In a self-serve motion, the champions are the people who already adopted the product, which leaves other influential people in the account untouched. Listen
Brian said PLG champions built themselves by using the technology, so sellers were only engaging with them. He said every account has engineers using Cursor and other people who have not yet seen its differentiation, and that the sales team is missing them.
“who has the most influential champions, ends up owning and winning the accounts.”
Listen to the episode Episode Sales process & deals Link to this Report a problem