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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. Improving sales processes to maximize revenue and reach.
  2. Optimizing customer satisfaction and loyalty.
  3. Developing effective strategies for building and managing efficient teams.
  4. Creating compelling messaging and branding for different audiences.
  5. Implementing systems for effective data collection and analysis.
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Objectives & Key Results

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

  1. Understand the Sales/Business development department's objectives and priorities, and how the company utilizes technology to achieve their goals.
  2. Identify customer's project timelines and measure the impact of solutions on meeting those timelines.
  3. Understand the customer's current visibility into their data, measurable objectives, and HOW data is accessed and analyzed.
  4. Define the customer's KPIs and OKRs which will be tracked through the company's projects.
  5. Outline how the B2B SaaS company's software could increase efficiency and reduce manual work.
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Tactical Considerations

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

  1. Organizational silos in their processes, leading to lack of productivity and efficiency.
  2. High customer expectations due to competition and expertise in Management Consulting.
  3. Ensuring scalability and flexibility while adopting new technology, processes, and systems.
  4. The need to identify potential areas for growth and expansion.
  5. Balancing customer satisfaction with quality and cost control.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the company and its customers’ needs. Understand who they are, what they do, and their unique challenges. Focus on their success measurements and what success means to them.
  2. Develop questions prior to the call that will help uncover their goals, expectations, and any specific areas of improvement that could benefit from additional collaboration and visibility.
  3. Show your knowledge and enthusiasm for the product, while discussing the customer's desired outcomes and any particular challenges they are facing.

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