The Peace & Power of a Positive Perspective



Before we continue hyping our current generation as being the smartest, richest, and most technologically sophisticated generation of all time; before we continue the rock star, hero worship, mantel of grandeur we bestow on all those intellectually brilliant, college drop-outs that have risen like a phoenix to billionairedom…. 

Permit me to pause for just a moment and give credit to a pioneer of the technology industry who enabled these billionairedom pursuits of the current generation – Thomas J. Watson, Sr. 

Thomas J. Watson, Sr. perfected the business growth of the most powerful, technology company the planet has ever known – The Computer Tabulating Recording Company (CTR).  Ring a bell? 

Wikipedia cites this about Watson,

A leading self-made industrialist, he was one of the richest men of his time and was called the world’s greatest salesman when he died in 1956. 

Thomas J. Watson, Sr. was the “Grandfather” of today’s sales methodologies.  The Xerox sales process; SPIN Selling© by Neil Rackman; Strategic Selling© by Robert B. Miller and Stephen E. Heiman; and the various permutations and customizations of related B2B sales techniques all tie back to the beginning of customer-centric thinking that was originated by Thomas J. Watson Sr.  In fact, CTR’s very first U.S. Trademark was, “THINK”! 

Watson’s sales genius was based on the principle of, “Superior Customer Access”.  In fact, his customer access was so powerful that once customers figured out how it was being used, they put up tall barriers to prevent vendors from gaining such superior access.  We in the sales profession have been struggling to “get in” ever since. 

CTR was the original company to leverage the “Principle of Good Enough”, too – selling products that sometimes lacked the “bells and whistles” of their competitors.  Undeterred, they wrapped their “good enough” products with superior salesmanship and stellar customer service to become so dominant that the federal government needed to invoke anti-trust laws to prevent them from driving all of their competitors out of business. 

Although not revered today with the same awe we may have for Apple, Google, or Face Book, the Computer Tabulating Recording Company (rebranded and renamed in 1924) remains an unrivaled, powerhouse – aka International Business Machines. 

Back to Wikipedia

In 2012, Fortune ranked IBM the No. 2 largest U.S. firm in terms of number of employees (433,362),[7] the No. 4 largest in terms of market capitalization,[8] the No. 9 most profitable,[9] and the No. 19 largest firm in terms of revenue.[10] Globally, the company was ranked the No. 31 largest in terms of revenue by Forbes for 2011.[11][12] Other rankings for 2011/2012 include No. 1 company for leaders (Fortune), No. 1 green company worldwide (Newsweek), No. 2 best global brand (Interbrand), No. 2 most respected company (Barron’s), No. 5 most admired company (Fortune), and No. 18 most innovative company (Fast Company).[13] 

IBM has 12 research laboratories worldwide and, as of 2013, has held the record for most patents generated by a company for 20 consecutive years.[14] Its employees have garnered five Nobel Prizes, six Turing Awards, ten National Medals of Technology, and five National Medals of Science.[15] Notable inventions by IBM include the automated teller machine (ATM), the floppy disk, the hard disk drive, the magnetic stripe card, the relational database, the Universal Product Code (UPC), the financial swap, SABRE airline reservation system, DRAM, and Watson artificial intelligence.

Not bad from the roots of a business leader who asked his employees first and foremost to, “THINK”, don’t you think? 


Did you like this little ditty?  You might enjoy my website and book, too:  The Peace & Power of a Positive Perspective© Please check it out.


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