It's Sometimes A Marathon NOT A Sprint!

This week we highlight five frequent business-to-business mistakes sales teams have to stop making if they’re going to close more deals in the coming months.

Mistake 3: Rushing the client

While it’s always a good idea to ask your prospects for a next step and follow up after each meeting, you also need to give people enough time to consider your proposal. A pushy salesperson is always a turn off.

When it does come time to follow up, strive to understand your customer’s hesitations and be ready to respond to any objections they might have. It’s likely their objections won’t be ones you haven’t heard before, so what’s to stop you preparing your key points for politely overcoming these objections! Always try to be consultative in your response and NOT adversarial.


Mervyn continues to be great support to both myself and the business in achieving our growth ambitions. We have benefited hugely from his forward thinking, guidance and energy and look forward to continuing this in the future. I would have no hesitation in recommending Mervyn and Cameron Carnegie if you have plans to scale your business.

Ian Joy , Managing Director ERG Scotland Ltd

Once we decided to source training for our Business Development and Account Management teams, we turned to Cameron Carnegie for assistance. I was initially a little apprehensive about the training taking place digitally, but Merv delivered an excellent, engaging training course really ensuring that he took time to involve each member of our team, providing them with simple tools to use going forward. I was genuinely blown-away by the improvement across all of the team and I wouldn’t hesitate to recommend Cameron Carnegie if you are looking to improve the performance of your Sales Team.

Matt Nicoll , UK Commercial Manager Swire Energy Services

"We engaged Cameron Carnegie to undertake some bespoke training to upskill the team in the areas of Sales & Account Management. The solution was tailor-made to suit our business and we are all delighted with the results which have been easy to quantify and measure. We would definitely engage Cameron Carnegie on similar assignments and would have no hesitation on recommending them."

Scott McIlwraith , General Manager - Renewable Energy Kuiper

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