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. An edited version of our conversation follows. Insight Center. Developing Tomorrow’s Leaders.

Skills 8

Skills Company Core Competence Career 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transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets.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 AIDA AIDAS Disintermediation 8

Harvard Business Review

JUNE 27, 2017

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. To study those issues and others, we surveyed how AI is being implemented at more than 1,000 global companies.

Brand 10

Brand Disintermediation Ethics Technology 10