1 min lesson
Close-the-gap actions by weakest axis
Use "Close-the-gap actions by weakest axis" to explain each part and the role it plays.
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Close-the-gap actions by weakest axis
If your lowest axis is…
- Metrics / track record
- Rebuild your numbers one-pager with denominators; drill the 60-second version until it is identical every time
- Product fluency
- Install Cursor and use it on a real repo for a week; run the day-in-the-life demo until a non-technical listener can retell it
- Sales mechanics
- Re-run the mock discovery against a friend playing the security veto; force yourself to leave with the economic buyer and a dated next step
- Behavioral / values
- Rewrite each story to add one real number and one rough, true detail; cut every cliché sentence
- Live role-play poise
- Record three role-plays and grade only your composure: filler words, interruptions handled, feedback taken without defensiveness
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Full explanation
The basics checklist - verify, do not assume
The basics checklist - verify, do not assume
- Numbers memorized cold: quota, attainment, rank, ACV, cycle length, self-sourced %.
- Cursor installed and genuinely used on a real codebase - you can describe a task you ran, not a feature you read about.
- Competitive positioning rehearsed against Copilot, Windsurf and the “devs use it free” objection.
- A story bank built: one complex won deal, one lost deal you own, a truth-seeking story and a built-from-scratch story.