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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. Understanding and optimizing the sales pipeline to drive more revenue.
  2. Managing and tracking sales team performance and accountability.
  3. Improving data accuracy and completeness in the CRM system.
  4. Streamlining communication and collaboration between sales team members.
  5. Enhancing reporting and analytics capabilities to make data-driven decisions.
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Objectives & Key Results

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

  1. Understand the current sales process and identify areas for improvement such as streamlining lead qualification, improving communication between sales reps and providing better visibility into sales pipeline.
  2. Introduce software features that can help streamline sales activities, such as automated lead scoring, email templates, sales forecasting, and reporting tools to track progress and performance.
  3. Implement a training program to ensure that the sales team fully understands and utilizes the software to its fullest potential, increasing adoption rates and maximizing ROI.
  4. Set up regular check-in meetings to review progress, address any challenges, and provide ongoing support and guidance to ensure successful implementation and usage of the software.
  5. Establish key metrics to track success, such as increased conversion rates, reduced sales cycle times, improved win rates, and overall revenue growth, to measure the impact of the software on the sales team's performance.
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Tactical Considerations

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

  1. The sales team may struggle with manual data entry and keeping CRM records up to date, leading to incomplete or inaccurate information.
  2. Collaboration between the sales team members may be challenging, especially when it comes to sharing leads, updating status, or tracking progress on deals.
  3. Visibility into the sales pipeline and forecasting accuracy could be limited, making it difficult to make data-driven decisions and plan for the future.
  4. The onboarding process for new sales reps may be lengthy and cumbersome due to the complexity of CRM software and lack of proper training materials.
  5. There could be a lack of integration between the CRM software and other essential tools used by the sales team, causing inefficiencies and duplications of work.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the customer's CRM Software and industry to understand their pain points and challenges.
  2. Prepare relevant success stories and case studies of similar companies in the CRM Software industry that have benefited from your company's solution.
  3. Start the conversation by asking open-ended questions about their current processes, pain points, and goals to show genuine interest in their success.

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