Gary is a founder and owner of Pivotal Advisors – a firm dedicated to improving sales force effectiveness by helping CEO’s and sales leaders implement critical systems, process and structure required for superior performance. Gary is experienced in helping companies design and execute growth strategies, build high performing team, implement repeatable sales process, define sales KPIs and drive accountability throughout the sales organization – all in an effort to build healthy sales organizations that are scalable and disciplined. Since 2008, Pivotal has worked with over 150 companies across multiple industries including manufacturing, professional services, technology, distribution and more.

As a sales leader, Gary’s teams had continual growth in year over year’s sales. Gary has worked extensively in the technology market with over 25 years of experience selling and leading sales organizations. Prior to co-founding Pivotal Advisors, his experience includes working 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 and helped the company go from start-up phase to over $400M in annual revenue. Prior to Digital River, Gary sold and managed teams in multiple industries within the technology space. He is experienced with selling to companies small and large as well as both direct sales and channel sales.

Company: Pivotal Advisors

Session: Avoiding the Price Wars Game and Maintain Margin

Time: 10:00 AM, Room 2

Session: Assess Your Sales Organization

Time: 2:00 PM; Ballroom

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