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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.

Right arrow iconPriorities & Pain Points
Right arrow iconObjective & Key Results
Right arrow iconTactical Considerations
Right arrow iconBuilding Rapport
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Pain Points & Priorities

Based on your inputs, these are pain points your customer may be experiencing:

  1. Determine a strategy for scaling up the number of sales and employee interactions for success.
  2. Create a plan for providing visibility into deals, activity, and progress from the C-Level.
  3. Develop a system to more efficiently manage customer relationships and increase customer touch points.
  4. Improve communication between sales teams, HR, and other departments for more collaborative process.
  5. Manage and leverage customer data for a better understanding of customer needs.
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Objectives & Key Results

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

  1. Determine why the customer is interested in using the SaaS product, identify key departments that would benefit from its use and how the implementation of the solution can help the customer's overall goals.
  2. Understand the customer's current processes and workflow and identify areas of improvement and optimization.
  3. Explore integrating the SaaS product with existing systems used by the customer.
  4. Identify tangible KPIs and metrics which can be monitored to track the impact of the SaaS product.
  5. Determine how the customer plans to ensure successful adoption of the SaaS product within their organization.
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Tactical Considerations

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

  1. The customer may need to improve processes related to sales strategy, implementation, and execution.
  2. The customer may need to optimize the alignment between Sales and Business Development departments.
  3. The customer may need to better define their target audience in order to reach the desired growth goals.
  4. The customer may need to increase visibility into their CRM data in order to accelerate sales pipeline processes.
  5. The customer may need to better understand staffing requirements and develop effective management processes.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Start on a personal note, by asking about their background and experience, and learning more about them.
  2. Share a few success stories from existing customers that experienced similar challenges as to what your new customer is facing.
  3. Ask how their current processes are like and get a detailed introduction about their team and current working style. Discuss potential areas of improvement that can be resolved using your service.

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