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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. Assisting in the implementation and adoption of new sales planning processes.
  2. Developing new methods of reporting and measuring success within their sales department.
  3. Establishing transparent communication and visibility to drive accountability and team engagement.
  4. Creating an efficient and scalable strategy to track and manage the sales process.
  5. Developing new approaches to customer engagement and service.
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Objectives & Key Results

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

  1. Objective: Increase efficiency and productivity within the Sales team, through the usage of the SaaS. Key Results: Reduce operational costs (e.g. time, resources, etc.) associated with currently used tools and uncover performance benefits (e.g. speed, accuracy, etc.) in the usage of the SaaS.
  2. Objective: Leverage the capabilities of the SaaS to provide more value to customers. Key Results: Improve customer service and engagement by using the SaaS to gain a better understanding of customer needs and behaviors, as well as to create more personalised experiences.
  3. Objective: Automate and streamline Sales team processes. Key Results: Decrease manual labour and eliminate manual errors in order to increase customer satisfaction and customer engagement.
  4. Objective: Improve customer journey mapping. Key Results: Increase visbility into customer journey to identify opportunities for improvement and create a more seamless and personalised customer experience.
  5. Objective: Increase collaboration within the Sales team. Key Results: Encourage increased collaboration among teams members by improving communication protocols and processes to better share data and insights.
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Tactical Considerations

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

  1. Maximizing Reach. The VP of Sales needs to ensure that their sales process is accurately targeting and meeting all potential customers.
  2. Increasing Product & Service Offerings. The VP of Sales needs to be constantly looking to identify new products or services that would add value to their customers.
  3. Finding the Right Pricing. The VP of Sales needs to ensure their pricing strategies are optimized for both their customers and the company.
  4. Gaining Real-time Insights. The VP of Sales needs to gain real-time insights into customer behavior, sales performance, and customer feedback.
  5. Building an Effective Sales Process. The VP of Sales needs to create an efficient sales process with seamless customer experience.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Start the call by introducing yourself and your role and ask the customer to introduce themselves and their role within their organization.
  2. Discuss organizational goals, current pains points, and desired outcome from the call. This will help to build a better understanding of the customer's needs and will also provide a baseline to help guide the conversation.
  3. Show genuine interest in getting to know your customer and provide value by recommending resources and knowledge that can improve productivity and collaboration.

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