GTWMA 035 REVENUE IS NOT WON BY POLITE SALESPEOPLE Your Sales Team Is Too Polite to Close. By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited They explain the product, smile through the meeting, accept a vague answer, send the proposal and wait for the customer to “get back to them”. Then they report that …
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GTWMA 034 REVENUE DOES NOT WAIT FOR COMFORTABLE CUSTOMERS Your Proposal Explains Why to Buy. It Never Explains Why Now. By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited The customer liked the proposal. Nothing has happened since. They listened, agreed, complimented the document, asked for time and promised to revert. Three weeks later there …
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GTWMA 033 PERFORMANCE ARCHITECTURE You Are Demanding Results Your Company Was Never Designed to Produce By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited The warning letters went out. The numbers did not move. They rarely do. When results disappoint, most leaders reach for pressure: more meetings, targets repeated with greater force, queries issued, reviews …
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GTWMA 032 MARKETING WITHOUT SALES DISCIPLINE IS EXPENSIVE DECORATION The market knows your business. It still does not buy. By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited Many struggling businesses do not have an awareness problem. The market has seen the brand, heard the message, watched the campaigns — and still has not paid. …
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GTWMA 031 MARKETING CREATES THE PROMISE Your Marketing Made a Promise. Your Salesperson Cannot Prove It. By: MICHAEL ABBIW | The Growth Desk Your advert convinced the customer. Your salesperson could not. No department reports that failure, because it does not sit inside one. Marketing reports enquiries. Sales reports pressure from the market. Both reports can be accurate while the …
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GTWMA 030 BUILDING A BUSINESS THAT LASTS Your Company Will Not Die the Week You Do. It Will Die Eighteen Months Later. By: MICHAEL ABBIW | The Growth Desk No business collapses the week its founder dies. It collapses about eighteen months later, quietly, when everyone finally discovers how much of the company only ever lived inside one person’s head. …
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GTWMA 029 THE CUSTOMER CONFIDENCE CHAIN Your Best Salesperson Is Worth Exactly as Much as Your Slowest Reply to a Complaint By: MICHAEL ABBIW | The Growth Desk The customer who negotiated you down fifteen percent last month was not being difficult. They were charging you for the doubt your business created before the price was ever mentioned. Here is …
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GTWMA 028 EXECUTION CAPITAL Your Balance Sheet Is Audited Every Year. The Asset That Actually Moves It Has Never Been Measured. By: MICHAEL ABBIW | The Growth Desk Most companies in Accra are not under-funded. They are under-executed, and no line on the balance sheet will ever show it. Here is the claim I will defend: execution is not the …
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GTWMA 027 DIGITAL REACH IS NOT MARKET POWER Your Business Has Never Been More Visible. It Has Also Never Been Easier to Ignore. By: MICHAEL ABBIW | The Growth Desk Ghana is now a digital market by any measure: roughly 24 million people online, close to 70 percent internet penetration, and about 8.6 million active social media identities by late …
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GTWMA 026 CUSTOMERS DO NOT BUY CONFUSION The Discount You Approved Last Quarter Was Not a Price Problem By: MICHAEL ABBIW | The Growth Desk Most of the discounts your team asked you to approve last quarter were not won by the customer. They were conceded by a salesperson who could not explain, in one clean sentence, why the full …
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