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Capstone: Mock Loop1 / 2

2 min lesson

The four-block screen rehearsal

Rebuild the sequence in "The four-block screen rehearsal" from memory, ending with the check that proves the outcome.

Step 1 of 2

The four-block screen rehearsalEach block is timed; over time = a cut

  1. 1Why Cursor, in under 90 seconds. Name the specific thing about selling an AI-native code editor that pulls you. Tie it to a real moment, not a mission statement you read on the careers page. Land on: I want to sell to engineers and I want to sell a product devs already love.
  2. 2Your numbers, in under 60 seconds. Lead with the headline: quota, attainment, ranking and how much was self-sourced. Give the denominator. "180% of a $1.1M number, 3 of 11 reps over plan, ~60% pipeline self-generated" beats "I crushed quota."
  3. 3One complex deal, end-to-end, in under 4 minutes. Walk it through your qualification framework so the structure is visible. Hit metrics, economic buyer, decision process, champion and the competitor you beat. Make the stakes and the obstacle concrete.
  4. 4The deal you lost. Pick a real loss, own your specific mistake and state what you changed afterward. The mistake should be diagnosable, not "the budget got cut."
Interview move

When you give attainment, immediately offer the denominator and the source split before they ask. "142% of a $900K quota; roughly 65% of that pipeline I generated myself through outbound." Self-sourcing is the single number that separates an AE who can build pipeline from one who waited on inbound and at Cursor the motion is bottom-up love that someone has to convert.