IBM Reshapes Its Sales Meetings

Lee Green, head designer at IBM, is applying the same design method for creating PCs to guide the tech company's sales pitches

It's a breezy fall day and the trees lining the parking lots at IBM's (IBM) corporate campus in Hawthorne, N.Y., are turning bright red. But the leaves aren't the only things changing here. The site is the first client briefing center where meetings, essentially day-long technology demonstrations and sales pitches for potential customers of Big Blue's consulting services, have been newly structured. And that process has been overseen not by a sales executive or human resources director, but by a veteran IBM designer, Lee Green.

To continue reading this article you must be a Bloomberg Professional Service Subscriber.