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/
Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connectivity from a cost line item into a mission-critical value driver across the Internet of Things (IoT).
🔗 Explore more insights: www.globalperformancegroup.com
Timestamps
00:00 – Why connectivity is no longer “just a commodity” in IoT
03:45 – Reframing from gigabytes to business outcomes
07:20 – Sales leadership behaviors that break commodity selling
12:40 – Global scalability, connectivity, and long-term value
18:10 – Incentives, culture, and leadership accountability
24:30 – The top traits of elite sellers in modern IoT markets
The future of B2B selling belongs to those who can shift the conversation from features to impact. In this episode, Harry Kendlbacher sits down with Benjamin Bastians, Chief Commercial Officer at Deutsche Telekom IoT, to unpack how global sales teams can transform the way they sell connectivity, create customer outcomes, and build a culture that scales.
You’ll learn:
– How salespeople reframe connectivity from commodity to value
– Why incentives, coaching, and culture drive real behavior change
– How global collaboration strengthens enterprise IoT deals
– The top traits elite sales professionals need right now
💡 Key Takeaways
• Connectivity becomes mission-critical in IoT - but only if sellers position it that way.
• Sales leadership must model outcome-based conversations, not technical specs.
• Incentives shape culture: you can’t expect new behavior with old compensation.
• Collaboration across global teams is now a core sales advantage.
• Curiosity, resilience, and an ecosystem mindset define elite sellers today.
📘 About Guest
Benjamin Bastians is the Chief Commercial Officer at Deutsche Telekom IoT (DTIoT), leading global sales for one of the world’s most advanced connectivity organizations. Known for transforming how teams sell mission-critical IoT solutions, he focuses on outcome-based engagement, global scale, and cross-team collaboration.
Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminbastians/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at www.globalperformancegroup.com
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/
