sdr-dial-lists

name

sdr-dial-lists

description

Daily SDR dial-list builder for Edgar Marroquin + Vasil Ivanov (Tim's SDRs). Builds each SDR their own ranked callable queue every weekday morning — HubSpot-owned contacts first, callback-owed prospects from Nooks, vertical-matched cold ATL/BTL — each row carrying spec-accurate talking points + calibrated discovery questions sourced from the epiphan-call-playbook skill. The dial-list sibling to Tim's morning-brief; same engine, run for the SDRs. Read-only except per-SDR Slack DM + an optional HTML/XLSX artifact. Use when the user says "build SDR dial lists", "Edgar's call list", "Vasil's dial queue", "feed the SDRs", "SDR morning queue".

Build Edgar's and Vasil's daily dial queues every weekday morning (~7:30 AM CST, after Tim's morning-brief) — a ranked, vertical-segmented, callable queue per SDR: callback-owed Nooks prospects first, then HubSpot-owned ATL contacts, then top BTL/Champions, with vertical-matched greenfield fill when owned inventory is thin. Every row carries spec-accurate talking points + calibrated discovery questions sourced from the epiphan-call-playbook skill, so the SDRs walk in knowing exactly whom to call and what to say. Read-only everywhere except per-SDR Slack DMs + the local HTML/XLSX artifact.

<quick_start> Trigger: "build SDR dial lists", "Edgar's call list", "Vasil's dial queue", "feed the SDRs", "SDR morning queue" — or the weekday-morning scheduled run.

Flow: Gates (Nooks read-only, suppression, technical accuracy) → Step 1 pull each SDR's owned + callback inventory → Step 2 greenfield fill if thin → Step 3 rank (callbacks > ATL > BTL, ICP score DESC, cap ~40) → Step 4 attach playbook talking points + discovery questions → Step 5 deliver (HTML with Edgar/Vasil tabs, optional XLSX, Slack DM each SDR + team summary to Tim).

Resources in this skill directory:

• reference/ — persona intel (tim_persona_intel.md, ae_persona_intel.md, SOURCES.md) for tone/voice and AE-routing context.
• scripts/ — list-building helpers (build_lists.py, build_deliverables.py, build_notes.py, data_raw.py). </quick_start>

<success_criteria>

• Both SDRs receive a ranked queue (cap ~40 rows each); Vasil's thin inventory is filled with labeled "ramping fill" greenfield — never an empty queue or RED.
• All gates enforced: Nooks read-only with USER_GOAL + per-call REASON; suppression gate applied (bdr_suppressed, do_not_call, hs_email_optout, AE-owned <90 days); every talking point spec-accurate per the epiphan-call-playbook Verified Spec Bank or live-verified.
• Every row has: rank, contact details + HubSpot deep link, tier badge, opener cue, teach line, 1-2 verified talking points, 2-3 calibrated discovery questions, existing-customer flag where applicable.
• Delivery complete: HTML artifact, per-SDR Slack DM, Tim's team-summary DM, 4-bullet run summary + GTME Lens.
• Only allowed writes performed: slack_send_message + local HTML/XLSX. No sequence or dialer pushes. </success_criteria>

<core_content>

SDR Dial Lists (v1, 2026-06-17)

Schedule: Mon-Fri ~7:30 AM CST (after Tim's 7:10 morning-brief). Automated run — Tim is NOT present. Execute autonomously; when in doubt, produce the lists. This builds Edgar's and Vasil's daily dial queues the same way Tim's morning-brief builds his — so the SDRs walk in with a ranked list and know exactly what to say on each call.

PURPOSE: Give each SDR a vertical-segmented, spec-accurate callable queue every morning, so they are interchangeable-by-vertical and ramp fast. Talking points + discovery questions come from the canonical epiphan-call-playbook skill (not invented per-run).

Identifiers (verified 2026-06-17)

• Tim Kipper (Sr. BDR, owner of this report): HubSpot owner_id 87486452; Slack DM U0AAJUZH2PK.
• Edgar Marroquin (SDR): HubSpot owner_id 93367782; Nooks user U2iWVwWG83OYhm3XR0mvGd9gWDV2; email [e-mail].
• Vasil Ivanov (SDR): HubSpot owner_id 93782443; Nooks user 1BUM3d2fZuhsbFttl5UOKEOPuMG3; email [e-mail]. Onboarded 2026-06-11 — if he has few owned contacts, fill more of his queue from vertical-matched greenfield (see Step 2) and label it "ramping fill."
• HubSpot portal 21530819. Contact link: https://app.hubspot.com/contacts/21530819/contact/{contactId}.
• Slack DM targets: confirm each SDR's Slack user via slack_search_users by email at run time (do not hardcode SDR Slack IDs). Always also DM Tim (U0AAJUZH2PK) the team summary.

Report window

Today = the day this fires (bash date). Build each SDR's queue for TODAY's dialing.

=== GATES (run before assembling any list) — identical discipline to Tim's morning-brief ===

NOOKS = READ-ONLY. Server 8c1d2738-2529-4248-b268-342859275d11. Read tools only: listCalls, listTasks, listSequenceStates, listProspects, getMe. USER_GOAL="Build Edgar + Vasil daily dial lists" + per-call REASON on every Nooks call.

SUPPRESSION GATE: enforce the same lead-suppression rules as the morning brief — drop any contact where bdr_suppressed=true, do_not_call=true, hs_email_optout=true, or AE-owned <90 days. HubSpot is the single source of truth. (If a dedicated suppression spec/skill is installed, use it; else use the available HubSpot fields.)

TECHNICAL-ACCURACY GATE (non-negotiable): every talking point on every row must be spec-accurate. Source talking points + discovery questions from the epiphan-call-playbook skill, which is itself spec-verified. For any product/competitor claim NOT already in that playbook's Verified Spec Bank, verify live via search_product_catalog / search_product_knowledge before putting it on a row. Never invent specs. Zero tolerance.

Default to Epiphan Ai MCP namespace; fall back to Epiphan CRM only for tools present there.

=== STEP 1: PULL EACH SDR'S OWNED + CALLBACK INVENTORY === Run for Edgar, then Vasil.

A) HubSpot-owned callable contacts — hubspot_search_contacts with hubspot_owner_id={SDR owner_id}, filtered to callable lifecycle stages (lead, MQL, SQL, opportunity contact — not customer-closed, not suppressed). Capture: contactId, name, title, company, phone, email, vertical signal (email domain + company), hs_lead_status, last activity.

B) Nooks callback-owed prospects — listCalls filter_owner_id={SDR Nooks user id}, prior 3 business days, include=["prospect","callDisposition"]. Surface prospects with disposition "Follow Up (call back another day)", "Connected" (no meeting), or "Send Email". These rank ABOVE never-touched cold contacts. Capture prospect.crmId (→ HubSpot contact), name, account, call time, what was said if available.

=== STEP 2: FILL GAPS WITH VERTICAL-MATCHED GREENFIELD (if owned inventory is thin) === If an SDR's callable owned+callback inventory is < 25 for the day, fill up to ~40 total with vertical-matched cold contacts. Prefer the existing vertical-list-builder skill if installed (it already does HubSpot-first + Apollo greenfield + Clay phone enrichment + ATL/BTL classification per vertical). Otherwise pull cold ATL/BTL contacts from HubSpot in the SDR's assigned verticals. Label these rows "greenfield fill." For Vasil (ramping), lean more on this fill and bias toward higher-ICP verticals (Higher Ed 90, Live Events 85, Courts/Legal 85).

=== STEP 3: RANK EACH SDR'S QUEUE === Golden rules (same as morning-brief):

1. Callback-owed prospects first (a prospect spoken to who owes a callback outranks any cold ATL of the same vertical).
2. Then ATL (above-the-line decision-makers) by ICP vertical score.
3. Then top 2-3 BTL/Champions. Sort within tiers by: ICP vertical score DESC (Higher Ed 90, Live Events 85, Courts/Legal 85, Government 80, Corporate AV 80, Healthcare 75, Houses of Worship 70, K-12 65), then recency of signal. Cap at ~40 callable rows per SDR for the day.

=== STEP 4: ATTACH TALKING POINTS + DISCOVERY QUESTIONS (from the playbook) === For EACH row, pull from the epiphan-call-playbook skill, matched to the contact's vertical + role:

• OPENER cue: which opener fits (permission-based / pattern-interrupt / trigger-based if a trigger exists).
• TEACH: the 1-line vertical-tailored Challenger insight for that vertical.
• 1-2 SPEC-ACCURATE TALKING POINTS for that vertical/role (from the Verified Spec Bank — e.g. Higher Ed → Pearl Nexus 3-channel CMS-integrated lecture capture + EC20 Panopto-certified; Live Events → Pearl-2 6-channel + SRT/NDI reliability vs software encoders).
• 2-3 CALIBRATED DISCOVERY QUESTIONS for that vertical (from the playbook's discovery flow / orlob-discovery-framework).
• If the contact's company shows an existing Pearl/Cloud relationship (quick analytics_search_by_email or domain check), flag "existing customer — expansion angle, route to CSM/AE if hot," do not treat as cold. All talking points must clear the technical-accuracy gate.

=== STEP 5: DELIVERY ===

1. ONE HTML file per run to ${CLAUDE_OUTPUTS_DIR:-./outputs/} named sdr_dial_lists_<YYYY-MM-DD>.html with two tabs: "Edgar" and "Vasil." Each row: rank, name, title, company, ICP vertical badge, phone (tel: click-to-call), email (mailto:), LinkedIn, HubSpot deep link, tier (Callback / ATL / BTL / Greenfield fill), opener cue, teach line, talking points, discovery questions, existing-customer flag. Present via mcp__cowork__present_files.
2. Optional XLSX (sdr_dial_lists_<YYYY-MM-DD>.xlsx, openpyxl, Arial, HubSpot-orange #FF7A59 header): Summary + Edgar + Vasil sheets, zero formula errors.
3. Slack DM to EACH SDR (resolve via slack_search_users by email): "Morning [Name] — your dial queue is ready: N calls today, top vertical [X]. Top 3: [name/company/one-line why]. Full list + talking points in the attached HTML." Keep it short, bullet format.
4. Slack DM to Tim (U0AAJUZH2PK): team one-liner — Edgar N calls / Vasil N calls, callback-owed counts, any thin-inventory or ramping-fill flags, link to the HTML.
5. End the chat run with a 4-bullet summary + a one-line GTME Lens (GTM Motion: keeps both SDRs in front of qualified, vertical-matched buyers daily → more demos to Phil/Lex; Operational Leverage: eliminates each SDR hand-building their own list every morning and guarantees spec-accurate talking points, cutting ramp time and making reps interchangeable by vertical).

WRITE actions allowed: ONLY slack_send_message (Slack) + writing the local HTML/XLSX. Everything else (Nooks, HubSpot/Epiphan CRM, search_product_*, analytics) is READ-ONLY. This task does NOT push to sequences or dialers — it produces the queue + talking points; the SDRs dial from Nooks.

=== EDGE CASES ===

• Vasil thin/zero owned inventory → fill from greenfield, label "ramping fill," never render an empty queue or RED.
• A referenced skill (vertical-list-builder, epiphan-call-playbook, suppression spec) not installed this run → note the gap in output, fall back to HubSpot-direct pulls + live spec verification, continue.
• If owned inventory is large, still cap at ~40 and note how many were held back.
• Weekend/holiday fire → if no business day, post a short "no dialing day" note and skip.

</core_content>