GTWMA 007 The Empty Chair Test Is Your Sales Engine a System — or Just Your Best Salesperson? By: MICHAEL ABBIW | Lead Consultant, MGA Consulting Ghana Limited If your best salesperson resigned this morning, you wouldn’t only lose a person. You’d discover how much of your “sales system” was actually just them — and how little of your revenue …
Continue Reading
GTWMA 006 Selling Beyond Charisma Your Best Salesperson Is Your Biggest Business Risk By: MICHAEL ABBIW | The Growth Desk The most charismatic person on your sales team is quietly making your company impossible to scale — and most leaders are rewarding them for it. There is a particular kind of salesperson every Ghanaian business celebrates. The one who walks …
Continue Reading
GTWMA 005 THE CONVERSION GAP The Most Valuable Data in Your Business Is the “No” Nobody Wrote Down By: MICHAEL ABBIW | The Growth Desk with Michael Abbiw The deal your team lost last week told you exactly why it died — and nobody in your company wrote it down. Walk into most sales reviews in Accra and you will …
Continue Reading
GTWMA 004 Sales Is Not Pressure Your Hardest-Working Salesperson May Be Costing You The Most Deals By: MICHAEL ABBIW | The Growth Desk with Michael Abbiw The customer who says “I’ll get back to you” is rarely thinking about money. They are telling you, politely, that you have not earned their trust — and no amount of follow-up pressure will …
Continue Reading
GTWMA 003 The Sale Is Lost in the Silence Why Follow-Up Discipline Is the Most Underrated Driver of Revenue By: MICHAEL ABBIW | The Growth Desk with Michael Abbiw In boardrooms across Accra, Lagos and Nairobi, executives spend extraordinary energy debating marketing budgets, branding refreshes and digital reach. Yet the most expensive losses on the ledger rarely come from rejected …
Continue Reading
GTWMA 002 The Execution Premium Why Discipline, Not Ambition, Will Decide Ghana’s Next Business Winners By: MICHAEL ABBIW | The Growth Desk with Michael Abbiw In two decades of working with executives, entrepreneurs, institutions and sales teams across Ghana, one uncomfortable truth has stayed with me: most businesses in this market are not failing because the opportunity is small. They …
Continue Reading
GTWMA 001 Marketing Without Sales Is Just Activity Why Visibility Without Conversion Is the Most Expensive Illusion in Business By: MICHAEL ABBIW | The Growth Desk Across boardrooms in Accra, Lagos, and Nairobi, a quiet crisis is unfolding. Brands have never been louder. Campaigns run daily, social feeds are crowded, influencers are everywhere, yet too many CEOs end the quarter …
Continue Reading
For a long time, I believed sales performance was an execution issue. Experience has since made it clear that execution is never independent of structure; it is a direct reflection of the system behind it. When that system is weak, execution becomes inconsistent, regardless of the capability of the team. Over the years working as a sales consultant, one lesson …
Continue Reading
On Tuesday in Miotso, I led CIMG to sign a Memorandum of Understanding with Central University, formalizing their participation in the Chartered Marketing Programme. During the engagement, the University leadership shared their vision and commitment to strengthening the link between academic learning and professional practice. In the engagement, there was a shared recognition of a persistent gap. Graduates left with …
Continue Reading
Earlier last week, I engaged with the e-Crime Bureau on a strategic session focused on Go-To-Market strategy, cyber security positioning, and scalable growth within a regulated, high-trust environment. The engagement was not routine. It was a structured examination of how a specialized cyber-legal and digital forensics firm translates technical capability into market relevance, client acquisition, and sustained performance. The conversation …
Continue Reading
