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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. Creating and managing a consistent sales process to track customer touch points.
  2. Utilizing data-driven insights to create increased visibility into customer activities.
  3. Fostering collaboration across dispersed teams and departments.
  4. Improving team productivity by developing smart automation tools and processes.
  5. Establishing meaningful customer relationships through targeted outreach.
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Objectives & Key Results

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

  1. Understand the current landscape in terms of technology and resources used to manage B2B and B2C sales.
  2. Determine the current processes of automated sales-related tasks and where there is opportunity to increase efficiency.
  3. Identify what types of data points are valuable to the business and how they are being tracked.
  4. Identify areas of improvement that could be made by adjusting team processes and expanding collaborations between departments.
  5. Set a goal for increasing sales productivity and visibility with measurable key results.
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Tactical Considerations

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

  1. Managing and streamlining sales and customer service processes to improve customer engagement.
  2. Optimizing operational processes to maximize productivity and reduce expenses.
  3. Establishing accurate pricing models to boost revenue.
  4. Encouraging customer loyalty to maximize customer lifetime value.
  5. Utilizing data analytics to better understand customer trends and movements.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Gather an understanding of the company’s current goals within the organization and their strategies for achieving them. In addition, gain insight into their overall objectives for working with our product.
  2. Research the company’s market positioning; what are they selling that is unique? What competitive advantages do they have in their industry?
  3. Establish a friendly and personable tone during the call. Show that you are eager to form a relationship with the customer by asking open-ended questions and expressing genuine interest in their current situation and needs.

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