Harvard Business Review

OCTOBER 14, 2011

Challengers don't ask customers how the deal is going to get done, waiting for the customer to "coach" them. They teach customers how to drive consensus for the purchase — as more often than not, customers themselves don't really know how to do it. How would you describe the best reps in your organization?

Discount 12

Discount Disaggregation Consensus Price 12

Harvard Business Review

MAY 23, 2011

With nervous, but mostly eager, anticipation I walked up to the C-suite floor to meet with a senior manager at Merrill Lynch. And now that I was Institutional Investor double-ranked, I decided to reach out to him, and confide in him my long-term dream of moving into senior management. The conversation didn't go well.

Disaggregation 15

Disaggregation Long-term Career Planning 15

Harvard Business Review

OCTOBER 10, 2016

As work itself is changing, some of the basic tenets of leadership development are being challenged. Work is being disaggregated into tasks that can be dispersed inside and outside of the organization — the “uberization” of work. How talent management is changing. Insight Center. Sponsored by Korn Ferry.

Leadership Development 8

Leadership Development Disaggregation Development Leadership 8