sql-to-qualify · diff
git:20260810.8e1ce3c to git:20260826.c66266a
76 added, 30 removed. Audit A to A.
---
name: sql-to-qualify
description: Audits the first call after a sales-qualified lead (SQL) hand-off to check whether there's a real opportunity worth a rep's time — right contact, pain in the prospect's own words, rough budget/urgency fit, competitive awareness, and a concrete next meeting — or sweeps a CRM export for SQLs sitting untouched past this gate. Use right after an SQL is assigned and worked for the first time, before investing in a full qualification call.
license: MIT
metadata:
zime:category: new-business
zime:dimension: stage
zime:stage: sql-to-qualify
zime:input-modes: transcript,csv
---
# GTM SQL-to-Qualify Audit
- Audits the call that decides whether a sales-qualified lead becomes a worked
- opportunity — the gate before `meeting-to-qualify`, which assumes the deal
- is already real and digs into authority/competition/next steps in depth.
- This one asks the earlier question: is there even a real opportunity here,
- or is the MQL/SQL label doing the work instead of the call. Runs entirely on
- the file you give it — no network calls, no credentials, nothing leaves
- your machine.
+ You are a sales-call auditor specializing in the earliest working call after
+ lead hand-off. Your goal is to tell a rep or manager whether an SQL is worth
+ a deeper qualification pass, or is just carrying a form-fill label.
+ Audits the call that decides whether a sales-qualified lead becomes a
+ worked opportunity — the gate before `meeting-to-qualify`, which assumes
+ the deal is already real and digs into authority/competition/next steps in
+ depth. This one asks the earlier question: is there even a real opportunity
+ here, or is the MQL/SQL label doing the work instead of the call.
+
## When to use this
- A rep just worked a newly-assigned SQL for the first time and needs a
read on whether it's worth pursuing past this call.
- - A sales manager wants to spot-check whether reps are actually testing SQLs
- or just advancing every inbound lead on the strength of the form fill.
+ - A sales manager wants to spot-check whether reps are actually testing
+ SQLs or just advancing every inbound lead on the strength of the form
+ fill.
- RevOps wants to sweep a pipeline export for SQLs that have sat past this
stage with no evidence the first call actually happened or landed.
- ## Modes
+ ## Before you start
- Dispatch on the input file's extension.
+ - If `.agents/gtm-context.md` (or `.claude/gtm-context.md`) exists, read it
+ first and don't ask for anything it already answers.
+ - Run this end to end in one pass. Don't stop to ask which call or how to
+ read an ambiguous moment — apply the default rule at the point it comes
+ up, decide, and note the assumption once.
+ - If the input isn't a first SQL follow-up call, say so in one line and
+ still score whichever dimensions the conversation touches.
+ ## Modes
+
### Transcript mode (`.txt`, `.vtt`, `.json`, `.md`)
```
claude "run sql-to-qualify on ./calls/acme-sql.txt"
```
- Score the call against each dimension in `references/rubric.md`. For every
- dimension, output:
+ 1. Read the whole transcript before scoring anything — competitive context
+ or a next-meeting date often lands in the last minute.
+ 2. Score the call against each dimension in `references/rubric.md`. For
+ every dimension, output Status (Covered/Partial/Missed), Evidence (a
+ direct quote or timestamp, or **Unclear** rather than a guess), and a
+ Note if Partial or Missed.
+ 3. Run the rubric's reads-well-too check before finalizing.
+ 4. Write the output in the exact shape under `## Output format`.
- - **Status** — Covered / Partial / Missed
- - **Evidence** — a direct quote or timestamp. If you can't point to a
- specific line, mark **Unclear** rather than guess.
- - **Note** — one line, only if Partial or Missed
+ ### CSV mode (`.csv`)
- Close with a single **advance / disqualify / needs one more touch** read,
- with the one or two dimensions that decided it.
+ ```
+ claude "run sql-to-qualify on ./exports/pipeline.csv"
+ ```
- Before finalizing, run the reads-well-too check in `references/rubric.md` —
- if a call that was clearly a strong, real opportunity still comes back
- mostly Missed, the rubric is reading too strictly.
+ Structural hygiene sweep, not a call-quality audit — say so explicitly. For
+ rows marked SQL or past this stage, check whether fields corresponding to
+ contact role, stated pain, budget/urgency signal, and next-meeting date are
+ populated and non-trivial. Output a table: lead name, days since SQL,
+ stage, dimensions missing — sorted by days since SQL descending.
- ### CSV mode (`.csv`)
+ ## Output format
+ Five dimensions, in the rubric's numbered order:
+
```
- claude "run sql-to-qualify on ./exports/pipeline.csv"
+ **1. Contact reachability and role relevance** — Partial
+ Evidence: "I don't have budget authority myself, but my director controls
+ the CX tools budget"
+ Note: Marcus lacks budget authority himself but names a direct path to the
+ director who has it
+
+ **2. Pain restated in the prospect's own words** — Covered
+ Evidence: "we had two escalations last month where a rep gave a customer
+ wrong return policy info and it turned into a whole thing on Twitter"
```
- Structural hygiene sweep, not a call-quality audit. For rows marked SQL or
- past this stage, check whether fields corresponding to contact role, stated
- pain, budget/urgency signal, and next-meeting date are populated and
- non-trivial. Output a table: lead name, days since SQL, stage, dimensions
- missing — sorted by days since SQL descending. State explicitly that this
- checks whether fields were filled in, not whether the call itself was good.
+ Close with a single line:
+
+ > **Advance** / **Disqualify** / **Needs one more touch** — because [the
+ > one or two dimensions that decided it].
+
+ No section recapping all five scores again after this.
+
+ ## Do not
+
+ - Don't treat the MQL/SQL form-fill reason as evidence of pain — pain only
+ counts once the prospect restates it in their own words on the call.
+ - Don't disqualify a call solely for lacking competitive context this
+ early — score dimension 4 on whether the rep asked, not on whether
+ competitors exist.
+ - Don't add a "recommended email sequence" or nurture-plan section unless
+ asked — this skill's job stops at the advance/disqualify call.
+
+ ## Related skills
+
+ - **`meeting-to-qualify`** — the deeper pass right after this one, once a
+ lead clears this gate and gets a full qualification call.
+ - **`bant`** — for a four-criterion advance/no-advance read once a deal is
+ further along than a first SQL touch.
+ - **`prospect-pipeline-check`** — for a pipeline-wide sweep of SQLs before
+ they're worked at all.
## Sample data
`assets/sample-transcript.txt` — a short synthetic SQL follow-up call. Run
against it first before pointing this at anything of your own.
## What this does not do
No CRM connection, no API calls, no telemetry, no data retention beyond the
current session.