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’re also aware of the power of social selling today and they carefully manage their social network activity to make informed, authentic, personal connections.

Brand 8

Brand Disintermediation Price Long-term 8

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. Redesign processes with sales tasks, not the technology, in mind. The role of data is not to make a manager sound "analytical." What is true is that online options are realigning sales tasks. Consider the century-old practice of selling cars at dealers.

Disintermediation 8

Disintermediation CRM CIO Retail 8

Harvard Business Review

JANUARY 8, 2013

In terms of people, processes and technologies, Toyota and Google's YouTube have little in common. 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.

Innovation 8

Innovation Lean Production Disintermediation Automotive 8

Harvard Business Review

SEPTEMBER 27, 2016

The challenge is obvious: the quickening pace of technological change has shrunk the shelf life of skills acquired by today’s university graduates to just a few years. How talent management is changing. The cycle time for new technology has compressed and will continue to do so. Insight Center. Sponsored by Korn Ferry.

Skills 8

Skills Company Core Competence Career 8

Harvard Business Review

MAY 13, 2013

As I''ve written in my previous two blog posts, our first inclination is usually to play down the potential impact of a new technology. The Apple TV will be a portal to worlds now accessible only by planes, trains and automobiles. But even great management cannot protect these airlines. But we should be more future-sighted.

Disintermediation 8

Disintermediation Hotels Airlines Travel 8

Harvard Business Review

JUNE 27, 2017

Today some companies are taking brand anthropomorphism to a whole new level with sophisticated AI technologies. 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. Selling has always been more about the buyer than the seller.

B2B 8

B2B AIDA AIDAS Disintermediation 8