Dawn McKerracher

Questioner
DISC Type : c

Head of Loyalty Strategy & Proposition at Marks and Spencer

London Area, United Kingdom

Overview

Dawn has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dawn has no verified topics they care about

Media Appearances

Dawn has no verified media appearances

Work History

4-2024
Head of Loyalty Strategy & Proposition at Marks and Spencer
10-2022 - 4-2024
Head of Strategy & Transformation - M&S Connect at Marks and Spencer
10-2022 - 10-2023
Exec Advisor at This Place
8-2020 - 9-2022
Chief Operating Officer at This Place
2-2019 - 8-2020
Managing Director at This Place

Education

2005 - 2010
1st Class BA(Hons) from University of Strathclyde
2008 - 2009
International Exchange from Universidad de Granada

More Information

Social Presence :

Prographics :

Exp : 15 Location : London Area, United Kingdom Job Level : Mid-senior Designation : Head of Loyalty Strategy & Proposition at Marks and Spencer
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Insights For Selling To Dawn

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dawn is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Dawn

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dawn move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Dawn take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Dawn

Personality Compatibility


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