We built Tunlai because sales coaching is broken by default.
Every sales team has 2–3 reps who consistently win late-stage deals. Everyone else watches them on joint calls, tries to copy the moves, and can't replicate the instinct. The knowledge lives in their heads — in the specific question they ask at minute 4, the way they pivot when a competitor gets named, the mutual action plan they secure before the call ends. None of that ends up in your CRM. It dies when that rep gets promoted or leaves.
Founder Story
James spent 6 years building sales teams. This was the problem that didn't go away.
Before Tunlai, James Nakamura spent six years in B2B SaaS sales leadership in Los Angeles — including a VP Sales role at a company that hit $12M ARR and a second one that missed quota for three consecutive quarters. He ran post-mortems on both. The $12M company had two senior AEs who spent 30 minutes after every team call replaying what worked. The miss company had a Gong license and a stack of unread transcripts. Formal access to recordings didn't solve the coaching problem — someone still had to know what to look for. He built Tunlai so that knowledge doesn't depend on having the right senior rep in the room.
Co-Founder & CEO
How We Work
Three things we won't compromise on.
We don't give reps a score and say "improve your talk ratio." We give them the timestamp, the exact moment the prospect went quiet, and one specific question to ask instead. A 74/100 score with no explanation is noise. A 74/100 with "at 7:33, prospect named a competitor and you went straight to features — here's the pivot your top closers use" is a coaching session.
A "best practice" talk-to-listen ratio from an aggregated dataset of mixed industries and ACV ranges is not a coaching standard — it's noise. Tunlai builds your baseline from your own closed-won calls. If your top reps run 45-minute MEDDPICC discovery sessions and spend the first 10 minutes on pain before any product mention, that's your winner profile. Not someone else's.
Tunlai doesn't add a weekly call review ritual or ask managers to build custom scorecards. It reads every call, flags the 3 per week that actually need a conversation, and tells the manager why in one sentence. A VP Sales at a 20-rep team should spend 40 minutes a week on call coaching — not six hours.
Questions? We're still small enough to respond ourselves.
We're a small team in Los Angeles. If you're evaluating Tunlai for a team of 10 or 200 reps, you'll hear from James or someone who actually built the product — not a BDR running a sequence.