gtmskills.com

Reference file

Setup customization checklist

setup-customization-checklist.md

title: "Setup & Customization Checklist" description: (reference)

Setup & Customization Checklist

1. When it runs

Invoked on demand: a booth or badge-scan export after a conference, or a chat ask naming the scans to follow up. Reference invocation:

Run the <Post-conference outreach> play on the attached badge-scan export
from [EVENT_NAME]. Notes start with scanner initials. Stage everything for
approval.
  • Every teammate who worked the booth has email and LinkedIn connected to the workspace, so they can be the sender of their own scans.
  • The scan export has, per row: name, company or domain, title, notes, and (ideally) a temperature column. Ask the team to prefix notes with their initials while scanning; that one habit is what makes the sender rule work.

2. Placeholders

  • {{SCANNER_INITIALS_MAP}} - every person who scans, including non-sales teammates. Unknown initials should be flagged, not guessed.
  • {{EXEC_SENDER}}, {{SALES_LEADER_SENDER}}, {{PRACTITIONER_SENDER}}, {{EXEC_SENDER_MIN_ORG_SIZE}} (default 100) - used only on the persona fallback when nobody can tell who had the conversation.
  • {{ELEVATOR_PITCH}} - one pitch variant per persona (seller, RevOps/GTM eng, marketing, exec). M2 pulls from here, never inline.
  • {{DEMO_LIBRARY}} - demo URLs keyed by use case. DM1 picks one and records why.
  • {{LEAVE_BEHIND_RESOURCE}} - something genuinely useful to a person who never buys. The original internal version uses a public skills library; a playbook, template pack, or free tool works the same way.
  • {{CALENDAR_LINKS}} - per-sender booking links, plus the rule for a non-sales sender (default: drop {{SALES_LEADER_SENDER}}'s intro calendar as the handoff) and for the exec sender (default: their own calendar only at 200+ employees).
  • {{EVENT_NAME}}, {{PRODUCT}}, {{CRM}}, {{ATTENDEE_TAG}}, {{M1_CHAR_CAP}} (default 250), {{VOICE_GUIDE}} (optional).

3. Policy decisions

  • Hot means a date on the calendar. "Let's find time" is Warm. Confirm the team agrees before the first run, or every enthusiastic scan will be mislabeled Hot.
  • Account-max temperature. One booked meeting makes every scan at that company Hot. This is deliberate: a colleague of someone you are about to meet should be invited in, not nurtured separately.
  • The Hot exception to your booked-meeting gate. Most outreach systems refuse to sequence anyone with a meeting on the calendar. This play needs a scoped exception for Scenario 1 only. Add it to your gate logic explicitly; do not disable the gate.
  • Queued for approval, always. The original internal version never auto-sends on this play either.
  • The +25% cap bump exists only for a real prior thread woven into M1. Decide whether you want it at all; without it the cap is simply {{M1_CHAR_CAP}}.
  • Partner conversations stay partner conversations. If a partnerships teammate scanned someone, do not let the sequence drift into a customer pitch and calendar drop.

4. Behavioral invariants (do not remove)

  • Initials win over the persona rubric, every time.
  • Research line (research: ... ; prior deal: ... ; history: ...) on every row before a draft exists.
  • Temperature from facts, then account-max, then scenario.
  • Scenario 1 is two steps and never pitches. Scenario 2's later DMs are unevenly spaced on purpose (days 7, 12, 19, 27).
  • Booth notes are stripped of initials before they reach the email.
  • Pitch, demo, and calendar URLs are pulled from references, never typed into the sequence.
  • The scan or list is never named as the source.
  • Attendee line written to memory and tag applied after staging, one per person per event.