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Quarterly Business Reviews (QBRs) That Drive Growth

Turn QBRs into strategic, value-led conversations that demonstrate impact, strengthen customer relationships and identify opportunities for renewal and expansion.

Your customers need you to solve today's issue while planning for tomorrow's value. You balance handovers, changing stakeholders, renewals and growth targets — often with limited time for proactive account development. We understand that protecting trust and having a commercial conversation are not competing jobs. The AM Lab helps you connect them with confidence.

Enquire About This Lab Explore the course
Two sellers role-playing a customer conversation while a colleague observes
The Sales House
Explore. Practise. Perform.

Duration

Half day · 3.5 hours per half day

Group size

8–10 delegates

Format

Online or face to face

Price — Face to face

From £1,150

+ VAT

Price — Online

From £900

+ VAT

where understanding becomes useful —

Why this course matters

A QBR earns its place when the customer can see what the conversation will help them achieve.

What you’ll explore in the Lab

Too many quarterly business reviews focus on historic usage data rather than the customer’s priorities, leaving account teams with limited stakeholder engagement and no clear route forward. This half-day course equips account managers, key account managers, customer success managers and sales leaders to prepare, lead and follow up QBRs that customers value.

Delegates explore how to combine data, outcomes and stakeholder insight, build a value-led agenda, present ROI and business impact, and respond constructively to difficult feedback and risk. The focus is on securing senior stakeholder engagement, agreeing a joint success plan for the next quarter and positioning renewal and expansion naturally.

a real challenge. a purposeful response.

The challenges this addresses

  • Usage reports replacing discussion of strategic customer priorities
  • Reviews ending without shared priorities or clear ownership
  • Senior stakeholders seeing little reason to attend QBRs
  • Difficult feedback crowding out next-quarter planning and decisions

What this can change at work

A QBR should earn attention, not simply occupy the calendar. This workshop helps account teams connect usage, outcomes and stakeholder insight to the customer’s next priorities, making reviews a useful setting for honest feedback and joint planning. Managers gain a stronger basis for coaching review quality, while the business can surface renewal risks and explore expansion through conversations grounded in recognised customer value.

Customer-led agendas

QBR agendas start with customer priorities and decisions to explore, with usage data selected to support those discussions.

Value made visible

Account managers connect evidence of delivered value to business outcomes, giving senior stakeholders a clear reason to engage in the review.

Joint next-quarter plans

Reviews finish with shared priorities, named action owners and a joint success plan covering risks and relevant growth opportunities.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around the purpose of a modern qbr and preparing with data, outcomes and stakeholder insight. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

Working in a small group of 8–10, delegates move from QBR preparation and agenda design to live practice in breakout groups, supported by peer-to-peer learning. Practical activities focus on evidencing value, handling challenging feedback and agreeing priorities with the customer. Delegates leave with a clear approach to structuring QBRs, following up agreed actions and identifying growth opportunities within a joint success plan.

Make Quarterly Business Reviews (QBRs) That Drive Growth relevant to your business

Tell us where you want to make progress with the purpose of a modern qbr. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • The purpose of a modern QBR
  • Preparing with data, outcomes and stakeholder insight
  • Structuring a value-led agenda
  • Presenting ROI and business impact
  • Handling difficult feedback and risk
  • Agreeing a joint success plan and next steps
  • Positioning expansion naturally
  • Practising a QBR in breakout groups

What’s included in your booking

Your booked time and format
Half day · Live online or face to face, agreed before booking · 8–10 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Plan a QBR around the customer's priorities
  • Evidence the value you have delivered
  • Secure senior stakeholder engagement
  • Leave every QBR with agreed actions and growth opportunities

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Plan a QBR around the customer's priorities.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Quarterly Business Reviews (QBRs) That Drive Growth into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

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Three live online labs to manage difficult conversations, protect existing revenue and progress renewals and expansion with commercial confidence.

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Course synopsis

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3 live sessions · 2.5 hours each

Outcomes — you'll be able to

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your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course