On this episode of Supply Chain Decoded, host Jenni Ruiz sits down with Sharm Chelliah, Enterprise Sales Executive at BitFreighter, to unpack what modern freight sales really looks like when you strip away the buzzwords and keep the parts that actually move the needle: trust, service, and real relationships. Sharm walks through his “wait…am I moving freight?” journey from enterprise software (MicroStrategy) into logistics (Flexport), then into visibility and domestic freight tech (project44, Greenscreens), and finally to BitFreighter. Along the way, he breaks down why freight is the ultimate “no-BS” industry, how to keep selling after the contract is signed, and why everyone in a company is in sales whether their title admits it or not. Episode highlights: • International vs. domestic freight, explained with a skiing vs. snowboarding analogy you’ll steal immediately • Sales engineer vs. enterprise sales, and why the “technical win” lives in the middle of the field • Why service is the real differentiator (and why freight forces you to prove it every day) • The “4 people need to be pumped” rule to keep momentum through implementation and inevitable org changes • How to request product enhancements that engineering actually loves: business case + broader impact + a Loom video • LinkedIn, authenticity, and building a “real-life ChatGPT community” that helps you sanity-check your content • AI’s impact on outbound: trust is the bottleneck, touches are going up, and in-person community matters again • What Sharm’s most excited about at BitFreighter: bringing shipper relationships, EDI/API/RPA automation, and quoting into a simpler, lower-cost motion for brokers and 3PLs Sharm closes with a sharp mindset shift for anyone in sales (or adjacent to it): be a designer, not an artist. In other words, stop creating for yourself and start creating for the person you’re trying to help. -- Disclaimer: All views and opinions expressed in this podcast are those of the speakers and do not necessarily reflect the views or positions of Transfix, Inc. or any parent companies or affiliates or the companies with which the participants are affiliated, and may have been previously disseminated by them. The views and opinions expressed in this podcast are based upon information considered reliable, but neither Transfix, Inc. nor its affiliates, nor the companies with which such participants are affiliated, warrant its completeness or accuracy, and it should not be relied upon as such. All such views and opinions are subject to change.
