GTWMA 023 BOARDROOM MARKET BLINDNESS The Board Papers Are Clean. The Customers Are Leaving. By: Michael Abbiw | The Growth Desk Most boards in Accra could tell you their capital adequacy ratio to two decimal places and could not tell you why their three biggest customers stopped buying this year. That is not a governance gap. It is governance working …
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GTWMA 022 WHY EVERY COMPANY NEEDS A REVENUE OPERATING PHILOSOPHY Your Revenue Target Is Not a Revenue Strategy By: Michael Abbiw | The Growth Desk Most companies I meet in Accra can tell me their revenue target to the cedi. Almost none can tell me what revenue they would refuse. That gap is the whole problem. A target tells your …
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GTWMA 021 WHEN SALES FAILS, LEADERSHIP If Your Sales Team Keeps Missing Target, Stop Looking at the Sales Team By: Michael Abbiw | The Growth Desk A sales team that misses target once has a performance problem. A sales team that misses target three quarters running has a leadership problem — and in my experience, the leadership is usually the …
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GTWMA 020 WHEN CUSTOMERS DELAY When customers delay, revenue dies quietly — and your forecast never notices By Michael Abbiw — Sales Strategist & Lead Consultant, MGA Consulting Ghana Limited The most expensive deals in your business are not the ones you lost. They are the ones still marked “considering” — quietly losing value every week while your pipeline reports …
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GTWMA 019 WEAK SALESPEOPLE SELL PRODUCTS The Deal Is Decided In A Room Your Salesperson Will Never Enter By: MICHAEL ABBIW | The Growth Desk Most of the deals your team lost this quarter were not lost in the sales meeting. They were lost days later, in a room your salesperson never entered. The pitch went well. The demonstration was …
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GTWMA 018 THE VALUE TRANSLATION PROBLEM You Didn’t Lose That Deal on Price. You Lost It in Translation. By: MICHAEL ABBIW | The Growth Desk The last deal you lost on price was not lost on price. The customer simply never understood what your higher number was buying them — and chose the cheaper option because it was the only …
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GTWMA 017 THE TRUST INFRASTRUCTURE OF BUSINESS GROWTH Why Customers Stop Believing You in Moments No One Remembers By: MICHAEL ABBIW | The Growth Desk Trust is not built at the front of your business. It is broken at the back and by the time you feel it, marketing can’t buy it back. Your best customer stopped trusting you on …
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GTWMA 016 DIGITAL LEAD GENERATION MUST MOVE BEYOND VISIBILITY You Don’t Have a Lead-Generation Problem. You Have a Reply Problem. By: MICHAEL ABBIW | The Growth Desk Somewhere in your business right now, an enquiry you paid to generate is sitting unanswered — and on Monday, someone will still call that campaign a success. We have been taught to read …
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GTWMA 015 THE LEAD QUALITY PROBLEM Your Best Salesperson Should Be Your Best Disqualifier By: MICHAEL ABBIW | The Growth Desk Your pipeline is not too empty. It is too full — of leads that were never going to buy, and every one of them is costing you to keep. We are trained to treat a lead as an asset. …
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GTWMA 014 THE SILENT MIDDLE OF SALES Your Biggest Competitor Isn’t a Rival. It’s the Customer’s “Not Yet.” By: MICHAEL ABBIW | The Growth Desk Your team is not losing most of its deals to competitors. It is losing them to silence — the comfortable quiet after a strong meeting, where an opportunity marked “still alive” is quietly dying, and …
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