rain maker

A 1-post collection

The Death of the Salesman

In the late 1970s IBM was in full flight as the world’s most profitable company with a sales force envied by all its competitors. As a product of IBM sales training I was in New York in 1984 guiding my customer BHP on an investigation into best practice in steel information systems which gave me the chance to witness an unbelievably great performance by Dustin Hoffman in Arthur Miller’s iconic play Death of a Salesman. Miller saw his play as setting forth what happens when a man does not have a grip on the forces of life. Today buyers are globally connected and are engaging with other similar buyers as well as with experienced users on case studies...