gtm-engineer-playbook: Skill for Claude Code

Qualification Scorer

Score and qualify leads using a multi-axis framework. Takes a lead or list of leads, evaluates them on four axes (Fit, Timing, Access, Intent), classifies them into tiers, and produces actionable next steps for each.

Tools Used

• Read — load docs/icp.md, docs/signals/*.md, docs/accounts/*.md, CSV files
• Write — output scored results to docs/pipeline/scored-leads.md
• Glob — discover existing docs that can enrich scoring

Steps

Step 1: Context Loading

Check for existing files that inform scoring. Run these searches:

Glob: docs/icp.md
Glob: docs/signals/*.md
Glob: docs/accounts/*.md

• If docs/icp.md exists, read it and extract ICP criteria (company size, industry, stage, budget range). Use these criteria to auto-score the Fit axis.
• If docs/signals/*.md files exist, read them and extract known trigger events, intent data, and timing indicators. Use these to inform Timing and Intent scoring.
• If docs/accounts/*.md files exist, read them and cross-reference any leads against known account briefs for enrichment.
• If NONE of these files exist, ask the user:

I don't see an ICP definition at docs/icp.md. Before I can score leads accurately, I need to understand your ideal customer. Tell me:

1. What company size do you target? (employee count or revenue range)
2. What industries or verticals?
3. What company stage? (seed, Series A, growth, enterprise)
4. What budget range per month are you selling into?

Store the user's answers as the working ICP definition for this scoring session.

Step 2: Lead Input

Ask the user how they want to provide leads:

How would you like to provide the leads to score?

A. Paste a list (company name, contact name, title — one per line) B. Single lead deep-dive (I'll ask you detailed questions about one prospect) C. Give me a CSV file path to read

Handle each input mode:

• Option A (list): Parse the pasted text. Extract company name, contact name, and title for each row. Tolerate messy formatting (comma-separated, tab-separated, or line-by-line).
• Option B (single lead): Ask follow-up questions about the lead: company name, contact name and title, company size, industry, any recent events you know of, how you found them, any engagement so far.
• Option C (CSV): Read the file at the given path. Map columns to company, contact, and title. If column names are ambiguous, show the header row and ask the user to confirm the mapping.