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First Call Custom Brief

Here are some prompts to help you better understand your customer before jumping on that first call.

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Pain Points & Priorities

Based on your inputs, these are pain points your customer may be experiencing:

  1. As a C-Level executive in the Sales/Business Development department, your top priority is likely to drive revenue growth for the organization. You may be looking for ways to streamline your sales process, increase lead generation, and improve sales team performance.
  2. Another common pain point might be the need to enhance client relationships and improve customer satisfaction. You may be seeking tools and strategies to better understand your clients' needs, deliver personalized experiences, and build long-term partnerships.
  3. Visibility into sales performance and pipeline management is critical for decision-making and forecasting. You may be facing challenges in tracking key metrics, analyzing sales data, and aligning sales efforts with overall business objectives.
  4. Collaboration among team members is essential for success in sales and business development. You might be looking for ways to facilitate communication, share information, and coordinate efforts across different departments or remote teams.
  5. Managing and prioritizing leads effectively can be a time-consuming task. You may be interested in solutions that help you automate lead qualification, prioritize high-value opportunities, and ensure that your sales team focuses on the most promising prospects.
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Objectives & Key Results

Use these OKRs (objectives and key results) to help your customer find success:

  1. Understand their current pain points and challenges in terms of productivity, collaboration, and visibility within the organization.
  2. Evaluate their current software tools and processes to identify areas of improvement and optimization.
  3. Define clear goals and metrics that the customer wants to achieve in terms of increased productivity, improved collaboration, and enhanced visibility.
  4. Discuss potential strategies and best practices for leveraging the company's existing resources and implementing new solutions to achieve those goals.
  5. Establish a timeline for onboarding and training the team on any new tools or processes to ensure successful implementation and adoption.
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Tactical Considerations

Consider these tactics and strategic initiatives your customer may be planning:

  1. Managing a remote or dispersed sales team effectively to ensure productivity and collaboration.
  2. Ensuring visibility into pipeline and deals to track sales performance and make data-driven decisions.
  3. Streamlining communication and information sharing among the sales team to avoid duplication of efforts and misalignment.
  4. Tracking key sales metrics and KPIs to monitor progress towards goals and identify areas for improvement.
  5. Integrating various tools and systems to create a seamless and efficient sales process for the team.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the customer's company and industry to have a good understanding of their business needs and pain points.
  2. Prepare relevant case studies or success stories of similar companies in the Management Consulting industry who have benefited from your product.
  3. Show genuine interest in their company and their role by asking open-ended questions about their current processes, pain points, and goals.

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