Ep. 89 - Selling Is Helping: Data Driven Sales in Trucking with Bill Cooper

Описание: In this episode of the Supply Chaney podcast, host Nathan Chaney speaks with Bill Cooper, VP of Sales at Kooner Fleet Management Solutions. They explore Bill’s career journey from Enterprise Rent A Car’s management training program through his 22 year tenure at WEX, where he helped scale the company from just over 100 employees to more than 3,800 across 18 countries. The conversation dives into leadership lessons shaped by Bill’s upbringing with a drill sergeant father, the evolution of modern sales, and his innovative predictive sales model that focuses on individual performance drivers rather than rigid activity mandates. Bill also shares insight into Kooner’s nationwide mobile fleet maintenance model, the growing role of technology in preventative maintenance, and what autonomous and electric trucks could mean for the future of fleet management.

Chapters
00:00 Introduction to Fleet Management and Sales Leadership
02:36 Early Leadership Lessons and Career Beginnings
06:21 Entering Sales and the Philosophy of “Selling Is Helping”
11:41 The Predictive Sales Model Explained
17:36 Strategic Sales Planning and Territory Management
20:20 Inside Kooner Fleet Management Solutions
24:15 Fleet IQ and Predictive Maintenance Technology
25:40 The Future of Autonomous and Electric Fleets
28:02 Aligning Sales, Marketing, and Finance
30:18 Industry Presence and Where to Connect