Stop Selling To Sell More!

Selling is tough.

You have to be self-confident, disciplined and trust your intuition. But sometimes your intuition can lead you to make painful mistakes. 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 1: Selling instead of building relationships

Believe it or not, the most efficient B2B sales strategy is to… stop selling. Customers want to feel they’re making a choice, not being sold your product or service.

The best way is to think about your sales conversations is in terms of identifying problems and suggesting solutions. Engage prospective customers in a conversation about their business and their needs. To get ready, make sure you prepare for your meeting by researching your prospect’s company and preparing for your interview.

Ask big questions such as: Where do you see your company within six months, one year or five years from now? How do you plan to take it there? Tell me about your exit strategy?


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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