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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. Streamline internal processes & increase efficiency: customers might be looking for ways to standardize and automate processes used by their sales teams
  2. Consolidate data, metrics, and analytics: empower users with a single source of truth by providing clarity around KPIs and metrics
  3. Improve visibility: provide an easy way to view and track progress by giving stakeholders an overview of their pipeline and deals
  4. Implement project management tools: help customers visualize their projects and tasks, as well as track progress in real time
  5. Collaboration & communication: enable users to collaborate in real-time and quickly resolve problems with tools to support virtual meetings and direct messaging
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Objectives & Key Results

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

  1. Identify pain points and areas of improvement for current tools being used
  2. Understand the current Sales process and identify opportunities for automation
  3. Define key success metrics and objectives for the period (3 – 6 months)
  4. Assess current customer onboarding process and set up effective customer onboarding strategy for continued success
  5. Discover the customer's sentiment towards SaaS technology and review budget and timeline requirements
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Tactical Considerations

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

  1. Declining sales productivity leading to slower growth and customer churn.
  2. Lack of resources to build customer-centric online experiences in a timely manner.
  3. Difficulty finding the right content for campaigns and ad network targeting.
  4. Poor market share visibility and the inability to accurately compare it to competitors.
  5. Inadequate tools to efficiently measure marketing performance metrics like ROI and CPA.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Set the tone of the call by introducing myself and the company and letting my customer know how excited I am to work with them. Start by asking how the customer began to use our services and understand what their challenges, needs, and goals are for using the product.
  2. Share success stories from similar companies and discuss how our services could help them improve productivity, collaboration, and visibility within their organization.
  3. Finally, establish an open dialogue and emphasize our commitment to the customer's success. Ask what is important to them and how they would like to proceed in the partnership.

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