I learnt the most important business lesson the day I figured that a sale does not happen sitting across the table. It happens when the seller and the buyer get on the same side of table and develop an overlapping view of the Problems, Areas of Improvement, Inefficiencies, and Nagging issues (PAIN) that exist in their domain of work. Successful products solve this PAIN. Unsuccessful ones fit their solution to an imagined PAIN.Of all the stages of the sales cycle, I enjoy this discovery part the most. If the prospecting was right, discovery leads to closure naturally. More than a decade building and selling products for education and other sectors I discovered many problems for which solutions did not exist. Until now. I am mesmerized by the prospect of using AI to solve problems which were considered to be a fact of life to live with. e.g. what if teachers could be freed from the task of evaluating notebooks and worksheets, to focus only on teaching. AI coming of age enables us to look at many such problems with a fresh lens. Exciting times ahead!Key Highlights:Tech savvy MBA. Bridging systems (design) and (power point)slidesHelped build two unicorns- one in Ed-Tech other in Auto E-commerceLed multiple years of 2X growthGreenfield Sales ExpertFavourite Quote- Life is the dancer, You are the dance.I enjoy meeting new people and hearing new perspectives. Do reach out if you want to talk about AI, Ed-Tech,Md. Rafi or Advaita in no particular order.