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The Mock Cold Call1 / 3

1 min lesson

Make the meeting valuable to them

Rebuild the main list in "Make the meeting valuable to them", then say what each item changes.

Step 1 of 3

Make the meeting valuable to themearn the calendar slot

Don't sell "a meeting." Sell what they get from it. Name the specific thing the AE conversation will answer, tied to the pain you just uncovered in discovery.

  • "You'll see exactly how the agent handles a codebase your size, with someone who can answer the security questions."
  • "We'll map what standardizing the engineers already on Cursor would actually cost and enable."
  • "You'll get a straight answer on whether this beats what you've built internally - and if it doesn't, we'll tell you."
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Full explanation

Confirm the right attendees

Confirm the right attendees

A meeting with only your champion can stall the moment it needs a budget decision. Without being heavy-handed, try to get a decision-influencer in the room - a lead, an EM or whoever signs off on tooling and security.

Say it like this

"Since rolling this out usually touches security and budget, would it make sense to pull in whoever owns those calls? That way you don't have to relay everything secondhand and we can get you real answers in one session."