Gtm Daily Prospecting

• Name: [Your Company]
• Industry: [Your vertical] (B2B SaaS)
• Product: [One-line product description]

ICP Definitions

ICP1: [Primary Segment Name] (Core Market)

ICP2: [Secondary Segment Name] (Expansion Market)

Disqualification Signals

• [Signal 1 — e.g., wrong industry segment]
• [Signal 2 — e.g., outside geography]
• [Signal 3 — e.g., too small or wrong business model]

Core Pain Points

Buyer Personas

Value Propositions

1. [Value prop 1]
2. [Value prop 2]
3. [Value prop 3]
4. [Value prop 4]
5. [Value prop 5]

Proof Points

Qualification Zones

1. [Zone 1 — e.g., target customer segments]
2. [Zone 2 — e.g., organizational structure signals]
3. [Zone 3 — e.g., regulatory or compliance triggers]
4. [Zone 4 — e.g., volume or revenue thresholds]
5. [Zone 5 — e.g., tech stack or process signals]

Cold Call Framework: Three-Step Turnaround

Hook Templates (by Account Signal)

Common Objections

Quick Reference

Use this skill when:

• Starting a prospecting block (morning prep)
• BDR needs prioritized dial list with per-account briefs
• AE needs to organize outbound calls for the day
• Rep asks "Who should I call today?"

Don't use when:

• Need deep account research for a single account (use gtm-account-snapshot)
• Preparing for a scheduled meeting (use gtm-meeting-prep)
• Building outbound email sequences (use gtm-account-snapshot or gtm-competitive-displacement)

User roles: BDR (primary), AE Expected time: 15-25 minutes for full report

Core Workflow

Step 0: Detect User Role

Determine whether the user is a BDR or AE.

From CRM: Check user role/profile. If unclear, check BDR Owner vs. Account Owner patterns. Fallback: Ask: "Are you a BDR or AE?" Output: user_role — BDR / AE

This drives: task filtering (Step 1), tiering criteria (Step 5), and output sections (Step 7).

Step 1: Identify Rep and Pull Today's Tasks

Query CRM for all tasks where:

• Assigned to the requesting rep
• Due date: today (or overdue from past 3 days if no today tasks)
• Status: Open
• Task type: Call, Phone, Dial, or Outbound

For each task, extract:

• Contact Name and Title
• Account Name
• Task Subject and notes
• Sequence Name and step number (if from outreach platform)
• Whether first touch or follow-up

BDR Active Deal Filter (when user_role = BDR):

1. For each account in the task list, check for active AE-owned deals
2. If active deal exists: Remove from BDR's dial queue → add to excluded_active_deals[]
3. Record: Account Name, Deal Stage, AE Owner, Deal Amount
4. Exception: Tasks flagged "BDR Assist" or "AE-requested" stay in queue as coordination dials

When user_role = AE, skip this filter.

Step 2: Gather Account Intelligence

For each unique account in the task list, query CRM and build a profile:

• Industry and sub-industry (map to {Client Profile: ICP Definitions} verticals)
• Employee count and estimated revenue
• HQ location and operating regions
• Account owner (AE assigned)
• Current deal stage and days in stage
• Total touchpoints to date
• Last activity date and type
• Previous closed-lost opportunities and reason lost
• Deal notes or next steps logged
• Firmographic signals: M&A, leadership changes, geographic expansion, known incumbent tools

Step 3: Gather Contact & Engagement History

For each contact, query CRM for:

• Name, Title, Department, Phone, Email
• Total emails sent/opened/replied
• Total calls made/connected/voicemails
• Last email date + subject, last call date + disposition
• Active or completed outreach sequences
• Bounced emails or unsubscribes

Prior conversations: If call/meeting transcripts are available:

• Call dates, types, duration, participants
• Pain points identified (map to {Client Profile: Core Pain Points})
• Competitors or incumbent tools mentioned
• Objections raised, timeline/budget signals
• Last meeting outcome and open follow-up items

Multi-threading: List all other engaged contacts at the same account.

Step 4: Score ICP Fit

For each account, score against {Client Profile: ICP Definitions}:

• Strong Fit / Moderate Fit / Weak Fit / No Fit
• Include reasoning for the score

Flag disqualification signals from {Client Profile: Disqualification Signals}.

Step 5: Prioritize and Rank Dials

Rank all dials into 4 priority tiers. Criteria differ by role.

BDR Tiering

AE Tiering

Within each tier, sub-rank by ICP fit (Strong > Moderate > Weak).

Step 6: Generate Pre-Call Briefs

For each account in the prioritized list:

A. Why This Account (1-2 sentences)

Connect to {Client Profile: Qualification Zones}.

B. Personalized Conversation Opener

Use {Client Profile: Cold Call Framework}:

1. Interrupt — Name + company
2. Hook — Select from {Client Profile: Hook Templates} based on account signal
3. Transition — Move into discovery questioning

C. Discovery Questions (3 per account)

Tailored to the account's context. Map to {Client Profile: Core Pain Points}.

D. Objection Prep (1-2 per account)

Based on account stage and history. Use {Client Profile: Common Objections}.

E. Call Goal (1 specific, measurable goal)

Step 7: Summary Report

1. Dashboard Summary

• Total dials today, breakdown by tier (Hot/Warm/New/Recycle)
• Accounts with prior conversations
• Net-new first touches
• Strongest opportunity today + why

2. Prioritized Dial Queue

3. Detailed Pre-Call Briefs (top 10 accounts) Per account: snapshot, conversation history, engaged contacts, personalized opener, discovery questions, objection prep, call goal.

4. Active Deal Exclusions (BDR only) Accounts removed from queue with recommended action:

• "Share today's intel with [AE name] — they own an active deal at [Stage]"
• "Ask [AE name] if they want BDR assist on this account"

5. AE Coordination Notes (BDR only) Accounts requiring sync before calling: sensitive situations, multi-threaded accounts, BDR Assist flags.

6. End-of-Day Tracking Prompts Reminders to log dispositions, create follow-up tasks, add accounts to sequences.

Artifact Generation

Output Options

• Option A: Markdown (default) — [REP]_Daily_Dials_[DATE].md
• Option B: HTML — Styled dial sheet with color-coded tiers
• Option C: PDF — Python + reportlab, single page, letter size, landscape orientation

Daily Dial Sheet Sections (6 Sections)

1. Header — Rep name, date, total dials, tier breakdown
2. Priority Dial Queue — Ranked table, color-coded: Red=Hot, Orange=Warm, Blue=New, Grey=Recycle
3. Top Account Briefs — Top 8, condensed: account + signal + opener hook + top question + call goal
4. Talk Track Quick Reference — Cold call framework template + 3-4 common rebuttal responses
5. Discovery Question Bank — 6-8 high-impact questions organized by pain point theme
6. End-of-Day Tracker — Checkbox grid: Account, Connected?, Outcome, Follow-up?

Examples

Example 1: BDR Morning Prep — Full Report

Context: BDR has 18 tasks due today across target accounts in two ICP segments.

Input: "Run the daily prospecting report for [BDR Name]."

Process: CRM query returns 18 open tasks for today. 2 accounts have active AE deals → filtered to exclusions. 16 accounts scored: 4 Strong Fit, 7 Moderate, 4 Weak, 1 No Fit. Tiered: 3 Hot (inbound email reply, M&A trigger, meeting request), 5 Warm (prior conversations gone quiet), 6 New (first touch), 2 Recycle (closed-lost). Pre-call briefs generated for all 16 with personalized openers.

Output: Dashboard showing 16 dials (3 Hot, 5 Warm, 6 New, 2 Recycle). 2 excluded accounts with AE coordination guidance. Detailed briefs for top 10. Strongest opportunity: [Account] because inbound reply + Strong ICP + M&A trigger. Dial sheet generated.

Example 2: AE Pipeline Calls — Deal Advancement

Context: AE has 8 tasks due today, mix of active deals and new outbound.

Input: "Prep my dials for today."

Process: user_role = AE. No active deal filter applied. 8 tasks scored and tiered: 2 Hot (active deal next step due, inbound signal), 3 Warm (deals gone quiet), 1 New (AE-sourced prospect), 2 Recycle (stalled deal, closed-lost). Pre-call briefs emphasize deal advancement for Hot/Warm, prospecting for New/Recycle.

Output: Dashboard showing 8 dials (2 Hot, 3 Warm, 1 New, 2 Recycle). No exclusions (AE sees everything). Detailed briefs for all 8. Strongest opportunity: [Deal] because next step due + champion engaged + close date this month. Dial sheet generated.

Common Patterns

Pattern: No Tasks Due Today

When: Rep has zero open tasks for today. Approach: Check for overdue tasks (past 3 days). Check for accounts with recent inbound signals that warrant proactive outreach. If still nothing, recommend running gtm-account-snapshot on target accounts to build new prospecting lists.

Pattern: BDR with Heavy AE Overlap

When: More than 50% of BDR's tasks are on accounts with active AE deals. Approach: Generate the exclusions table with clear AE coordination guidance. Recommend the BDR discuss territory alignment with their manager. Show the filtered queue (remaining dials) with adjusted tier priorities.

Pattern: Abbreviated Prep

When: Rep says "just give me my top 5" or has limited time. Approach: Skip the full report. Deliver only the top 5 prioritized dials with condensed briefs (opener + 1 question + goal). No dial sheet generation.

Troubleshooting

"No tasks in CRM for today"

Solution: Expand search to overdue tasks (past 3 days) and accounts with recent inbound activity. If still empty, the rep may need to build their task queue — recommend running gtm-account-snapshot on priority accounts to generate outbound.

"Contact has no phone number"

Solution: Flag the contact for LinkedIn outreach or email instead. Include in the dial sheet but mark as "Email/LinkedIn only." Recommend contact enrichment as a follow-up action.

"Multiple contacts at the same account in the task list"

Solution: Group them. Generate one pre-call brief for the account, not duplicates. Recommend calling the highest-priority contact first (based on persona and engagement level), then using intel from that call to inform the next.

"BDR has tasks on accounts they don't own"

Solution: Check BDR Owner field. If the BDR is assigned as BDR Owner, proceed normally. If not, flag for territory alignment — the task may have been routed incorrectly.

Best Practices

Do's

• Run this every morning — consistency compounds. Reps who prep daily outperform by 30%+ on connect-to-meeting rates
• Start with Hot tier — these have the highest probability of conversion
• Personalize every opener — each hook should reference a specific account signal, not generic phrasing
• Log outcomes immediately — end-of-day tracking is only useful if dispositions are logged

Don'ts

• Don't skip ICP scoring — calling Weak Fit accounts before Strong Fit accounts is a waste of prime dial time
• Don't call accounts with active AE deals (BDR) — always check the exclusions list
• Don't use generic discovery questions — every question should reference something specific about the account
• Don't leave the dial sheet behind — the value is in having it open between calls, not reading it once

Quality Checklist

• All tasks for the rep due today are included
• Every account has ICP fit score with reasoning
• Tier assignments based on engagement signals + ICP, not alphabetical
• Each opener references a specific account signal (not generic)
• Discovery questions tailored to account's known gaps
• Role detected; BDR active deals filtered; AE sees full book
• No placeholder brackets in final output
• Proof points use source labels
• Dial sheet is scannable at a glance

Integration with Other Skills

• gtm-account-snapshot — For deeper research on specific accounts surfaced during daily prospecting.
• gtm-meeting-prep — When a Hot dial results in a scheduled meeting, run meeting prep for the follow-up.
• gtm-trigger-event-outbound — When daily prospecting surfaces a trigger event on an account, pivot to trigger-based outbound.
• gtm-competitive-displacement — When a Hot dial reveals a known incumbent, run displacement sequences for that account.
• gtm-closed-loss-reactivation — For Recycle tier accounts that are closed-lost, use the full reactivation workflow for deeper analysis.

Changelog

Version 1.0.0 (2026-03-04)

• Initial release
• Client-configurable via Client Profile block
• 4-tier prioritization (Hot/Warm/New/Recycle)
• Three-Step Turnaround cold call framework with hook templates
• BDR Active Deal Filter with exclusions table and AE coordination
• Role-aware tiering (BDR vs. AE criteria)
• ICP definitions in Client Profile for portability
• Multi-format artifact generation