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About Gary

Gary is a founder and co-owner of Pivotal Advisors. In his role at Pivotal, Gary is primarily responsible for business development but, he'll gladly take on few clients in a consulting role. Gary speaks with and partners with other firms that help drive top-line growth.

Gary, helps organizations define where growth is coming from, helps them hire and/or develop the sales team, identify ideal clients and markets, and leverage true differentiators (even in commodity markets). He also implements sales processes, targets specific KPIs, increases activity, creates and applies sales compensation plans, and develops sales leadership skills.

He has worked in the following industries and go-to-market channels, helping his clients sell to small business and large enterprise sales alike:

Industries:

  • B2B Manufacturing
  • Contract Manufacturing
  • Food and Beverage
  • Construction
  • Technology and Software Sales
  • Professional Services
  • Software as a Service (SaaS)

Channels

  • B2B direct to end-user
  • Business to Distributor and/or Reseller
  • Business to Manufacturer Rep to End/User and/or Reseller
  • Some B2C

Previous Experience

Before Pivotal Advisors, Gary worked for 20+ years as a salesperson and sales leader. He began his career right out of college in the harsh world of selling copiers door to door to businesses. Then Gary moved to a fast-growing manufacturer of desktop publishing equipment called LaserMaster and was responsible for selling through a dealer network. His role there was to recruit, train, and manage resellers and help them sell products. This is where Gary got a promotion and got his first taste of management running the west coast.

From there, Gary moved to a reseller Digital Equipment Corporation selling new and used computer servers, storage, networking equipment, and licensing to Fortune 1000 companies. This is where he learned the ins and outs of enterprise selling, how to map out organizations and find the various divisions, locations, and decision-makers to "land and expand" these large accounts. Gary was recruited away from that reseller to join a "startup" at the time called Digital River, which sold outsourced e-commerce services. In the beginning, he was tasked with chasing down strategic software vendors and dealers, but in a short while, he was leading the sales team. In his time at Digital River, company sales rose from $1M in revenue to over $400M.  This is where he learned how to implement repeatable systems and processes.  Those would allow the sales team to grow to the point where average salespeople could be successful if they followed the playbook Gary had developed. Then, he got a phone call from his brother, Mike, in 2008 to start a new firm called Pivotal Advisors and the rest is history.

Education +

  • 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:
    • Vistage
    • Allied Executives
    • Inner Circle
    • Rayven Performance Group
    • CEO Roundtable
    • Minnesota Chamber of Commerce
    • American Association of Inside Sales Professionals (AA-ISP)
    • Sales Management Association
    • Spoken Impact

Interests

When he is not helping his clients, you will probably find Gary on a golf course or at a sporting event. He is a raving Minnesota Vikings, Minnesota Twins, Minnesota Timberwolves fan and is starting to get into the Minnesota Wild. He also has two adult girls that make him proud every single day.

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