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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. Increased visibility into sales force pipeline and forecast accuracy
  2. Reduced onboarding time for new personnel in the sales organization
  3. Elimination of manual data entry and reporting related tasks
  4. Enhanced collaboration between sales and other departments within the organization
  5. Continuously optimize and improve sales productivity
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Objectives & Key Results

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

  1. Objective: Increase collaboration within their organization. Key Result: Implement and use a company-wide collaboration tool.
  2. Objective: Improve visibility into the day-to-day operations of the business. Key Result: Create custom dashboards with analytics and insights.
  3. Objective: Create efficient processes around sales and customer service. Key Result: Improve time spent on customer research, client onboarding, and lead generation.
  4. Objective: Automate repetitive tasks. Key Result: Develop a system to automate mundane tasks in customer service and sales.
  5. Objective: Increase customer satisfaction and loyalty. Key Result: Develop a customer feedback and response system.
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Tactical Considerations

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

  1. Ensuring smooth communication and collaboration between departments.
  2. Facilitating timely feedback among stakeholders.
  3. Making sure sales, marketing, operations, and customer service processes are all operating efficiently.
  4. Developing strategies to increase customer acquisition and retention.
  5. Identifying areas of improvement and ways to create cost savings.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Do some research into the manufacturing industry in the household goods and furniture sector. Ask thoughtful questions to demonstrate a real understanding of their business.
  2. Situationalize the conversation. Ask questions about their business goals and objectives for the upcoming year.
  3. Show empathy and understanding about their current challenges and the pains they're experiencing due to the pandemic.

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