specific actions and outcomes)
Here are some other tactics we pulled from the sales presentation:
Tactic #1: Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.
Why It Works: According to a Cornell study, graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”
Tactic #2: Keep slides that have bullets to a minimum (no more than one in every five slides).
Why It Works: According to an experiment by the International Journal of Business Communication, “Subjects exposed to a graphic representation paid significantly more attention to, agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”
Tactic #3: Follow up your descriptions with visual examples.
Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.
Why It Works: The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.
Yesware — How To Go Above And Beyond With Your Benefits
Which is more effective for you?
This statement — “On average, Yesware customers save ten hours per week” — or this image:
The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.
Visuals are more effective every time. They fuel retention of a presentation from 10% to 65%.
But it’s not as easy as just including a graphic. You need to keep the design clean.
Can you feel it?
Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.
Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:
“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”
Here are more tactics to inspire sales presentation ideas:
Tactic #1: Personalize your final slide with your contact information and a headline that drives emotion.
Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”
Why It Works: These small details show your audience that:
1) This is about giving them the end picture, not making a sale;
2) The end of the presentation doesn’t mean the end of the conversation; and
3) Questions are welcomed.
Tactic #2: Pair outcome statements with icons in circles.
Example: Slide 4 does this with seven different “After” outcomes.
Why It Works: We already know why pictures work, but circles have power, too. They imply completeness, infiniteness, and harmony.
Tactic #3: Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.
Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.
Why It Works: Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold out items.
Uber -- How to Cater Your Content for Readers Quick To Scan
People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)
This means you need to cut to the chase fast.
Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”
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Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:
So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers.
DealTap — How To Use Leading Questions To Your Advantage
DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:
Ever heard of the Focusing Effect?
It’s part of what makes us tick as humans and what makes this design-move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.
Easy choice.
Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.
Here are some other tactics to use in your own sales presentation:
Tactic #1: Tell a story that flows from one slide to the next.
Example: Here’s the story DealTap tells from slide 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.
Why It Works: Stories with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.
Tactic #2: If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.
Why It Works: It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.
Zuora — How To Win Over Your Prospects By Feeding Them Dots
Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.
That’s what you need to make your audience do.
Zuora tells a story by:
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- Laying out the reality (the “Before” part of the Before-After-Bridge formula).
- Asking you a question that you want to answer (the “After”)
- Giving you hints to help you connect the dots
- Showing you the common thread (the “Bridge”)
You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.
Here are more tactical sales presentation ideas to steal for your own use:
Tactic #1: Use logos and testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.
Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.
Why It Works: It’s called social proof. Prospects value other people’s opinions and trust reputable sources more than you.
Tactic #2: Pad your images with white space.
Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.
Why It Works: White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.
Tactic #3: Incorporate hard data with a memorable background to make your data stand out.
Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.
Why It Works: Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.
LinkedIn Sales Navigator — How to Create Excitement With Color
Psychology tells us that seeing colors can set our mood.
The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:
You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here.
Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva. Here’s the sizing for your image:
Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.
Here are some other takeaways from LinkedIn’s sales presentation:
Tactic #1: Include one clear call-to-action on your final slide.
Example: Slide 9 has a “Learn More” CTA button.
Why It Works: According to the Paradox of Choice, the more options you give, the less likely they are to act.
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Drill down individually into all of your past email recipients and see how engaged they are with your sales content so you know who to pursue next. Noteplan 1 6 13 – daily planning for professionals.
Understand what’s working and what’s not with your email Templates so you can drive more business smarter and faster.
Dig into all of your outbound sales activity – send rates, open rates, reply rates – to better understand where you’re succeeding and what to focus on next.
Step One: Ask marketing for your company’s style guide (color, logo, and font style).
Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch:
- What are your ICP’s pain points?
- What end picture resonates with them?
- How does your company come into play?
Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).
Step Four: Download photos from Creative Commons. Remember: Graphics > Text. Use Canva to edit on your own — free and fast.
Over to you
What are the sales presentation strategies that work best for your industry and customers? Tweet us: @Yesware.