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/
83. How a Smart Comp Plan Powers Your GTM Strategy
B2B Sales Trends
26 minutes 55 seconds
1 month ago
83. How a Smart Comp Plan Powers Your GTM Strategy
Most sales leaders start with the comp plan - but the smartest start with strategy.
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation can activate your GTM strategy, drive the right behaviors, and inspire sales teams to perform with clarity and purpose.
🔗 Explore more insights: globalperformancegroup.com
Timestamps:
00:00 – Why GTM strategy should come before comp design
03:45 – How Microsoft and AWS aligned compensation with transformation
07:20 – The power of simplicity and focus in sales compensation
11:35 – Using data and strategic thinking to refine comp plans
16:00 – Rewarding outcomes, not activities, to boost sales team performance
19:45 – How AI is reshaping compensation and go-to-market strategy
Jahangir shares lessons from leading global sales organizations at Microsoft, AWS, and Palo Alto Networks - showing how a well-designed comp plan can transform how companies execute their go-to-market strategy. From data-driven decision-making to AI-powered comp design, this episode offers a masterclass in strategic thinking and modern sales leadership.
You’ll learn:
– Why every great GTM strategy begins with clear behavioral alignment
– How to use comp plans to reinforce long-term goals, not short-term activity
– What data and feedback loops reveal about comp plan effectiveness
– How strategic thinking drives simplicity and high performance in sales teams
💡 Key Takeaways
– Great GTM strategies start with focus - then comp plans bring them to life.
– Simplicity in sales compensation drives clarity and results.
– Rewarding outcomes over activities creates elite sales teams.
– AI will revolutionize how companies design and test comp plans.
– Strategic thinking bridges leadership vision and front-line motivation.
👤 About Guest
Jahangir Iqbal is the VP of Central Operations and Sales Compensation at Palo Alto Networks. With leadership experience at Microsoft and AWS, he’s recognized for transforming sales organizations through data-driven compensation strategy and operational excellence. His work combines analytics, behavioral design, and strategic thinking to power global sales success.
Connect with Jahangir on LinkedIn: https://www.linkedin.com/in/jahangiriqbal/
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/
