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Hey y’all! 👋
George Hou (Head of Enterprise Growth at Cursor) and I caught up recently, and he (sort of sheepishly) mentioned an internal tool he had built for the sales team at Cursor. I (not so sheepishly) asked him to share more. Before I knew it, he was screen-sharing and saying things like “I can’t show you that part,” which, of course, made me all the more curious. :)
I’ve gotten to know George, and a few of the folks at Cursor, over the last year or so, and I see them as some of the most impressive people in go-to-market. Not just by resume, but by how they think from first principles, how they ship, and how little ego they carry. It’s a vortex of talent over there.
George is a legend, and a kind supporter of the work I’ve been doing with The Signal. So, he was down to give me (and y’all!) a peek behind the curtain of exactly what he built (thanks for sharing with us, George 🫡).
ChatGTM is gaining crazy adoption within Cursor’s 400+ person sales org, and it’s helping their SDRs book 3x more qualified meetings and decrease AE ramp time by 50%+.
Here’s what we cover in today’s article:
What ChatGTM actually is
Why they built it
But why not just use Claude Cowork, ChatGPT, or Glean?
The question on every Revenue Leader’s mind: Build vs. Buy
Who owns AI x GTM initiatives inside Cursor
The results across their 400-person sales org
Three lessons from George
Alright, let’s get into it.
What ChatGTM actually is
Reps describe ChatGTM as AI that already knows their accounts and how they sell. The easiest way to understand is to watch it work, so here’s a day in the life.
7:30am, on the subway: their morning digest is waiting in Slack: context on today’s meetings and who’ll be in them, overnight news across their accounts, and key territory trends: usage spikes, fresh signups, new exec hires.
8:00am, at the desk: 25 outbound messages are already drafted, each tied to a signal and paired with a landing page personalized for the contact’s tech stack and role. The rep just reviews, tweaks, sends. The send is native to Gmail or Outreach, so there’s no copy-paste required.
8:45am, prepping for a call: the brief flags that the exec hates a hard pitch from an article she just published, so the rep walks in prepped on how peers approached her problems.
9:00am, on the call: the exec lobs a curveball about migrating off legacy infrastructure the rep has never heard of. A quick question to ChatGTM answers it live. They leave with next steps booked and the exec says she doesn’t need a POC.
Between meetings: every call already has its recap email drafted and waiting, plus custom follow-ups to the threads that went quiet.
3:00pm, prepping tomorrow’s exec meeting: the rep builds the whole business case in one thread: the three why’s, the value drivers, a CFO-ready one-pager and deck. Then he maps the org chart to see who else needs to be in the room and how to reach them.
4:00pm: a Slack digest pulls everything worth catching up on: product releases, account updates, DMs. Where a release is relevant to an account, it drafts tailored outreach for them to review.
Thursday, before the forecast: ChatGTM scans every deal, its notes, stage changes, and next steps, then assembles the forecast and drafts the weekly update for their manager and account team.
Start of a new quarter, strategizing a new book: the rep kicks off ChatGTM on a research job that would’ve taken weeks: every intent signal, usage trend, past Gong call, and Salesforce record, plus each account’s key initiatives and tech stack. It comes back with a stack-ranked plan for how to spend the quarter.
The morning digest reps work from: pre-drafted messages, each with a landing page tailored to the contact’s stack, role, and seniority.
The feed (UI) is the visible part. Underneath it, ChatGTM goes directly to the sources (eg: Salesforce, Gong, data warehouse, LinkedIn, third-party data vendors, and the open web) and pulls context on demand. This is a very unique approach (more on this later).
Roughly 70% of usage is outbound and account research. The other 30% is more varied (and interesting). One rep describes ChatGTM as her “fleet of agents.” She described it as a manager who coaches her before an external sales call or even an internal forecast meeting (“What are things that my manager will stress test me on?”).