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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. Provide effective solutions to bridge the gap between the Sales and Business Development departments.
  2. Ability to manage projects, workflow, and employee workloads more efficiently.
  3. Improve collaboration and visibility between departments within the company.
  4. Provide insights into real-time customer and sales information quickly and intuitively.
  5. Goal/KPI setting/tracking across teams and departments to improve motivation and productivity.
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Objectives & Key Results

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

  1. Understand the customer’s current process and workflow within their organization and identify areas of improvement for increased productivity, collaboration, and visibility.
  2. Gather information about their budget, staff size, technology requirements, and needs for scalability.
  3. Determine their goals and determine which B2B SaaS solutions will best help them achieve those goals.
  4. Explore potential integrations with existing software and systems.
  5. Develop a plan for a successful implementation of the B2B SaaS solution.
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Tactical Considerations

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

  1. The need to stay competitive and connected with industry changes
  2. The struggle to maintain a cohesive work culture among remote team members
  3. The need to effectively manage resources and project timelines
  4. The challenge of reducing communication gaps between different departments
  5. The challenge of creating a consistent user experience
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the company, their challenges, and what they’re currently using to manage their operations. Become familiar with their industry and challenges they face, as well as their history of partnering with similar SaaS platforms.
  2. Express a genuine interest in the customer’s work and goals. Ask thoughtful questions and show that you hear and understand the customer’s needs.
  3. Discuss successes that other companies in the Construction industry have had with your SaaS platform and how they were able to leverage it to become more efficient and increase visibility.

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