Most sellers have lost a deal because they didn't see a stakeholder change coming, or because a big opportunity moved too slowly and died in the pipeline. This episode is about both of those problems.

ㅤ

Meredith Chandler sits down with Morgan Shelly Erazo, Founding Head of Sales at Revenue Vessel, to break down how Morgan closed a $1M+ deal in the SMB segment at Deel, in under a quarter, on a closed-lost opportunity that came back inbound. They cover what created that deal's velocity, how prep and honest expectation-setting moved stakeholders fast, and why LinkedIn connections are one of the most underused tools in any active deal.

ㅤ

Morgan also shares what becoming a buyer for the first time taught her about how bad most outreach actually is, and how she's building her team at Revenue Vessel around the same principles that made her one of the most recognized SMB closers on LinkedIn.

ㅤ

👤 Guest Bio

Morgan Shelly Erazo is the Founding Head of Sales at Revenue Vessel, an early-stage logistics sales intelligence platform that gives freight forwarders, customs brokers, and 3PLs comprehensive import data across air, ocean, and cross-border shipments. Before joining Revenue Vessel full-time, she spent 4.5 years at Deel as a Senior Account Executive, where she closed a $1M+ deal in the SMB segment and ranked among the top sales performers in North America. She was named to the 100 Powerful Women in Sales '25 list.

ㅤ

📌 What We Cover

  • How a PE acquisition and new stakeholder hires turned a closed-lost opportunity into a $1M+ deal that closed in a single quarter
  • Why new stakeholders entering an account are often a buying signal, not a reset, and how to approach them differently
  • How Morgan used an Aligned deal room as a direct differentiator: the key stakeholder cited it as part of the decision-making criteria
  • Why brutal honesty with buyers, including delaying her own onboarding timeline, built the trust that accelerated the close
  • The pre/post call prep structure that turns a 30-minute meeting into actual deal momentum, and why blocking internal debrief time immediately after calls is a top-1% behavior
  • How to use AI for account research without letting it replace genuine curiosity about the buyer's business
  • What Morgan now sees as a buyer: why most outbound is unreadable, what gets a response from a sales leader, and why fifth-grade language outperforms jargon every time
  • Why connecting with every stakeholder on LinkedIn at the start of an evaluation is one of the most underrated deal moves in the book, and how it creates a live feed of buying signals throughout the cycle


ㅤ

🔗 Resources Mentioned


Rss
Podden och tillhörande omslagsbild på den här sidan tillhör Aligned. Innehållet i podden är skapat av Aligned och inte av, eller tillsammans med, Poddtoppen.