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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. Assisting sales team members to become more efficient and structured in their sales processes.
  2. Developing strategies to improve visibility and communication within the team.
  3. Discovering strategies of improving customer relationships, loyalty and retention.
  4. Helping proactively identify process improvement and opportunities to reduce redundancies.
  5. Utilizing the software features to their fullest potential to maximize results/output.
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Objectives & Key Results

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

  1. Understand the business operations of the customer and current strategies for sales and business development.
  2. Identify the customer’s current tech stack and evaluate strengths and weaknesses.
  3. Gauge customer’s satisfaction with existing services and products.
  4. Determine customer’s goal for increasing productivity, collaboration, and visibility in their organization.
  5. Gather feedback from customer about our product and feature expectations they have.
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Tactical Considerations

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

  1. Demonstrating ROI on their investments, such as time and money invested into integrating software.
  2. Understanding user adoption and engagement to maximize productivity internally.
  3. Identifying and executing on opportunities to improve existing workflows and processes.
  4. Minimizing risk to ensure customer data is secure and their process can remain compliant.
  5. Positioning the organization for success in an ever-changing legal/regulatory landscape.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the company and understand their products, services, and goals.
  2. Be prepared to address their specific pain points and demonstrate how our product can help them.
  3. Establish a friendly and open conversation by asking questions and showing genuine interest in their progress.

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