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/
All content for B2B Sales Trends is the property of Global Performance Group and is served directly from their servers
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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/
74. Selling the Future: Building Credibility in an AI-Driven World
B2B Sales Trends
17 minutes 53 seconds
3 months ago
74. Selling the Future: Building Credibility in an AI-Driven World
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it really takes to earn trust and sell into a world transformed by AI.
Ashley draws on 25 years of enterprise experience to share how sales leaders can help customers “see around the corner” - painting a future vision and connecting it back to today’s business realities.
Inside the conversation:
- Why sellers must combine future vision with concrete milestones to guide customers from year 10 back to year 1.
- How multi-partner approaches (think SoftServe + Microsoft + NVIDIA) create credibility with the C-suite.
- The importance of listening across the organization - from customer service to HR - to uncover hidden problems and translate them into outcomes.
- What it really means to act as a trusted advisor in an AI-driven world.
- Why curiosity, collaboration, and continuous learning remain the timeless traits of elite salespeople.
If you want to know how to stay relevant, credible, and trusted while selling the future, this episode is packed with insights from the front lines of global enterprise sales.
B2B Sales Trends
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/
