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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. Managing a large sales team across different locations and ensuring consistent communication and collaboration.
  2. Tracking and analyzing sales data to identify trends, opportunities, and areas for improvement in the sales process.
  3. Optimizing sales processes to increase efficiency and effectiveness, such as lead management, pipeline visibility, and forecasting accuracy.
  4. Improving communication and alignment between sales and other departments, such as marketing, operations, and customer service.
  5. Ensuring that the sales team has the right tools and technology to support their efforts, such as a CRM system, sales enablement platform, and reporting dashboards.
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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 the Sales team is facing in their day-to-day operations and collaboration with other departments.
  2. Identify the key metrics and KPIs that are important to the VP of Sales in order to measure success and track progress after implementing the software.
  3. Discuss the current tools and processes the Sales team is using to manage their workflows and communications, and determine areas of improvement.
  4. Explore how the software can be customized or tailored to meet the specific needs and requirements of the Sales team within the Manufacturing industry.
  5. Create a roadmap and action plan for the implementation and onboarding process, including timelines, training sessions, and ongoing support to ensure a successful adoption within the organization.
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Tactical Considerations

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

  1. They likely face challenges in coordinating and tracking sales activities among a large team, leading to potential inefficiencies and missed opportunities.
  2. Visibility into the sales pipeline and forecasting accuracy can be a common struggle, impacting decision-making and resource allocation.
  3. Collaboration between sales reps, managers, and other departments may be lacking, potentially hindering communication flow and cross-functional alignment.
  4. Data management and synchronization issues among various tools and systems can lead to inaccuracies, duplicated work, and inefficiencies in reporting.
  5. Meeting the demands of a competitive industry with evolving customer needs and expectations requires constant adaptation and innovation in sales strategies and processes.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Understand the specific pain points and challenges facing the Sales team in the Building Materials industry. This could include issues related to lead management, pipeline visibility, or collaboration between sales teams.
  2. Research their current processes and tools to gain insight into where there may be inefficiencies or areas for improvement. This will help you tailor your recommendations and solutions to their specific needs.
  3. Ask open-ended questions to encourage the VP to share their goals, priorities, and expectations for the partnership. This will help you establish a clear understanding of what success looks like for them.

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