Harvard Business Review

AUGUST 15, 2016

Digital commerce and disintermediation have caused many customers to question the importance of having a sales relationship at all. Instead, they appeal to and connect with their clients through emotion, brand story-telling, and thought-leadership. ” In the same way, great salespeople don’t try to sell items or programs.

Brand 8

Brand Disintermediation Price Long-term 8

Harvard Business Review

SEPTEMBER 27, 2016

In a recent interview, Benko discussed AT&T’s efforts and offered advice for HR leaders and individual managers on how today’s workforce can avoid obsolescence. How talent management is changing. What’s the attitudinal shift that needs to happen for individual employees and managers to ensure their relevance?

Skills 8

Skills Company Core Competence Disintermediation 8

Harvard Business Review

AUGUST 5, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. That is, core solution-selling and account-management skills still matter. Selling has always been more about the buyer than the seller.

B2B 8

B2B AIDAS AIDA Disintermediation 8