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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 and tracking leads efficiently to ensure a steady flow of new customers.
  2. Improving the sales process to close deals faster and increase revenue.
  3. Enhancing employee training programs to boost performance and productivity.
  4. Ensuring effective communication and alignment between sales and marketing teams.
  5. Increasing visibility into key performance metrics 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. Gain insights into the current processes and challenges within the Sales/Business Development department.
  2. Identify the key pain points that are hindering productivity and collaboration within the organization.
  3. Understand the goals and KPIs of the Sales/Business Development department and how they align with the overall company objectives.
  4. Discuss specific use cases where our B2B SaaS solution can address the identified pain points and drive value for the team.
  5. Establish a timeline for implementation and onboarding to ensure a smooth transition and quick realization of ROI for the customer.
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Tactical Considerations

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

  1. Managing interactions with potential customers and tracking the progress of deals through the sales pipeline.
  2. Ensuring that the sales team has access to up-to-date training materials and resources to effectively engage with customers.
  3. Coordinating sales activities and sharing relevant information with team members to ensure smooth collaboration.
  4. Tracking key performance metrics related to sales activities and analyzing data to identify areas for improvement.
  5. Balancing the need to provide personalized attention to each customer while also managing multiple leads and accounts simultaneously.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Understand their current pain points: Take some time to research the challenges and pain points that small B2C companies in the Education industry face when it comes to training and development. This will allow you to have a more informed discussion and show that you are genuinely interested in helping them address their specific needs.
  2. Share success stories: Share success stories or case studies of how other similar companies benefited from your company's solutions. This can help build credibility and demonstrate that you understand the challenges they are facing and have the expertise to help them overcome them.
  3. Ask open-ended questions: During the call, ask open-ended questions that prompt the customer to share more about their business goals, challenges, and any previous experiences with similar solutions. This will help you gain valuable insights and tailor your recommendations to their specific needs.

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