SALES IMPROVEMENTS“We worked extensively with NewDawn on our new business development skills and across the whole sales cycle. This has been extremely successful and made a dramatic difference to our results.”
Bronwen Andrews - Business Development Director , MSLGROUP EMEA
We work with sales managers and their teams to dramatically improve their selling and account management skills. We do this by bringing world class buyer & seller experiences to your particular business challenges in orzder to open the eyes & minds of your sales teams to the motives and strategies employed by the buyers and how to effectively manage these. NewDawn always deliver unique, and often highly differentiated, perspectives on real-life situations from expert professional buyers and sellers. z
NewDawn Partners set the bar high for selling and account management standards and going the extra mile to ensure that our customers sales performance is the best it can be.
Unique and Tailored Services driven by Real Business Needs
We pride ourselves that we tailor our services to meet our client’s individual requirements. We do not provide off-the-shelf solutions. These solutions are driven by the client’s real business needs and consequently deliver real business benefits;
The reality is that customers are pushing back hard on price and increasingly using professional procurement tactics in support of this leading to complex customer relationship management and commercial challenges across the whole sales cycle.
The reasons for this aren’t just related to the recent and current market and economic conditions. We have identified the following sales issues:
NewDawn provides tailored sales advice and solutions to meet the challenges across the whole sales cycle.
The Sales Cycle
Generating Leads
Prospecting and Qualification
Maximising Opportunities
Selling Behaviours and Management
‘C Level’ and Value Added Selling
Channel Management
Pitching and Communicating Value
Proposal Management
Negotiation Skills
Objection Handling
‘Scope Creep’ Management
Buyer Decision Making and Closure
Margin Improvement
Account and Portfolio Management
Relationship Mapping
Cross and Up-Selling
CRM and SFA
Sales Force and Performance Management
Customer Risk Assessment / Management
Profitable Relationship Management
Real Business Needs are at the core of our sales support services. It is only by truly understanding these that we are able to build tailored and appropriate solutions. At the risk of stating the blindingly obvious, if the needs are not correctly identified then the solution is unlikely to resolve the problem.
The facts are pretty clear; those with a positive attitude and self-belief get better results. NewDawn always deliver unique, and often highly differentiated, perspectives on real-life situations from expert professional buyers and sellers.
1. LEADERSHIP
Sales teams need leadership and follower-ship skills if they are to succeed. Managers and leaders need to know how to lead. Team members need to work highly effectively in cross-functional groups.
We fix this by building high levels of leadership and high performance cross-functional teamworking into all our work and focusing on what good leaders and followers really do.
2. BEHAVIOURS
These are key to success and we help to implement the right behaviours to ensure the appropriate sales, relationship and persuasion styles are employed.
Often, sales people are unaware of, or unable to control, their behaviour. What we do is to open their eyes to what they are really doing, what is really effective and successful sales behaviour, and what is not.
3. WINNING SPIRIT
We help managers and their teams get into the right frame of mind and to maintain a winning spirit and positive approach throughout the sales cycle. The power of our mind is simply enormous in terms of self-confidence and belief.
The facts are pretty clear; those with a positive attitude and self-belief get better results.
4. PROCESSES
Many businesses lack professional sales methodologies and tools. We apply, or develop, repeatable end to end sales, negotiating and account management processes and plans to all the key stages of the sales cycle from Qualification to Win / Loss Reviews.
A rich variety of class leading tools and tactics are used to support each stage of these processes.
We offer the full range of sales competency definition, assessment and development - vital constituents of a consistent and structured approach to sales recruitment, professional evaluation and development.
We pride ourselves on tailoring our services to meet the unique real business needs of our clients. For competency assessment and development, this requires close cooperation with HR and most importantly the sales and account management managers and teams. This enables us to jointly review the real business drivers, and then to define the required:
We manage our end-to-end competency development cycle through a sequential series of steps we call DACS.
For both professional sales, and non-sales people the process of getting buy-in from various stakeholders within their own business is often under-estimated and can be a minefield. Many experienced sales people will rate internal selling as ‘harder than selling to customers’.
Consequently, we have adapted the Sales Improvement skills to develop and improve the peoples’ ability to sell difficult messages internally within their own business.
Even competent sellers get sloppy when “selling” within their organizations and revert to just telling what they want. Non-sales people are often supremely unaware of the skills needed to sell their message internally. As competing sellers vie for budget/funding with prospects, so it is that internal departments compete for internal resources.
Those that express their needs in ways that show how value can be positively impacted will have a better chance of getting what they want. In doing so, they also arm managers to explain/defend their decisions to give you resources.
