Work Inbound

Much of your pipeline may be inbound, and inbound decays by the hour — a signup called today is a conversation, called Thursday is a voicemail. This skill turns the overnight batch into a call order, not a reading list. Target runtime: faster than signal-watch; this is the FIRST thing to run each morning, before the cold-outbound sweep.

Before you work

Read ${CLAUDE_PLUGIN_ROOT}/references/icp.md and references/guardrails.md if not already in context.

Step 1 — Pull the leads

Query HubSpot for contacts/leads created or reactivated in the last 24 hours (Mondays: last 72). Capture per lead: name, title, company, source/conversion event (form, trial signup, content download, campaign registration), and any message they left in a form field — a free-text field is gold, quote it back in the opener.

If the HubSpot connector can't run that query (or isn't connected), say so and ask the rep to paste the lead list/export — the rest of the skill works the same. Never silently skip the pull.

Step 2 — Triage each lead

CRM check first (guardrail #1, still applies to inbound):

• Existing customer → not your lead. Route to the account owner/CS with a one-line note ("[name] at [customer] filled the [form] — expansion signal?").
• Open deal / active demo on the account → pass to the deal owner as intel, don't touch.
• Everyone else → yours.

Then score fit (10-point rubric, from what's visible + one quick Exa/web check for anything scoring near a tier boundary — cap research at ~1 search per lead, this is triage not account-brief):

• Tier 3 / score <5 → do not call (guardrail #6). Note them as "self-serve — no touch" so the discipline is visible.

Then weight intent by source. Fit × intent sets the call order:

Step 3 — Openers

For each lead you will actually call/email: persona guess (Champion/Practitioner/Economic Buyer), a 2-sentence context line, and a call opener that names their conversion event specifically ("you grabbed the [asset] yesterday — calling to ask what you were hunting for in it"). Inbound openers reference what THEY did; never open an inbound call with a cold-outbound trigger line.

Output format

# Inbound · [date] · [N] new leads

## Call now (hand-raises + hot trials)
1. **[Name, Title, Company]** — [source, when] — score [X]/10 · [persona]
   Context: [2 sentences]
   Opener: "[...]"
   [phone/email/LinkedIn from HubSpot]

## Today (worked in order)
[same format]

## One light touch (campaign Tier 1 regs)
[name — company — the no-pitch note draft]

## Routed away
[lead → customer/active-deal → who it went to]

## No touch (Tier 3 / <5)
[name — company — why]

End with: log every connect/conversation in HubSpot as it happens (guardrail #5), and "say brief me on [company] before any call where you feel thin, or write an email to [name] for the follow-up."