Feature, Advantage, Benefit Sales Approaches are ill or insuffienctly understood by self-employed professionals. Reasons don’t do – and this is why..

As a management consultant with almost two decades of front-line experience I noticed recently that self-employed and small business owners are still experiencing problems with selling and marketing their services and products.

Considering the influence of the internet, which presents plenty of advice ...

In researching this question for more than eight months I turned my attention to more than five hundred papers, reports and articles on the topic to distil and formulate a comprehensive answer. Not only was this research a consequence of my own curiosity but a concerted attempt on my part to help the C-level executives with whom I am partnering currently gain clarity on the topic.

More specifically, this work also underpins the ongoing development of our Innovation Lab Programme. ...