#105: Balancing the Art and Science of Selling

For sellers, the past few years have shown that feast or famine, repeatable and dependable sales process wins every time. Kendra Tucker, CEO at Truckstop, joins Challenger CEO Andee Harris on this episode to talk about what she’s learned from her experience in private equity and as a sales leader. Kendra talks about how process guided Truckstop through the turbulent pandemic era, the cost of inaction, and brings advice for sellers and sales leaders to navigate this unusual economy (and win more deals).Join us as we discuss: Closing deals when buyers face uncertaintyNavigating the cost of indecision (COI)Leaning into processes during good and bad economic times