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Profile

Gary is a founder and owner of Pivotal Advisors dedicated to improving sales force effectiveness by consulting with CEO’s and sales leaders on the critical elements required for superior performance. Gary is experienced in planning and implementing sales strategies in highly competitive technology markets. He works with sales leaders to identify key areas within sales team for improvement, instruction on the use of technology, and how it helps provide structure for the sales leader to get the most out of his/her team and be more productive within the organization. As a sales leader, Gary's teams had continual growth in year over year's sales and led successful engagements with companies including Microsoft, Symantec, VMWare, Compuware, Sun Microsystems and Electronic Arts.

Previous Experience

Gary has worked extensively in the Technology Market with over 20 years of experience selling and leading sales organizations. His experience includes his work as Vice President of Sales at Digital River, the world leader in outsourced e-commerce. At Digital River, he led a team of inside and outside sales people selling on a global scale. Prior to Digital River, Gary sold high-end server and storage products to Fortune 1000 companies such as Lockheed, Kimberly Clark and Harris Corporation for Midwest Systems, a Digital Equipment Corporation reseller. Prior to Midwest Systems, he managed sales teams for LaserMaster, a producer of high-end desktop publishing equipment, which included sales through a reseller channel and direct to the business that used the products as the end consumer. He is experienced with selling to companies small and large as well as both direct sales and channel sales. His work includes setting strategy, defining compensation plans, implementing effective sales processes and hands-on coaching and training for sales teams. Through his 11 years at Digital River, Gary also has extensive experience in new sales channels such as online selling, e-mail marketing, affiliate programs, and search engine marketing. He also helps companies with search engine optimization and how online channels can complement traditional sales methods.

Education/Affiliations

  • University of Wisconsin – Eau Claire - Business Administration
  • Miller-Heiman – Strategic Selling Sales Training
  • SPIN Selling – Sales Workshop Target
  • Target Account Selling (TAS) – Sale Training
  • Guest Speaker:
    • Allied Executives
    • Inner Circle
    • Rayven Performance Group
    • CEO Roundtable
    • Minnesota Chamber of Commerce
    • American Association of Inside Sales Professionals (AA-ISP)
    • Sales Management Association
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