94. Public Sector Sales Leadership: Driving ROI in B2B Through Outcomes

Public sector sales leadership demands clarity in chaos - and this episode shows how ROI in B2B is driven through outcome-based selling, not speed or pressure. Bill Rowan breaks down how modern sales leadership wins complex sales cycles by simplifying strategy and focusing on what truly matters. In this episode, Harry Kendlbacher sits down with Bill Rowan, VP of Public Sector at Splunk, to unpack how sales leaders can bring discipline and focus to some of the most complex sales environments in the world. From public transparency to long buying cycles, Bill shares a leadership framework that turns uncertainty into sustainable performance. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – Why public sector sales are uniquely complex 03:45 – Outcome-based selling as the ultimate ROI in B2B 07:50 – Sales leadership as coaching, not control 12:30 – Using ecosystem intelligence in complex sales cycles 17:45 – The three Ps: participation, productivity, pricing discipline 24:30 – Enterprise sales planning and consistency at scale You’ll learn: - How outcome-based selling drives ROI in B2B and public sector sales - Why sales leadership is the biggest lever in complex sales cycles - A simple framework for enterprise sales planning and consistency - How to navigate partners, competitors, and stakeholders with clarity 💡 Key Takeaways - ROI in B2B is best proven through outcomes, not features or speed - Public sector sales reward simplicity, repeatability, and discipline - Strong sales leadership shows up as coaching, planning, and execution - Complex sales cycles are won through ecosystem intelligence - Consistent performance comes from participation, productivity, and pricing discipline About Guest Bill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership. Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/