Ali Nawab

I used to think being helpful would close the deal.
Custom demos. Integrations. Long calls.
Whatever it took to show we cared.

Then we lost a $1M opportunity.

• No signed SOW.
• No clear decision-maker.
• No timeline.

Just: “You’re the one we want.”
And then… silence.

That’s when I asked the Y Combinatorforums for a sales coach.
Got a few recs. Hired Kevin Ramani early.
Best. move. I’ve. made.

He didn’t teach me how to pitch.
He taught me how to sell—with clarity and control.

• Qualify harder than you think you need to.
• Don’t mistake interest for intent.
• Never solve until they say, “I’m ready—and I trust you.”

I still show up with value.
But now I know when to stop helping—and start closing.