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. They contribute tremendous value to their organizations through their market insights and direct communication channel with customers. Great brands avoid selling products.

Brand 8

Brand Disintermediation Price Long-term 8

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. The role of data is not to make a manager sound "analytical." Smarter firms complement training with use of resources like Darwinator , a web-based tool that enables individuals to vote on ideas in a fast and effective manner. It''s estimated that each U.S.

Disintermediation 8

Disintermediation CRM CIO Retail 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. HBR: Companies have two options to meet talent shortages—they can look to an external labor market, or they can focus on developing their internal labor market.

Skills 8

Skills Company Core Competence Career 8

Harvard Business Review

JANUARY 8, 2013

Toyota wasn't just looking for superior quality and just-in-time inventory management from suppliers, they were vested in helping suppliers become more innovative and creative. Toyota was prepared to educate and train its suppliers to embrace lean production and lean experimentation techniques and insights. What should it mean?

Innovation 8

Innovation Lean Production Disintermediation Automotive 8

Harvard Business Review

MAY 13, 2013

The Apple TV will be a portal to worlds now accessible only by planes, trains and automobiles. Now that we''re done, or nearly done, disintermediating old media like the newspaper, and supply chains like the book store, it''s time to solve that vexing problem of having to get ourselves from one place to another. So let''s behold them.

Disintermediation 8

Disintermediation Hotels Airlines Travel 8

Harvard Business Review

JUNE 27, 2017

In the world of marketing, brand anthropomorphism can be a powerful mechanism for connecting with consumers. Executives should also be wary of how AI increases the dangers of brand disintermediation. As brands assume more and more AI functionality, businesses must proactively manage any potential ethical and legal concerns.

Brand 10

Brand Disintermediation Ethics Technology 10

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. Buying is a continuous and dynamic process.

B2B 8

B2B AIDA AIDAS Disintermediation 8