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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 Sales Manager in the Financial Software industry, your team may struggle with cumbersome processes for tracking sales activities, resulting in a lack of visibility into performance and pipeline progress.
  2. Managing a team of sales representatives can be challenging, especially when it comes to monitoring individual performance, providing timely feedback, and identifying areas for improvement.
  3. Given the fast-paced nature of the software industry, your sales team may face difficulties in staying updated on the latest product information, pricing updates, and competitive intelligence.
  4. Collaboration between the Sales department and other teams, such as Marketing or Customer Success, can sometimes be fragmented, leading to miscommunication, duplicated efforts, or missed opportunities for cross-functional alignment.
  5. Measuring the ROI of sales and marketing activities, tracking key performance indicators, and generating accurate reports for stakeholders may be time-consuming and prone to errors without the right tools and processes in place.
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Objectives & Key Results

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

  1. Understand the current pain points and challenges that the Sales team is facing in terms of productivity, collaboration, and visibility within the organization.
  2. Identify the key metrics that the Sales Manager is looking to improve or optimize within their department.
  3. Assess the current tools and systems that the Sales team is using for their day-to-day operations and determine if there are any gaps or inefficiencies that can be addressed.
  4. Discuss the team's goals and initiatives for the upcoming quarter and how improving productivity, collaboration, and visibility can help them achieve those objectives.
  5. Capture feedback on previous experiences with other software solutions and understand what worked well and what didn't in order to tailor our approach effectively.
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Tactical Considerations

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

  1. The sales team is struggling with accessing real-time data and insights to make quick and informed decisions about their clients and prospects.
  2. There is a lack of alignment and visibility among team members which leads to duplication of efforts and missed opportunities for cross-selling or upselling.
  3. Manual processes are time-consuming and prone to errors, affecting the overall efficiency of the sales team and impacting the customer experience.
  4. The current tools or systems in place are not user-friendly or don't integrate well with other critical software, causing frustration and hindering adoption among team members.
  5. The sales manager is looking for ways to track performance, set goals, and provide actionable feedback to improve the team's productivity and drive revenue growth.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research: Take some time to research the company's industry, the specific challenges they might face, and any recent news or updates about the company itself. This will show your customer that you are prepared and interested in their business.
  2. Ask open-ended questions: During the call, try to ask open-ended questions that will encourage your customer to share more about their current processes, pain points, and goals. This will help you understand their needs better.
  3. Listen actively: Focus on listening more than talking during the call. Let your customer share their thoughts, concerns, and ideas without interruptions. This will show that you value their input and are truly interested in helping them.

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