Toggl.com Business Paper
Discipline: Business
Type of service: Research Paper
Spacing: Double spacing
Paper format: MLA
Number of pages: 2 pages
Number of sources: 0 source
Paper details:
Hello im in need of 3 questions to be answered for in regards to a Toggl (Time Management Software Product)
(Question 1.) For this question you will consider a real software product called Toggl.
www.Toggl.com
Spend some time researching Toggl to understand its basic functionality. Please map out three to five pains that the product solves for its customers.
(Question 1: MY ANSWER:
After researching the software Toggl I have come to the conclusion that there are multiple pains and unique selling points that Toggl solves for its customers.
- Procrastination – imagine the pain of watching employees procrastinate and how much time and hourly wages are lost due to procrastination Toggl solves the frustration of procrastination and lost time by tracking project time and improve productivity.
- Multitasking – Most people think they are great multitaskers but little do you know it can actually kill your business. Let’s use Linda as an example… she writes emails while she chats on the phone with her clients. While Linda thinks that this is a good use of her time, the truth is that it can take 20-40 percent more time to finish a list of jobs when you multitask, compared with completing the same list of tasks in sequence. The result is also that she does both tasks poorly her emails are full of errors, and her clients are frustrated by her lack of concentration. So, the best thing is to forget about multitasking and instead use Toggl to focus on one task at a time. That way, you’ll produce higher quality work.
- Letting distractions run the day. They come from emails, IM chats, colleagues, or phone calls from clients, distractions prevent us from achieving a state of flow, which is the satisfying and seemingly effortless work that we do when we’re 100 percent engaged in a task.
If you want to gain control of your day and do your best work, it’s important to know how to and manage interruptions effectively. For instance, turn off your IM chat when you need to focus, and let people know if they’re distracting you too often. You should also learn how to improve your concentration , even when you’re faced with distractions.
- Unfinished Projects – Using Toggl for time tracking, project management and team management will help customers avoid the frustrations of being behind on sales goals and exceed company standards.
In closing The customer’s pain points are a critical aspect in closing the sale because it is the actual pain and frustrations that a customer is facing inside the company, people buy emotions than rationalize and justify with logic.
Pain points are ten times more important than the features of the product because if pain points are narrowed in and focused on while making a product, the feature of the product can be customized according to their own frustrations which will be helpful to the customer rather than giving features that are not necessarily required. They will relate to one another as features are generally developed for overcoming the pain points of the customers. As a Sales Development Representative, one should focus on finding the frustrations and pain of the customer and link it to the features of the product that he is selling to the customer so that customer can extract the benefits from that product in solving their pain points.)
(2nd Question:) Please explain, based on your answer to Question 1, what the difference is between buyer pains and product features. Is one more important than the other? If so, why? How do they relate to one another? How should you, as an SDR, approach each differently?
(MY ANSWER:
Buyer pain is the issues that are faced by the customers for which the solution is not available, or a customer is unable to find a solution to it. While product features may or may not actually solve a user pain point, but they provide solutions to some of the existing or new problems.
Yes, buyer pain is more important as by studying and understanding them one could come up with the features that can solve these problems. Therefore, without knowing buyer pain, a feature can be just an existing service which may not be able to solve the buyers pain. But, they relate to each other when a feature solves a buyer pain.
As a sales development representative one should try to understand the buyer pain and then map those pain with the features available in the product. This would help the customer to relate the usefulness of product for him.)
(3rd question:) Based on your answers to Question 1 and 2, develop a script that will help you to qualify a lead using BANT methodology. Establish as well the right weight and prioritization of each criteria, and elaborate on why you decided in that way?
(MY ANSWER: BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline. Here is script
* If you give me 5 minutes I can demonstrate and show you a fast, quick and easy solution to not only increase employee productivity by 10x but increase revenue this quarter by 10% wouldn’t you agree that would be worth 5 minutes of your time? Have you taken any steps to fix this productivity issue?
* What objectives are you looking to achieve by solving this pain?
* How do you think this issue will affect you in the upcoming quarter?
* Do you see the need to fix the issue as one of your priorities?
* 2. Do we need to include anyone else in the next discussion?
* Who takes charge of the solving of ‘X’ issue in the enterprise?
* Will you be the only one using the tool or anyone else?
* Do you generally get involved in the purchasing decision?
* Are you the sole decision maker for the purchase of our software?
* 3. Have you considered the ROI our product can bring in? Maybe that can help you make some room for us in your budget plans.
* How much is your current solution costing you?
* How much money is set aside for the solution to the issue you are facing?
* Would you consider fixing the issue by setting aside a separate budget?
* Have you taken into consideration the cost of the solution to your issue when framing the budget?
4.
* By, when do you want the issue to be fixed?
* Wouldn’t now be an ideal time to fix the issue considering your big event coming up?
* With the end of the quarter coming up, what are your top priorities?
* Ideally, by when do you want a solution in place for the issue you are facing?
* Do you plan on investing in any software to fix your issue before the end of the year?
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