// Sales
QBR
Also known as Quarterly Business Review
Quarterly Business Review, a strategic customer or internal review of the last quarter and the plan for the next.
In depth
External QBRs (CSM + customer executive) review outcomes, adoption and roadmap. Internal QBRs (rep + management) inspect pipeline, forecast accuracy and territory. Both are theatre if not backed by data; both are gold when the data is real.
Related terms
EBR
Executive Business Review, a senior-level version of the QBR aligning C-suites on outcomes and strategic direction.
Playbook
A codified set of steps a rep or CSM runs against a specific scenario, deal type or customer signal.
Forecast
The bookings number leadership commits to the board for the current period, a range, a confidence, and the judgment behind it.