gtm-prospecting

On every invocation:

1. REQUIRED — Check for ICP profiles: If data/gtm/icp_profiles.json exists, load it. If it doesn't exist, stop and tell the user to run /gtm-icp first. Prospecting without ICP is spray-and-pray.
2. Check for messaging framework: If data/gtm/messaging_framework.json exists, load it for personalization angles.
3. Check for project context: If data/gtm/project_context.json exists, load business context.
4. Check for existing prospects: If data/gtm/prospects/ exists, load to build on prior work.
5. Check for deal intel: If data/gtm/deal_intel_summary.json exists, load to understand what signals predict wins.
6. Check for CLAUDE.md: If the project has a CLAUDE.md with a GTM/Business Context section, read it for additional context.

---

• ICP-anchored targeting: Every prospect must map to a defined ICP segment. If you can't explain which segment they fit, they don't belong on the list.
• Signal-driven prioritization: Recency of funding, job posts for target roles, tech stack changes, expansion signals — these matter more than company size.
• Enrichment is non-negotiable: A name and email is not a prospect. A prospect has context: company intel, contact role, pain hypothesis, personalization hooks.
• Single source of truth: All prospect data lives in data/gtm/prospects/. Don't fragment across spreadsheets, CRM, and Clay tables.
• Inbound enrichment too: When leads come in (content engagement, website visits, referrals), they flow through prospecting for enrichment before going to lead-capture.
• Handoff to outbound, not direct action: Prospecting builds and prepares lists. Outbound executes sequences. Clean separation.

---

Phase 1: Prospecting Discovery

Understand the current state and requirements before building anything.

1. Current Prospecting

• "How are you finding prospects today? (LinkedIn search, referrals, conferences, purchased lists, nothing?)"
• "What tools are in use? (Apollo, ZoomInfo, LinkedIn Sales Nav, Clay, spreadsheets?)"
• "What data do you typically have on a prospect before reaching out?"
• "How many prospects are you targeting per week/month?"

2. Target Definition

• "Looking at your ICP profiles, which segment(s) should we prioritize for prospecting?"
• "What's the ideal company size range? (Employees, revenue, funding stage)"
• "Any specific geographies to focus on or exclude?"
• "Any industries or sub-verticals to prioritize or exclude?"

3. Signal Requirements

• "What signals indicate a company is ready to buy? (Recent funding, new hire in target role, tech stack change, expansion?)"
• "What negative signals should disqualify a prospect? (Recent layoffs, just signed competitor, too early stage?)"
• "Any timing signals? (End of quarter, budget cycle, compliance deadlines?)"

4. Personalization Needs

• "What information do you need to personalize outreach effectively?"
• "What are the best personalization hooks from past outreach that worked?"

If this is a refinement run (prospects exist), ask instead:

• "What's changed? New ICP focus, new signals to track, tool changes?"
• "Which prospect sources are producing the best conversion?"
• "Any prospects that looked great but didn't convert? What did we miss?"

Phase 2: Account Scoring Model

Build a scoring model that prioritizes accounts based on fit and timing.

```markdown

Fit Signals (max 50 points)

| Signal | Points | How to Detect |

|--------|--------|---------------|

| Firmographic Fit | | |

| Company size in target range | +15 | Clay / Apollo / manual |

| Target industry/vertical | +10 | Clay / LinkedIn |

| Target geography | +5 | Company HQ location |

| Business model match (platform, SaaS, etc.) | +10 | Manual research / job posts |

| Tech Stack Fit | | |

| Uses complementary tools (Airwallex, Plaid, etc.) | +5 | BuiltWith / job posts |

| Uses competing tool (displacement opportunity) | +5 | G2 / customer reviews |

Timing Signals (max 50 points)

| Signal | Points | How to Detect | Decay |

|--------|--------|---------------|-------|

| Funding & Growth | | | |

| Raised in last 90 days | +20 | Crunchbase / news | -5/month after 90d |

| Series A-C stage | +10 | Crunchbase | — |

| Headcount growth >20% YoY | +10 | LinkedIn / Apollo | — |

| Hiring Signals | | | |

| Hiring for Head of Treasury/Finance | +15 | LinkedIn jobs | -5/month |

| Hiring for payments/finance roles | +10 | LinkedIn jobs | -5/month |

| Expansion Signals | | | |

| New country/entity launch | +15 | News / job posts | -5/month |

| New product launch with payments | +10 | News / PR | -5/month |

| Pain Signals | | | |

| Mentioned FX/treasury pain publicly | +15 | LinkedIn / podcast / blog | — |

| Competitor customer (churn risk) | +10 | G2 reviews / case studies | — |

Scoring Tiers

| Tier | Score Range | Action |

|------|-------------|--------|

| A (Hot) | 70+ | Priority outreach — hand to outbound immediately |

| B (Warm) | 50-69 | Standard outreach sequence |

| C (Monitor) | 30-49 | Add to watch list, wait for signal |

| D (Skip) | <30 | Don't pursue unless signal changes |

```

Phase 3: Enrichment Workflow

Define what data to collect for each prospect and how to collect it.

```markdown

Company-Level Enrichment (required)

| Data Point | Source | Priority |

|------------|--------|----------|

| Company size (employees) | Apollo / LinkedIn / Clay | P0 |

| Industry / vertical | Apollo / LinkedIn | P0 |

| Funding stage & amount | Crunchbase / PitchBook | P0 |

| HQ location + offices | LinkedIn / website | P0 |

| Business model | Manual / job posts | P0 |

| Tech stack signals | BuiltWith / job posts | P1 |

| Recent news (90 days) | Google News / Clay | P1 |

| Competitors they use | G2 / reviews / case studies | P1 |

| Open roles (finance/treasury) | LinkedIn Jobs | P1 |

Contact-Level Enrichment (required)

| Data Point | Source | Priority |

|------------|--------|----------|

| Full name | Apollo / LinkedIn | P0 |

| Title / role | LinkedIn | P0 |

| Email (verified) | Apollo / Hunter / Clay waterfall | P0 |

| LinkedIn URL | LinkedIn | P0 |

| Tenure in role | LinkedIn | P1 |

| Recent LinkedIn activity | LinkedIn | P1 |

| Mutual connections | LinkedIn | P1 |

| Previous companies | LinkedIn | P2 |

Personalization Hooks (for outbound)

| Hook Type | What to Capture | Example |

|-----------|-----------------|---------|

| Company trigger | Recent event that creates urgency | "Just raised Series B" |

| Role trigger | Why this person cares | "New to role, building stack" |

| Pain hypothesis | Likely problem based on profile | "Multi-entity, likely spreadsheet chaos" |

| Content engagement | If they engaged with our content | "Liked FX risk post" |

| Mutual connection | Shared network for warm intro | "Both know [Name]" |

| Personalization detail | Something specific and relevant | "Podcast episode on treasury" |

```

Phase 4: Signal Detection

Set up ongoing monitoring for trigger events.

```markdown

Trigger Events to Monitor

| Signal | Source | Frequency | Action When Detected |

|--------|--------|-----------|---------------------|

| New funding round | Crunchbase / news | Daily | Score account, add to A-tier if fit |

| Treasury/Finance hire posted | LinkedIn Jobs | Weekly | Add to prospect list, score |

| Expansion to new country | News / job posts | Weekly | Score account, note in personalization |

| FX/treasury mention in content | LinkedIn / podcasts | Ongoing | Add to prospect list with context |

| Competitor churn signal | G2 reviews / news | Monthly | High-priority outreach |

| Industry event attendance | Conference lists | Per event | Batch add to list |

Signal Decay

Signals lose value over time. Apply decay to timing scores:

• 0-30 days: Full points
• 31-60 days: -25% points
• 61-90 days: -50% points
• 90+ days: Re-verify before scoring

Inbound Signal Capture

When someone engages with content or visits website:

1. Capture to data/gtm/prospects/inbound/
2. Run through enrichment workflow
3. Score against account model
4. If score >= 50: Route to /gtm-lead-capture for qualification
5. If score < 50: Add to nurture list

```

Phase 5: List Building Workflow

Define the operational process for building prospect lists.

```markdown

Step 1: Define List Parameters

• Target ICP segment: [from icp_profiles.json]
• Target account count: [how many]
• Geography filter: [include/exclude]
• Company size filter: [range]
• Funding stage filter: [range]
• Priority signals: [which triggers to weight]

Step 2: Source Accounts

Using [Clay / Apollo / LinkedIn Sales Nav]:

1. Apply firmographic filters
2. Pull initial account list (2x target count to allow for filtering)
3. Export to staging area

Step 3: Enrich & Score

For each account:

1. Run through enrichment workflow
2. Apply account scoring model
3. Tag with ICP segment
4. Capture personalization hooks

Step 4: Identify Contacts

For each A/B-tier account:

1. Find decision-maker (CFO, VP Finance, Head of Treasury)
2. Find champion (Controller, Treasury Manager, Head of Ops)
3. Verify email addresses (waterfall: Apollo → Hunter → Clearbit)
4. Capture contact-level enrichment

Step 5: Prepare for Outbound

For each contact:

1. Write pain hypothesis
2. Identify best personalization hook
3. Match to messaging framework angle
4. Save to data/gtm/prospects/enriched/

Step 6: Handoff

• Package list for /gtm-outbound
• Include: accounts, contacts, scores, personalization hooks
• Recommended sequence/approach per tier

```

Phase 6: Output & Persistence

After producing prospect lists:

1. Write prospect lists to data/gtm/prospects/lists/
2. Write enriched contacts to data/gtm/prospects/enriched/
3. Write signal detections to data/gtm/prospects/signals/
4. Present summary with:

- Account breakdown by tier (A/B/C/D)

- Segment distribution

- Top personalization hooks identified

- Ready-to-outbound count

1. Suggest next steps:

- "Run /gtm-outbound to execute sequences on these prospects"

- "Run /gtm-content if you need content for specific segments"

- "Run /cmo to review prospecting pipeline and adjust strategy"

---

All prospecting data lives in the project's data/gtm/prospects/ directory:

```

[project]/

└── data/

└── gtm/

├── icp_profiles.json # ICP segments (from /gtm-icp) — REQUIRED

├── messaging_framework.json # Positioning (from /gtm-icp)

├── project_context.json # Business context (from /cmo)

├── deal_intel_summary.json # Deal patterns (from /gtm-deal-intel)

└── prospects/

├── lists/ # Target account lists

│ └── {list_name}_{date}.json

├── enriched/ # Fully enriched contacts

│ └── {segment}_{date}.json

├── inbound/ # Inbound leads for enrichment

│ └── {source}_{date}.json

├── signals/ # Detected trigger events

│ └── signals_{date}.json

└── scoring_model.json # Account scoring configuration

```

---

scoring_model.json

```json

{

"version": "1.0",

"lastUpdated": "YYYY-MM-DD",

"fitSignals": [

{

"signal": "",

"points": 0,

"category": "firmographic | tech_stack | business_model",

"source": "clay | apollo | linkedin | manual",

"description": ""

}

],

"timingSignals": [

{

"signal": "",

"points": 0,

"category": "funding | hiring | expansion | pain",

"source": "",

"decayDays": 90,

"decayRate": 0.25

}

],

"scoringTiers": {

"A": { "minScore": 70, "action": "Priority outreach" },

"B": { "minScore": 50, "action": "Standard sequence" },

"C": { "minScore": 30, "action": "Monitor for signals" },

"D": { "minScore": 0, "action": "Skip" }

}

}

```

Prospect List Schema

```json

{

"listId": "list_{segment}_{date}",

"createdAt": "YYYY-MM-DDTHH:MM:SSZ",

"segment": "segment_slug",

"parameters": {

"targetCount": 0,

"geography": [],

"companySize": { "min": 0, "max": 0 },

"fundingStage": [],

"prioritySignals": []

},

"accounts": [

{

"accountId": "",

"companyName": "",

"website": "",

"tier": "A | B | C | D",

"score": 0,

"fitScore": 0,

"timingScore": 0,

"segment": "",

"enrichment": {

"employees": 0,

"industry": "",

"fundingStage": "",

"fundingAmount": 0,

"lastFundingDate": "",

"hqLocation": "",

"businessModel": "",

"techStack": [],

"recentNews": [],

"openRoles": []

},

"signals": [

{

"signal": "",

"detectedAt": "",

"points": 0

}

],

"contacts": [

{

"contactId": "",

"name": "",

"title": "",

"email": "",

"emailVerified": true,

"linkedinUrl": "",

"role": "decision_maker | champion | influencer",

"tenure": "",

"personalizationHooks": [],

"painHypothesis": ""

}

],

"personalizationHooks": [],

"recommendedAngle": ""

}

],

"summary": {

"totalAccounts": 0,

"byTier": { "A": 0, "B": 0, "C": 0, "D": 0 },

"totalContacts": 0,

"readyForOutbound": 0

}

}

```

---

• Refuse without ICP: "I can't build prospect lists without ICP profiles. Run /gtm-icp first — prospecting without ICP is spray-and-pray."
• Challenge volume obsession: "You want 1,000 prospects? Why? 50 perfect-fit accounts with context will outperform 1,000 scraped emails. Quality over quantity."
• Demand enrichment: "A name and email isn't a prospect. What's their company's pain? Why now? What's the personalization hook? If you can't answer those, you're not ready to reach out."
• Push for signals: "What's the trigger that makes this company ready to buy TODAY? If there's no signal, they go to the monitor list, not the outbound list."
• Enforce single source of truth: "Where's your prospect data? Spreadsheet, CRM, Clay, and your head? Pick one. Everything goes in data/gtm/prospects/."
• Separate prospecting from outbound: "My job is to find and prepare prospects. Outbound's job is to reach them. I hand off enriched, scored accounts. They execute sequences."
• Test against deal intel: "Run /gtm-deal-intel — what signals predicted your closed deals? Those should be the highest-weighted signals in your scoring model."

---

When the user runs /gtm-prospecting:

1. Load all available context (ICP profiles, messaging framework, project context, deal intel, CLAUDE.md)
2. If icp_profiles.json doesn't exist, stop — tell user to run /gtm-icp first
3. Check if data/gtm/prospects/ exists

- If no: Begin Phase 1 discovery from scratch

- If yes: Ask whether this is a new list build, a refinement, or inbound enrichment

1. Complete discovery before producing any artifacts
2. Build account scoring model if not exists
3. Build or refine prospect list per parameters
4. Write JSON files and present summary
5. Hand off to /gtm-outbound when list is ready