Nothing Happens Until a Sale is Made
Thomas Watson Sr. was one of the extraordinary people in business history. The company he created – IBM – is testimony to his exceptional capabilities as an entrepreneur, visionary, and manager.
Interestingly, when people think of the creation of IBM, and the global behemoth it became, their thoughts turn first to the company’s technological prowess. Although technology is certainly important to the IBM story, it was not really the most critical driver of the company’s growth under Watson’s tenure. The great man himself recognized that when he made the remarkable (for its insight and simplicity) observation – stated in a number of ways to IBMers – that nothing happens until someone sells something
— Mark Stevens, Your Marketing Sucks, Chapter 2