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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GTWMA 013 THE HIDDEN COST OF OPERATING WITHOUT A SALES SYSTEM Your Best Salesperson Is A Liability Until the System Owns What They Know By: MICHAEL ABBIW | The Growth Desk If your best salesperson resigned this Friday, how much of your pipeline would survive to Monday? For most companies I advise, the honest answer is: almost none — and …
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GTWMA 012 The Amnesia Tax: Why Your Business Keeps Paying School Fees on the Same Lost Deal Why Businesses Keep Repeating the Same Sales Mistakes Instead of Turning Losses Into Institutional Intelligence By: MICHAEL ABBIW | The Growth Desk Your company lost a deal last year for a reason it had already learned twice before — and booked it as …
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GTWMA 011 Your Revenue Is a Behaviour Report Most Leaders Read It as a Market Report. By: MICHAEL ABBIW | Sales Strategist, Business Leader & Lead Consultant, MGA Consulting Ghana Limited By the time a weak revenue month reaches your accounts, the behaviour that caused it is already months old. We are trained to read revenue as a verdict on …
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GTWMA 010 The Market Readiness Index Why the Opportunity You’re Not Ready For Will Cost You More Than the One You Miss By: MICHAEL ABBIW | The Growth Desk The opportunity you are not ready for will cost you more than the one you miss. We often treat opportunity as the scarce resource—a growing market, a policy window, a competitor …
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