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/
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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/
78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy
B2B Sales Trends
21 minutes 55 seconds
2 months ago
78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy
Your Ideal Customer Profile (ICP) isn’t something you define once and forget. It’s a living, breathing strategy that evolves with your customers, your data, and your frontline experience.
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Shaun Scott, Chief Revenue Officer at Aptia Group, about how great sales leaders make their ICP dynamic, actionable, and relevant — and how to turn that clarity into consistent team performance.
Shaun shares how Aptia’s team keeps its ICP grounded through constant feedback loops with sellers, clients, and broker partners — turning market insight into day-to-day sales behavior.
🔗 Explore more insights: www.globalperformancegroup.com
You’ll learn:
• How to align your ICP with real buyer behavior, not internal assumptions
• Why top sellers treat their ICP as a guide, not a gate
• The mindset shift from “strategy decks” to frontline execution
• How discipline, urgency, and self-reflection define elite performers
• The three traits Shaun looks for in every top sales hire
💡 Key Takeaways
- Your ICP is a living strategy — keep refining it as customers evolve.
- Coaching with clarity builds stronger, more autonomous teams.
- Urgency and discipline drive consistent sales results.
- Sales leadership isn’t about control; it’s about alignment and trust.
- The best sellers reflect, learn, and adapt constantly.
👤 About Guest
Shaun Scott is the Chief Revenue Officer at Aptia Group, a global provider of benefits administration and pension solutions serving over 7 million lives across the US and UK. With more than 25 years in B2B sales and leadership, Shaun helps organizations operationalize strategy, build high-performing teams, and stay relentlessly focused on customer outcomes.
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/
