What Can You Do for Me? Companies that work with Sales 2.0 improve their revenue and market value by bringing a science to the way they sell. They use our outsourced sales and consulting services to make their sales forces more effective and become forerunners in applying Web 2.0 technologies to sales.
Our Mission Our mission is to improve the sales profession and take it to the next level.
Our Story - Why Doesn't Sales Make Sense? Sales 2.0 was started by Nigel Edelshain in January 2007.
Nigel started his career as microchip designer in the UK in 1986. In 1991 he came to the United States to go to business school at Wharton. In 1995 he was introduced through a Wharton friend to a small IT services company in New York. For the first year at that company he did the "typical MBA things": marketing, partnership development and business plan writing. But after a year the company said "well you've done a good job of that but we don't have any more of that kind of work for you to do. So we have two choices for you: (a) join our sales team or (b) leave. Nigel got into sales!
Like so many new sales people before (and after) him, Nigel found his initial year in sales tough. They don't teach sales at Wharton! He did not have any training on what worked and what didn't. Nigel tried working with his sales manager to get answers: he just said "there's the phone. Call more". So Nigel headed to Barnes & Noble and started buying sales books but the sales books all disagreed with each other. How could this be?
So just before Nigel got fired from his sales job he decided to come up with his own sales process. Lucky for him it worked and he kept using it.
Our Story - Taking Sales to the Next Level? Nigel started his own ".com" company. But it kept bothering him that no one had this "sales thing down". As an engineer he couldn't understand why sales wasn't something where "you do X and get Y"? It wasn't predictable and it wasn't repeatable.
After the ".com bubble popped" Nigel spent a few years consulting to technology companies helping them improve their sales forces. But in January 2007 he realized that his company (then called Ivy Technology Partners) had a bigger purpose. That purpose was to improve the sales profession and take it to the next level. That's the mission of Sales 2.0
Who's on Your Team? The Sales 2.0 is a team of experienced sales and marketing consultants and outsourced telesales professionals whose goal is to improve companies' revenue and market value by bringing a science to the way they sell.
Many of consultants run their own businesses. We have found that much of the top talent in the industry is entrepreneurial, so we have evolved our corporate structure to allow us to bring together much of the best talent available.
Our senior consultants are described below:
Nigel Edelshain
Nigel Edelshain is CEO of Sales 2.0 LLC. The company is a company dedicated to taking the sales profession to another level. Sales 2.0 provides companies with a range of services and products to enable them to make their sales forces wildly more effective.
Nigel has sold millions of dollars of IT solutions to major Fortune 500 firms. He was head of sales for the financial services vertical for Starpoint Solutions (a 600-person system integrator). While at Starpoint, he sold e-business projects to senior business and technology executives. Prior to Starpoint Nigel worked for Platinum Technology (now CA) selling IT professional services.
Nigel is the Chairman of the Wharton Business School Club of New York – the School’s largest alumni association. Nigel graduated from Wharton’s MBA program in 1993 and has an undergraduate degree in Microelectronics from Edinburgh University.
Richard Fouts
Richard Fouts founded Comunicado right after September 11, 2001, during a time when marketing and sales communications were essentially paralyzed. He saw this as opportunity and worked with several organizations to keep going in the face of tragedy and the unknown.
Richard is a former partner of ZEFER Corporation where he ran strategic marketing and communications for the firm’s New York office. He also founded the Interactive Solutions practice for Cambridge Technology Partners in 1996. During his tenure at Cambridge, his business unit designed and built online businesses for financial services, media and healthcare firms, including Fortune 500 firms like McGraw-Hill, Standard & Poor’s, Johnson & Johnson, Bertelsmann and Morgan Stanley.
Richard held sales and marketing communications positions with Quidnunc (a London-based systems integration company) Digital and Hewlett-Packard. He frequently develops marketing and sales communications for Gartner, the IT Research services firm in Stamford, Connecticut.
Ron Hubsher
Ron Hubsher is the CEO of the Sales Optimization Group an international sales, sales management, negotiation and CRM consulting and training organization. The company assists clients in financial services; technology, professional services and manufacturing accelerate sales by using its patent pending sales methodology and tools. Some of their notable clients include Adobe, Morgan Stanley, Prudential, ADP, Sun, Comcast and others.
Ron has over 20 years of experience in sales, sales management, and business development. Ron was in sales management at a leading CRM provider where he helped hundreds of companies improve their sales performance. A former management consultant with Booz, Allen & Hamilton, Ron has worked with, and helped provide thought leadership for, Fortune 500 companies on their sales, marketing, and business strategies.
Ron graduated with an MBA from Columbia University Graduate School of Business and has a Bachelors of Science degree in Operations Research from Columbia University.
Stuart Scott
Stuart Scott is our talent management expert. He helps Sales 2.0 clients maximize their human capital by attracting and developing their people into the best possible sales teams.
Stuart teaches, writes, and coaches on the subject of creating powerful conversations to shape change in organizations. During the last twenty years, he has worked with companies on five continents to redesign their business processes, leadership models, and organizational communication patterns.
Stuart graduated from Northwestern University in 1977 with a degree in music. He promptly found himself in the software business, where he spent years learning everything the hard way. When he realized that doing things the hard way is standard operating procedure in many businesses, he became a practitioner of business process improvement.
