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#40Chapter 06 — Deal Intelligence: Strategy, Negotiation & Pipeline Mastery
I'm preparing a Quarterly Business Review for a key account. Synthesize the data below into a QBR Intelligence Brief.

**Account:** [company name]
**Contract value:** [ARR]
**Renewal date:** [date — months remaining]
**Original goals from kickoff:** [what they bought for — list 3-5 goals]

**Data inputs:**
- Usage data (past 90 days): [MAU, login frequency, feature adoption — up/down/flat vs. previous quarter]
- Support tickets (past 90 days): [count, themes, severity, tone of recent tickets]
- NPS/CSAT score: [latest score + trend]
- Last QBR summary: [one paragraph — what was discussed, what was promised]
- Champion status: [still in role? promoted? left?]

**Produce a QBR Intelligence Brief:**

1. **Scorecard** — For each original goal: Green (on track) / Yellow (at risk) / Red (off track), with one sentence of evidence.
2. **Support Ticket Analysis** — Not just volume — what patterns emerge? Are tickets shifting from "how do I?" to "why doesn't this work?" That tone shift is an early warning.
3. **Usage Opportunities** — Features they're not using that directly map to their stated goals. Don't suggest features randomly — connect each to a specific goal.
4. **Risk Flags** — Anything in this data that suggests dissatisfaction, disengagement, or churn risk. Include "silent signals" — declining logins, reduced feature breadth, champion departure.
5. **Expansion Signals** — Is there evidence they're ready for more? Growing team, new use cases emerging, feature requests that map to our premium tier.
6. **Recommended Talking Points** — What to bring up proactively, in what order, and what to avoid unless the customer raises it.
7. **Conversation Opener** — The one thing to lead with that shows you've been paying attention to their business, not just their usage data.

Mark any inferences that go beyond what the data directly shows with `[VERIFY]` — I need to validate these in conversation.
Claude for Sales
Claude for Sales

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