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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. Increase transparency amongst departments and across the organization as a whole.
  2. Streamline internal business processes.
  3. Organize and standardize information in one central place.
  4. Implement automated workflows and processes.
  5. Improve visibility of customer feedback to inform decisions.
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Objectives & Key Results

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

  1. Work with the customer to develop a plan for optimizing the company’s processes and systems to improve team productivity.
  2. Help the customer identify areas for improvement for increased collaboration among teams.
  3. Suggest strategies to help the customer increase visibility for their products and services in the B2B sector.
  4. Develop a plan with the customer to identify ways to improve customer communication and experience.
  5. Provide recommendations for leveraging the company’s technology to improve customer relationships.
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Tactical Considerations

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

  1. Tactically, they may experience the need to ensure customer satisfaction given their retail industry is extremely consumer-centric.
  2. Tactically, they may also experience the need to collect and analyze customer purchase data to increase their efficiency.
  3. Tactically, they may experience the need to implement tools and processes that allow for smoother and faster order fulfillment.
  4. Strategically, they may need to develop reliable strategies to stay competitive in a volatile market.
  5. Strategically, they may need to drive a digital transformation within their organization or develop innovative campaigns to stay ahead of the curve.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Do research in advance of the call in order to identify their department’s specific challenges, and come prepared to discuss solutions they may find helpful.
  2. Start the call by introducing yourself and explaining why and how you’ll be helping them increase productivity, collaboration, and visibility.
  3. Acknowledge any challenges they’ve faced in the past, and emphasize your commitment to helping them work through them.

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