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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. Leveraging technology for a better workflow - finding ways for the sales team to use the most up-to-date solutions to boost productivity and collaboration.
  2. Improving the sales process - uncovering opportunities to increase efficiency and reduce manual efforts.
  3. Data accuracy and consistency - ensuring data input is accurate and maintained, to avoid discrepancies across different systems and applications.
  4. Tackling visibility issues - making sure sales performance, customer interactions, and important records are accessible and proactively monitored.
  5. Securely managing customer data - ensuring customer data is securely stored, monitored, and updated in accordance with compliance protocols.
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Objectives & Key Results

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

  1. Understand the current customer's processes in order to identify areas of potential improvement and collaboration opportunities.
  2. Review the customer's sales pipeline with the team to see how they are tracking for success and identify opportunities for improvement.
  3. Establish key goals and metrics to help the customer measure success.
  4. Collaborate with the customer to develop efficient and effective strategies to maximize the customer's use of the SaaS product.
  5. Provide on-going support and feedback to the customer to ensure that their objectives and goals are being met.
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Tactical Considerations

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

  1. Successful management of multiple sales pipelines across various clients and territories.
  2. Identifying trends and leveraging insights to develop and customize sales strategies.
  3. Maximizing revenue opportunities by creating profitable and scalable sales plans.
  4. Developing deep understanding of customer needs and preferences.
  5. Implementing standard operating procedures and best practices for sales cycle overview.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Prepare for the call by researching their company, looking into their industry, and understanding their role within the organization. This will help build a stronger connection and make the customer feel heard.
  2. Ask the customer questions to understand their team's current process and issues they're facing with productivity, collaboration, and visibility before offering solutions.
  3. Be transparent and honest about what solutions you can provide, and what solutions may be beyond the scope of your product. Along with checking in periodically with them for feedback.

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