| name | callable-lead-count |
| description | Daily callable lead inventory with ATL/BTL breakdown. Health check for 50+ daily dials. |
| schedule | 0 7 25 * * 1-5 |
| timezone | America/New_York |
Callable Lead Count Skill
Generate daily inventory of callable prospects (contacts with phone numbers) in HubSpot. Apply Golden Rules filtering. Classify by ATL/BTL tier. Calculate ATL Runway metric (days of ATL dials at 15/day target). Alert if daily inventory falls below 50 or ATL inventory below 15. Support morning brief and dial-list priority-setting.
<quick_start>
Trigger: M-F 7:25 AM ET (daily, before morning-brief at 7:30 AM)
Manual Trigger: "Show callable leads" or "Lead inventory check"
Dependencies: Requires HubSpot portal 21530819 access
Output: Callable lead count by tier, ATL Runway days, health alerts
</quick_start>
<success_criteria>
Stage 1: Query HubSpot for Callable Contacts
MCP Tool: search_crm_objects (HubSpot)
objectType: "contacts"
filterGroups: [{
filters: [
{ propertyName: "phone", operator: "HAS_PROPERTY" }
]
}]
properties: [
"firstname",
"lastname",
"email",
"phone",
"jobtitle",
"company",
"hs_lead_status",
"hubspot_owner_id",
"hs_analytics_num_page_views",
"custom_atl_btl_tier",
"custom_prospect_vertical",
"lifecyclestage",
"createdate"
]
limit: 100
Pagination: Loop through all results (may be 200+ contacts)
Output: Full contact list with all properties (no filtering yet)
Stage 2: Apply Golden Rules Filter
Golden Rules (Hard Exclusions):
Skip contacts if:
- Email domain matches crm_customers table (customer account)
- Contact tagged "Channel Partner" (hubspot_owner_id = channel owner)
- Contact tagged "Device Owner" or in device-owner list
- Contact tagged "Product Page Engager" (marketing-only engagement)
- Job title contains BTL keywords: Technician, Support, Intern, Volunteer, Operator, Designer (non-director)
- Job title in NEVER ATL list (Warehouse Manager, Network Manager, Systems Admin, AV Tech, Graphic Design Instructor, Program Administrator, Web Designer, Classroom Support, Lab Coordinator, Maintenance, Building Engineer, Multimedia Services Manager, Video Production Specialist, Streaming Crew)
- Lead status in exclusion list: Unqualified, Opted Out, Bad Fit
- Phone number invalid or duplicate
Retention Logic:
- Keep contacts with hs_lead_status in: Subscriber, Qualified Lead, Inbound Lead, Marketing Qualified Lead, Sales Qualified Lead
- Keep prospects created in last 90 days
- Keep contacts with hs_analytics_num_page_views > 0 (engagement signal)
Output: Filtered callable list (typically 50-70% of input after Golden Rules)
Stage S — Suppression Gate
Exclude suppressed contacts before inventory count and dial queue:
- EXCLUDE if
bdr_suppression_until IS SET AND bdr_suppression_until > TODAY
- INCLUDE if
bdr_suppression_until IS NOT SET (never suppressed)
- INCLUDE if
bdr_suppression_until < TODAY (cooling period expired)
HubSpot filter: propertyName: "bdr_suppression_until", operator: "NOT_HAS_PROPERTY" OR operator: "LT", value: TODAY_ISO
Reference: lead-suppression-spec (bdr_suppressed, bdr_suppression_reason, bdr_suppression_until)
Stage 3: Classify by ATL/BTL Tier
MCP Tool: N/A (logic-based classification using jobtitle)
Apply ATL/BTL Decision-Maker Classification (per CLAUDE.md):
ATL Tier (Always Prospect) — 10 Universal Keywords:
- Chief, CIO, CTO, CFO, COO
- Vice President, VP, AVP, SVP, EVP
- President, Provost, Vice Provost
- Superintendent, Director (IT/Tech/Facilities/Academic Tech/Procurement)
- Dean, Court Administrator, Clerk of Court
- City Manager, County Manager, Senior Pastor, Executive Pastor
GRAY Tier (Contextual - Budget Authority >$25K):
- Manager (AV/Facilities/IT) — only if reports to Director+
- Department Chair — context-dependent (small vs large institution)
- Director of Educational Technology — depends on reporting line
- Program Director — only if dept-level budget authority
BTL Tier (No Budget Authority):
- Technician, Specialist, Coordinator, Support
- Administrator (Systems/Network/Database)
- Engineer (AV/Network/Systems), Operator
- Instructor, Professor, Faculty, Designer, Assistant
- Clerk (non-Court), Volunteer, Help Desk
- Student, Resident, Intern
NEVER ATL (Automatic Exclusions):
- Warehouse Manager, Network Manager, Systems Administrator
- AV Technician, Graphic Design Instructor
- Program Administrator, Web Designer
- Classroom Support, Lab Coordinator, Maintenance
- Building Engineer, Multimedia Services Manager
- Video Production Specialist, Streaming Crew
Classification Algorithm:
FOR each contact IN filtered_list:
title = contact.jobtitle.lower()
IF title matches any NEVER_ATL keyword:
tier = "NEVER"
action = "REVIEW" (may need removal from sequences)
ELIF title matches any ATL keyword:
tier = "ATL"
ELIF title matches any GRAY keyword:
tier = "GRAY"
note = "Verify budget authority >$25K via company research"
ELSE:
tier = "BTL"
Output: Classified callable contacts with tier assignment
Stage 4: Calculate Callable Inventory Metrics
Count by Tier:
atl_count = count(tier == "ATL")
gray_count = count(tier == "GRAY")
btl_count = count(tier == "BTL")
never_count = count(tier == "NEVER")
total_callable = atl_count + gray_count + btl_count
ATL Runway Metric:
atl_runway_days = ROUND(atl_count / 15, 1)
# Tim's target: 15 ATL dials/day
# Example: 45 ATL contacts = 3 days of ATL inventory
Total Runway Metric:
total_runway_days = ROUND(total_callable / 50, 1)
# Tim's target: 50+ dials/day (mix of ATL, GRAY, BTL)
# Example: 200 callable = 4 days of total inventory
Lead Age Metrics:
avg_days_in_system = AVERAGE(TODAY() - contact.createdate)
recent_engagers = count(hs_analytics_num_page_views > 0)
Stage 5: Generate Health Alerts
Alert Thresholds:
| Metric | Threshold | Alert Level | Action |
|---|
| ATL count | < 15 | ⚠️ Warning | "Increase ATL prospecting (prospect-enrich + prospect-refresh)" |
| Total callable | < 50 | 🚨 Critical | "Insufficient inventory for 50 dials/day—escalate prospecting" |
| NEVER ATL count | > 0 | 🔍 Review | "X contacts in NEVER ATL tier—remove from sequences" |
| ATL Runway | < 2 days | ⚠️ Warning | "Less than 2 days of ATL dials—restock urgently" |
Alert Output:
✓ ATL inventory: 42 contacts (2.8 days runway)
✓ Total callable: 185 contacts (3.7 days runway)
🔍 NEVER ATL: 2 contacts (remove from sequences)
✓ Health: GREEN (acceptable inventory)
Stage 6: Output Summary Report
Format: Markdown summary + detailed table
Summary Section:
# Daily Callable Lead Inventory — 2026-03-19
## Health Status
✓ ATL Inventory: 42 contacts (2.8 days)
✓ Total Callable: 185 contacts (3.7 days)
🔍 NEVER ATL: 2 contacts (review)
## Detailed Breakdown
| Tier | Count | % of Total | Runway Days | Status |
|------|-------|-----------|-------------|--------|
| ATL | 42 | 22.7% | 2.8 | ✓ Good |
| GRAY | 65 | 35.1% | 1.3 | ⚠️ Monitor |
| BTL | 78 | 42.2% | 1.6 | ✓ OK |
| **TOTAL** | **185** | **100%** | **3.7** | **✓ GREEN** |
## Trend vs Yesterday
- ATL: +3 (was 39)
- GRAY: -2 (was 67)
- BTL: +5 (was 73)
- Total: +6 (was 179)
## Top Companies by Leads
1. Acme Corp: 12 contacts (5 ATL)
2. State University: 8 contacts (6 ATL)
3. County Courts: 6 contacts (5 ATL)
## Activity Signal
- Recent engagers (>5 page views): 45 contacts
- Avg days in system: 23 days
- New adds (last 7 days): 18 contacts
Detailed Callable Table:
| Contact | Title | Company | Vertical | Phone | Tier | Days in System | Engagement | Sequence |
|---|
| Jane Smith | Director of IT Services | Acme Corp | Corp AV | ✓ | ATL | 34 | 12 views | BDR_CorporateAV_1 |
| Bob Jones | Manager, IT Infrastructure | State Univ | Higher Ed | ✓ | GRAY | 45 | 3 views | BDR_HigherEd_1 |
| Carol White | AV Technician | Example Inc | Healthcare | ✓ | NEVER | 12 | 1 view | REMOVE |
Stage 7: Integration with Morning Brief
This skill feeds into morning-brief (7:30 AM):
- Pass ATL/GRAY/BTL breakdown to morning-brief
- Pass alert flags (⚠️ warning, 🚨 critical, 🔍 review)
- Pass top 15 ATL contacts for priority dial list
- Pass runway metrics for inventory planning
Output format for morning-brief:
{
"atl_count": 42,
"gray_count": 65,
"btl_count": 78,
"never_count": 2,
"total_callable": 185,
"atl_runway_days": 2.8,
"total_runway_days": 3.7,
"alerts": ["NEVER_ATL_REVIEW"],
"top_atl_contacts": [
{ "name": "Jane Smith", "company": "Acme", "days_in_system": 34 },
...
]
}
Stage 8: Comparison Metrics (Week-over-Week)
Optional: Track 7-day trend
| Date | ATL | GRAY | BTL | Total | ATL Runway | Status |
|---|
| 2026-03-19 | 42 | 65 | 78 | 185 | 2.8 | ✓ |
| 2026-03-18 | 39 | 67 | 73 | 179 | 2.6 | ✓ |
| 2026-03-17 | 35 | 64 | 70 | 169 | 2.3 | ⚠️ |
| 2026-03-16 | 32 | 62 | 68 | 162 | 2.1 | ⚠️ |
Trend Analysis:
- ATL growing 3-4/day (good)
- Total growing 6/day (good, at target from prospect-enrich + prospect-refresh)
- Runway stable at 2.8-3.7 days (acceptable; 2+ days is minimum)
Emit Outcome Sidecar
As the final step, write to ~/.claude/skill-analytics/last-outcome-callable-lead-count.json:
{"ts":"[UTC ISO8601]","skill":"callable-lead-count","version":"1.0.0","variant":"default",
"status":"[success|partial|error]","runtime_ms":[estimated ms from start],
"metrics":{"atl_count":[n],"gray_count":[n],"btl_count":[n],"total_callable":[n],"never_atl_flagged":[n],"atl_runway_days":[n]},
"error":null,"session_id":"[YYYY-MM-DD]"}
Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated.
Skill Metadata
Version: 1.0
Last Updated: 2026-03-19
Author: Tim Kipper
Status: Production
Integration: HubSpot (portal 21530819)
Tier: P1 (Core BDR Automation)
Triggers: Scheduled (M-F 7:25 AM) + Manual ("Show callable leads")
Dependencies: Feeds into morning-brief (7:30 AM)
