Robert Gay
President

Bobby Gay is best known for helping executive clients assess their product/solution offerings to reach revenue goals. He knows how to work with the CEOs and COOs challenged with the job of positioning a new offering correctly - the first time - with a large sales force. This creates short selling cycles, higher revenues, and most importantly, margin increases.

Bobby knows the critical variables of a sale and how they relate to market conditions and economics. He specializes in making the connections between a customer's desired business outcomes and the selling company's proposed solution. He has introduced strategies to enable sales teams to predictably manage complex sales to closure.

Most sales organizations have some rainmakers in their ranks. They out-perform the rest of the pack. Bobby knows how to identify the success patterns of a given organization's rainmakers and deploy them to the rest of the team. This improves the entire team's game.

Bobby is a native of Charleston, SC, now living in the Atlanta area. He is a graduate of The Citadel with a degree in Business Administration. He has a 25 year history of Technology Sales, Sales Management, Coaching and Consulting. He is a frequent speaker in the Technology Sector.

 

Pamela Martin
Vice President of Consulting Services

With a vision of delivering predictable sales revenue, based on repeatable processes, Pam Martin founded CounterIntuitive Strategies in 1995. At the time, most sales processes for complex technology sales generally subscribed to the concept of putting all sales people on a prescribed track. There was no focus on the creating revenue predictably and consistently.

Pam listened when a CEO in the early 1990s told her: “It’s all about the revenue. If you can help me select the deals with the conditions present to close and then help my sales people close them on time, we will have a winning solution to our sales problem.”

The CounterIntuitive Strategies Selling System for Predictable Revenue debuted in 1995. Realistic sales metrics were developed to deliver predictable revenue and higher win rates. Since then, CEOs have been able to share predictable revenue projections with the investment community, which positively impacts stock prices and improves confidence levels of key stakeholders.

As a former Sales Executive, Sales Manager, Vice President of Technology Sales, and Director of Sales Processes, Pam’s organization supports the delivery of the CounterIntuitive Strategies Selling System for Predictable Revenue through tailored consulting services. She works with executives to connect the boardroom to the street.

Pam resides in the Atlanta Metro Area and has a twenty year background in Healthcare Information Technologies combined with multi-million dollar technology sales. She is a co-developer of RainMaker™ with CounterIntuitive Software, Inc.