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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. Lack of visibility and control over sales pipeline and progress.
  2. Difficulty managing long lead times and ensuring follow up across the sales team.
  3. Minimizing customer frustrations due to inaccessibility or delays in customer service.
  4. Lack of strategic planning to lead business development initiatives.
  5. Challenges in tracking customer data and developing insight-driven customer relationships.
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Objectives & Key Results

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

  1. Understand the current needs of the customer, such as how they currently collaborate, the current visibility of their processes, and their current productivity levels.
  2. Assess the customer's current digital tools to identify gaps and areas of improvement.
  3. Determine how to best use the SaaS product to maximize efficiency and improve engagement.
  4. Establish key objectives and measurable results that the customer can refer back in order to measure success.
  5. Set realistic goals and deadlines for implementation to ensure that the product is adopted and used appropriately.
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Tactical Considerations

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

  1. Tactically, they need a platform to efficiently manage and collaborate their internal processes.
  2. Strategically, they need to find ways to reduce costs associated with manual and outdated processes.
  3. Tactically, they need to be able to quickly communicate information to their team members.
  4. Strategically, they need to identify ways to increase the effectiveness and utilization of their existing investments.
  5. Tactically, they need a platform that allows them to set up roles and permissions so only authorized personnel have access to sensitive data.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Do your research about the company and industry. Taking the time to review their website and any other foundational information available will help to demonstrate that you’re genuinely interested in working with them.
  2. Ask questions at the beginning of the call and throughout (in a conversational way), that demonstrate your intent to partner with them to identify their key challenges, business objectives, existing processes and how they currently handle collaboration and visibility within the organization.
  3. Share a few real-life examples and stories of how your product or services has helped organizations in a similar industry achieve their goals.

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