sql-to-qualify git:20260826.c66266aA

Immutable. This exact content never changes and is served at /api/v1/blob/a831430c3b93d058.

---
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

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.
- 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.

## Before you start

- 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"
```

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`.

### CSV mode (`.csv`)

```
claude "run sql-to-qualify on ./exports/pipeline.csv"
```

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.

## Output format

Five dimensions, in the rubric's numbered order:

```
**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"
```

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.