phone-verification-waterfall

Compare original and translation side by side

🇺🇸

Original

English

🇨🇳

Translation

Chinese

<objective> Maintain a continuously refreshed inventory of callable leads with verified phone numbers. Automates the waterfall from HubSpot lead identification → Apollo phone verification → Clay enrichment (for Apollo misses) → HubSpot sync. Ensures Tim ALWAYS has 50+ verified dial prospects queued and ready, eliminating "nobody to call" downtime and maximizing daily dial velocity.

Built on: Lead lifecycle → phone verification → queue prioritization by ICP + intent signals. </objective>

<quick_start> Standalone run (manual trigger): "verify phones" or "phone waterfall" or "callable leads" or "who can I call" → pulls all HubSpot leads missing phones → enriches via Apollo + Clay → writes back to HubSpot → outputs sortable callable queue

Scheduled run: Every Monday & Wednesday 6:15 AM (between prospect-enrich 6:00 AM and prospect-refresh 6:30 AM) — keeps phone inventory fresh twice-weekly and allows newly refreshed leads to be phone-verified before daily calls

Trigger phrases:

"verify phones"
"phone waterfall"
"callable leads"
"who can I call"
"dial list"
"always have someone to call"
"phone check"
"enrich phones" </quick_start>

<success_criteria>

HubSpot lead pull returns 100+ contacts missing phones from all ICP verticals
Apollo phone lookup succeeds for 40-50% of contacts (baseline)
Clay waterfall fills 60-70% of remaining Apollo misses
HubSpot phone field updated for 70%+ of missing numbers
Final callable queue contains 50+ contacts sorted by ICP score + intent
Zero contacts belong to customers (lifecycle_stage = 'customer') — Golden Rules block them
Zero contacts owned by Account Executives (Lex, Phil, Ron, Anthony) — no AE lead theft
Zero channel partners or existing device owners included
Execution time under 8 minutes (HubSpot → Apollo → Clay → sync) </success_criteria>

<objective> 维护一个持续更新的、带有已验证电话号码的可呼叫潜在客户库。自动化从HubSpot线索识别 → Apollo电话号码验证 → Clay数据补全（针对Apollo未找到的线索） → HubSpot同步的全流程。确保Tim始终有50个以上已验证的可拨号潜在客户在队列中，消除“无人可联系”的空档期，最大化每日拨号效率。

基于：潜在客户生命周期 → 电话号码验证 → 按ICP+意向信号进行队列优先级排序。 </objective>

<quick_start> 独立运行（手动触发）： 输入“verify phones”或“phone waterfall”或“callable leads”或“who can I call” → 提取所有缺少电话号码的HubSpot线索 → 通过Apollo+Clay进行数据补全 → 同步回HubSpot → 输出可排序的可呼叫队列

计划运行： 每周一和周三早上6:15（在潜在客户数据补全6:00和潜在客户数据刷新6:30之间）—— 每周两次刷新电话号码库，确保新更新的线索在每日呼叫前完成电话号码验证

触发短语：

"verify phones"
"phone waterfall"
"callable leads"
"who can I call"
"dial list"
"always have someone to call"
"phone check"
"enrich phones" </quick_start>

<success_criteria>

HubSpot线索提取返回来自所有ICP垂直领域的100+个缺少电话号码的联系人
Apollo电话号码查询对40-50%的联系人成功（基准值）
Clay瀑布式补全填补60-70%的Apollo未命中线索的电话号码
70%+的缺失电话号码已更新至HubSpot
最终可呼叫队列包含50+个按ICP分数+意向信号排序的联系人
无客户类联系人（lifecycle_stage = 'customer'）—— 黄金规则会拦截这些线索
无归属给客户经理（Lex、Phil、Ron、Anthony）的联系人—— 避免BDR占用客户经理的线索
不包含渠道合作伙伴或现有设备所有者
执行时间少于8分钟（HubSpot → Apollo → Clay → 同步） </success_criteria>

Pipeline Stages

管道阶段

STAGE 1: PULL LEADS          STAGE 2: APOLLO PHONE      STAGE 3: CLAY WATERFALL    STAGE 4: HUBSPOT SYNC    STAGE 5: CALLABLE QUEUE
──────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────
HubSpot Query       →     Apollo People Match    →    Clay Enrichment       →   Update Phone Field   →    Prioritized CLI
phone = null/empty  →     (Name + Email + Org)   →    (Multiple Providers)  →   (API bulk update)    →    ICP Score Sort
lifecycle_stage     →     Return: Verified #     →    Return: Verified #    →   Mark: enriched_at    →    Intent Signals
!= 'customer'       →     Success Rate: 40-50%   →    Success Rate: 30-40%  →   (Contact & Company) →    Output: CSV + Chat
No Excluded Owner   →     (No cost)              →    (Find + Enrich)        →   Log completion       →    Time-to-dial: <5s
Golden Rules Pass   →                            →                          →                        →

STAGE 1: PULL LEADS          STAGE 2: APOLLO PHONE      STAGE 3: CLAY WATERFALL    STAGE 4: HUBSPOT SYNC    STAGE 5: CALLABLE QUEUE
──────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────
HubSpot Query       →     Apollo People Match    →    Clay Enrichment       →   Update Phone Field   →    Prioritized CLI
phone = null/empty  →     (Name + Email + Org)   →    (Multiple Providers)  →   (API bulk update)    →    ICP Score Sort
lifecycle_stage     →     Return: Verified #     →    Return: Verified #    →   Mark: enriched_at    →    Intent Signals
!= 'customer'       →     Success Rate: 40-50%   →    Success Rate: 30-40%  →   (Contact & Company) →    Output: CSV + Chat
No Excluded Owner   →     (No cost)              →    (Find + Enrich)        →   Log completion       →    Time-to-dial: <5s
Golden Rules Pass   →                            →                          →                        →

Stage 1: Pull Leads Needing Phones

Stage 1: 提取需要补全电话号码的线索

HubSpot Query:

Criteria (ALL must match):
- phone IS NULL OR phone = '' (empty string)
- lifecyclestage != 'customer'
- NOT hubspot_owner_id IN (82625923, 423155215, 190030668)
  (Exclude AEs: Lex Evans, Ron Epstein, Phillip Sandler)

Golden Rules Hard Gate (SKIP if ANY match):
- first_conversion contains ['Pearl', 'setup', 'Connect', 'signup']
  (Existing product engagers — not cold prospects)
- company.device_count >= 1
  (Already owns equipment — likely existing relationship)
- is_channel = true
  (Channel partners excluded)
- engagement_overview contains ['Pearl', 'trial', 'demo', 'customer']
  (Existing touchpoints)

HubSpot查询条件：

Criteria (ALL must match):
- phone IS NULL OR phone = '' (empty string)
- lifecyclestage != 'customer'
- NOT hubspot_owner_id IN (82625923, 423155215, 190030668)
  (排除客户经理：Lex Evans, Ron Epstein, Phillip Sandler)

Golden Rules Hard Gate (SKIP if ANY match):
- first_conversion contains ['Pearl', 'setup', 'Connect', 'signup']
  (现有产品使用者 — 非冷线索)
- company.device_count >= 1
  (已拥有设备 — 可能存在现有合作关系)
- is_channel = true
  (渠道合作伙伴排除)
- engagement_overview contains ['Pearl', 'trial', 'demo', 'customer']
  (已有接触记录)

ATL/BTL Classification Gate (applied after Golden Rules)

ATL/BTL分类筛选（黄金规则后应用）

Classify each contact by job title using approved ATL/BTL definitions (see CLAUDE.md § ATL/BTL Classification v1.0):

ATL Title Keywords (budget authority — PRIORITY DIAL): Chief (CIO, CTO, CFO, COO) • VP (AVP, SVP, EVP) • President • Provost • Vice Provost • Superintendent • Director (of IT, Technology, Facilities, Academic Technology, Procurement, Materials Mgmt, Medical Education, Court Administration) • Dean • Court Administrator • Clerk of Court • City Manager • County Manager • Senior Pastor • Executive Pastor

BTL Title Keywords (no budget authority — LOWER PRIORITY): Technician • Specialist • Coordinator • Support • Administrator (Systems/Network/Database) • Engineer (AV/Network/Systems) • Operator • Instructor/Professor/Faculty • Designer • Assistant • Clerk (non-Court Admin) • Volunteer • Intern • Student • Resident • Help Desk

NEVER ATL — Auto-classify BTL regardless of other signals: 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

Gray Zone — Flag for manual review: Manager (AV/Facilities/IT) — ATL only if reports to Director+ AND has delegated budget >$25K Department Chair • Program Director • Director of Educational Technology

Tag each contact:

atl_btl_tier = 'ATL' | 'BTL' | 'GRAY'

Output: Unsorted list of 100+ contacts with:

contact_id (HubSpot)
first_name, last_name
email (primary business email)
company_name
hs_job_title
hubspot_owner_id, hubspot_owner_name
company.industry, company.num_employees, company.hs_lead_status
first_conversion (for Golden Rules check)

Tool:

hubspot_search_contacts

with filters applied

</Stage 1>

使用已认可的ATL/BTL定义，按职位头衔对每个联系人进行分类（参考CLAUDE.md § ATL/BTL Classification v1.0）：

ATL头衔关键词（拥有预算决策权 — 优先拨打）： Chief (CIO, CTO, CFO, COO) • VP (AVP, SVP, EVP) • President • Provost • Vice Provost • Superintendent • Director (of IT, Technology, Facilities, Academic Technology, Procurement, Materials Mgmt, Medical Education, Court Administration) • Dean • Court Administrator • Clerk of Court • City Manager • County Manager • Senior Pastor • Executive Pastor

BTL头衔关键词（无预算决策权 — 低优先级）： Technician • Specialist • Coordinator • Support • Administrator (Systems/Network/Database) • Engineer (AV/Network/Systems) • Operator • Instructor/Professor/Faculty • Designer • Assistant • Clerk (non-Court Admin) • Volunteer • Intern • Student • Resident • Help Desk

绝对归为BTL的头衔 — 无论其他信号如何： 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

灰色区域 — 标记需人工审核： Manager (AV/Facilities/IT) — 仅当汇报给Director及以上且拥有>25K美元的授权预算时归为ATL Department Chair • Program Director • Director of Educational Technology

为每个联系人添加标签：

atl_btl_tier = 'ATL' | 'BTL' | 'GRAY'

输出： 100+个未排序的联系人列表，包含以下字段：

contact_id (HubSpot)
first_name, last_name
email (主要工作邮箱)
company_name
hs_job_title
hubspot_owner_id, hubspot_owner_name
company.industry, company.num_employees, company.hs_lead_status
first_conversion（用于黄金规则检查）

工具： 应用筛选条件的

hubspot_search_contacts

</Stage 1>

Stage 2: Apollo Phone Lookup

Stage 2: Apollo电话号码查询

For each contact from Stage 1, run in parallel batches:

Input:  contact_id, first_name, last_name, email, company_name
        ↓
apollo_people_match(
  first_name: "{first_name}",
  last_name: "{last_name}",
  email: "{email}",
  organization_name: "{company_name}",
  domain: "{company_domain}",
  reveal_personal_emails: false
)
        ↓
Output: phone (mobile_phone or corporate_phone, verified)
        ↓
Match rate: 40-50% success (Apollo baseline)
        ↓
NO COST — Apollo is included free

Logic:

Apollo returns mobile_phone or corporate_phone (both acceptable for dial)
If phone returned: tag contact
```
apollo_phone_source = true
```
If no phone: move to Stage 3 (Clay waterfall)
Keep all results for final merge

Tool:

apollo_people_match

(batch parallel)

</Stage 2>

对Stage 1中的每个联系人，批量并行处理：

Input:  contact_id, first_name, last_name, email, company_name
        ↓
apollo_people_match(
  first_name: "{first_name}",
  last_name: "{last_name}",
  email: "{email}",
  organization_name: "{company_name}",
  domain: "{company_domain}",
  reveal_personal_emails: false
)
        ↓
Output: phone (mobile_phone or corporate_phone, verified)
        ↓
Match rate: 40-50% success (Apollo baseline)
        ↓
NO COST — Apollo is included free

逻辑：

Apollo返回mobile_phone或corporate_phone（均可用于拨号）
如果返回电话号码：为联系人添加标签
```
apollo_phone_source = true
```
如果未找到电话号码：进入Stage 3（Clay瀑布式补全）
保留所有结果用于最终合并

工具：

apollo_people_match

（批量并行）

</Stage 2>

Stage 3: Clay Waterfall Enrichment

Stage 3: Clay瀑布式数据补全

For contacts where Apollo returned NO phone, use Clay:

Option A: Company-level enrichment (recommended for speed)

find-and-enrich-contacts-at-company(
  companyIdentifier: "{company_domain}",
  contactFilters: {
    job_title_keywords: extracted from hs_job_title,
    locations: optional if available
  },
  dataPoints: {
    contactDataPoints: [
      { type: "Email" },
      { type: "Summarize Work History" }
    ]
  }
)

Then for contacts found, run

add-contact-data-points

to enrich phones:

add-contact-data-points(
  taskId: "{from find-and-enrich response}",
  dataPoints: [
    { type: "Custom", customDataPoint: "phone number from multiple providers" }
  ],
  entityIds: [extracted contact IDs]
)

Option B: Direct contact enrichment (if company approach yields few)

find-and-enrich-list-of-contacts(
  contactIdentifiers: [
    {
      contactName: "{first_name} {last_name}",
      companyIdentifier: "{company_domain}"
    }
  ],
  dataPoints: {
    contactDataPoints: [
      { type: "Custom", customDataPoint: "verified phone number" }
    ]
  }
)

Expected yield:

30-40% of Apollo misses will get phones via Clay
Combined success rate: 40-50% (Apollo) + 30-40% of remainder (Clay) ≈ 65-70% total

Cost: Clay credits consumed (monitor spend against monthly allocation)

Tool:

find-and-enrich-contacts-at-company

find-and-enrich-list-of-contacts

</Stage 3>

对Apollo未返回电话号码的联系人，使用Clay：

选项A：公司级数据补全（推荐，速度更快）

find-and-enrich-contacts-at-company(
  companyIdentifier: "{company_domain}",
  contactFilters: {
    job_title_keywords: extracted from hs_job_title,
    locations: optional if available
  },
  dataPoints: {
    contactDataPoints: [
      { type: "Email" },
      { type: "Summarize Work History" }
    ]
  }
)

然后对找到的联系人，运行

add-contact-data-points

补全电话号码：

add-contact-data-points(
  taskId: "{from find-and-enrich response}",
  dataPoints: [
    { type: "Custom", customDataPoint: "phone number from multiple providers" }
  ],
  entityIds: [extracted contact IDs]
)

选项B：直接联系人数据补全（如果公司级方法效果不佳）

find-and-enrich-list-of-contacts(
  contactIdentifiers: [
    {
      contactName: "{first_name} {last_name}",
      companyIdentifier: "{company_domain}"
    }
  ],
  dataPoints: {
    contactDataPoints: [
      { type: "Custom", customDataPoint: "verified phone number" }
    ]
  }
)

预期效果：

30-40%的Apollo未命中线索可通过Clay补全电话号码
总成功率：40-50%（Apollo）+ 剩余线索的30-40%（Clay）≈ 65-70%

成本： 消耗Clay积分 — 需监控月度预算内的支出

工具：

find-and-enrich-contacts-at-company

或

find-and-enrich-list-of-contacts

</Stage 3>

Stage 4: HubSpot Sync

Stage 4: HubSpot同步

For all contacts with verified phones (Apollo + Clay combined):

Batch update HubSpot contacts:
For each contact:
  UPDATE contact {contact_id}
  SET:
    phone = "{verified_phone}"
    phone_source = "apollo" OR "clay" (track origin)
    phone_verified_at = NOW()
    phone_waterfall_pass = true

Log event to company:
  ADD ACTIVITY: "Phone verified via Apollo/Clay waterfall"
  (Creates audit trail for Sales)

Sync strategy:

Use HubSpot API in batches (500 contacts per batch)
Tag with
```
phone_source
```
(apollo, clay, manual)
Tag with
```
phone_verified_at
```
timestamp
Log completion to deal/company object if linked

Tool: HubSpot REST API (contacts batch update) via

hubspot_contacts_update

or direct HTTP

</Stage 4>

对所有已获取验证电话号码的联系人（Apollo+Clay的结果）：

批量更新HubSpot联系人：
For each contact:
  UPDATE contact {contact_id}
  SET:
    phone = "{verified_phone}"
    phone_source = "apollo" OR "clay" (记录来源)
    phone_verified_at = NOW()
    phone_waterfall_pass = true

向公司记录添加活动日志：
  ADD ACTIVITY: "Phone verified via Apollo/Clay waterfall"
  (为销售团队创建审计追踪记录)

同步策略：

使用HubSpot API批量更新（每批500个联系人）
添加标签
```
phone_source
```
（apollo, clay, manual）
添加标签
```
phone_verified_at
```
时间戳
如果关联了交易/公司对象，记录完成状态

工具： 通过

hubspot_contacts_update

或直接HTTP调用的HubSpot REST API（联系人批量更新）

</Stage 4>

Stage 5: Callable Queue & Prioritization

Stage 5: 可呼叫队列与优先级排序

Build final output sorted by:

ATL/BTL Tier (primary): ATL contacts first, then GRAY, then BTL

ICP Vertical Score (secondary):

Higher Ed ..................... 90
Courts/Legal ................... 85
Government ..................... 80
Corporate AV ................... 80
Healthcare ..................... 75
Houses of Worship .............. 70
K-12 Schools ................... 65

Intent Signals (tertiary):
- Hiring active AV/IT roles: +15 points
- Recent facility expansion news: +10 points
- Tech stack shows obsolete AV (Extron, Matrox replacement signal): +12 points
- Published RFP or procurement event: +10 points
- Website mentions studio/control room/broadcast: +8 points
- Recent funding/acquisition: +5 points
Engagement Recency (quaternary):
- Touched within 30 days: top of queue
- Touched 31-60 days: middle
- No recent touch: bottom (but still callable)

Final Callable Queue Format:

═══════════════════════════════════════════════════════════════════════════════
CALLABLE QUEUE — Phone Waterfall Results
Generated: {timestamp} | Success Rate: {70-80%}
═══════════════════════════════════════════════════════════════════════════════

SUMMARY:
Total Leads Pulled:        {N}
Apollo Matches:            {X} ({X%})
Clay Enrichments:          {Y} ({Y%})
Total Verified Phones:     {X+Y} ({(X+Y)%})
HubSpot Updated:           {X+Y}
ATL Contacts:              {A} ({A%})
Gray Zone:                 {G} ({G%})
BTL Contacts:              {B} ({B%})

READY TO DIAL (sorted ATL first, then ICP score + intent):

 #  │ NAME              │ TIER │ TITLE            │ COMPANY           │ PHONE        │ ICP  │ VERTICAL     │ INTENT SIGNAL
────┼──────────────────┼──────┼──────────────────┼──────────────────┼──────────────┼──────┼──────────────┼─────────────────
  1 │ Jane Smith       │ ATL  │ VP IT/AV         │ Stanford Univ    │ (650)xxx-xxx │ 93   │ Higher Ed    │ New AV role + hiring
  2 │ Mike Johnson     │ ATL  │ Dir Technology   │ Federal Courts   │ (202)xxx-xxx │ 87   │ Courts/Legal │ Extron aging out
  3 │ Sarah Chen       │ GRAY │ Manager IT       │ UCSF Medical     │ (415)xxx-xxx │ 78   │ Healthcare   │ Facility upgrade
  4 │ David Lee        │ BTL  │ AV Technician    │ Cisco Corp       │ (408)xxx-xxx │ 82   │ Corp AV      │ Meeting room reno
  5 │ ...              │ ...  │ ...              │ ...              │ ...          │ ...  │ ...          │ ...

═══════════════════════════════════════════════════════════════════════════════
DIALER QUICK LINKS:
- Download CSV:        [queue.csv]
- Import to Dialpad:   [sync button]
- Import to Aircall:   [sync button]
- By Company:          [grouped view]
- By Vertical:         [vertical view]
- By ATL/BTL Tier:     [tier view]

NEXT STEPS:
1. Prioritize ATL contacts first (decision-makers with budget authority)
2. Review GRAY zone contacts for manual budget authority verification
3. Import to your dialpad tool
4. Dial 50+ per day, log outcomes, let Sales Engagement cadences trigger

═══════════════════════════════════════════════════════════════════════════════

Output formats:

Chat: Rich formatted table (above) with top 10-20 by ICP score
CSV download: Full queue with all data for import to dialpad/Aircall
By Vertical: Secondary view grouped by industry for vertical hunting
Integration: Link to import queue to Dialpad, Aircall, or sales engagement tool

Tool: Assemble from Stage 4 output, sort, format, and present

</Stage 5>

按以下规则构建最终输出并排序：

ATL/BTL层级（首要）： 先ATL联系人，再GRAY，最后BTL

ICP垂直领域分数（次要）：

Higher Ed ..................... 90
Courts/Legal ................... 85
Government ..................... 80
Corporate AV ................... 80
Healthcare ..................... 75
Houses of Worship .............. 70
K-12 Schools ................... 65

意向信号（第三）：
- 正在招聘AV/IT相关职位：+15分
- 近期有设施扩张新闻：+10分
- 技术栈显示AV设备过时（Extron、Matrox替换信号）：+12分
- 发布RFP或采购活动：+10分
- 网站提及工作室/控制室/广播：+8分
- 近期获得融资/收购：+5分
近期接触记录（第四）：
- 30天内有接触：队列顶部
- 31-60天内有接触：队列中部
- 无近期接触：队列底部（但仍可呼叫）

最终可呼叫队列格式：

═══════════════════════════════════════════════════════════════════════════════
CALLABLE QUEUE — Phone Waterfall Results
Generated: {timestamp} | Success Rate: {70-80%}
═══════════════════════════════════════════════════════════════════════════════

SUMMARY:
Total Leads Pulled:        {N}
Apollo Matches:            {X} ({X%})
Clay Enrichments:          {Y} ({Y%})
Total Verified Phones:     {X+Y} ({(X+Y)%})
HubSpot Updated:           {X+Y}
ATL Contacts:              {A} ({A%})
Gray Zone:                 {G} ({G%})
BTL Contacts:              {B} ({B%})

READY TO DIAL (sorted ATL first, then ICP score + intent):

 #  │ NAME              │ TIER │ TITLE            │ COMPANY           │ PHONE        │ ICP  │ VERTICAL     │ INTENT SIGNAL
────┼──────────────────┼──────┼──────────────────┼──────────────────┼──────────────┼──────┼──────────────┼─────────────────
  1 │ Jane Smith       │ ATL  │ VP IT/AV         │ Stanford Univ    │ (650)xxx-xxx │ 93   │ Higher Ed    │ New AV role + hiring
  2 │ Mike Johnson     │ ATL  │ Dir Technology   │ Federal Courts   │ (202)xxx-xxx │ 87   │ Courts/Legal │ Extron aging out
  3 │ Sarah Chen       │ GRAY │ Manager IT       │ UCSF Medical     │ (415)xxx-xxx │ 78   │ Healthcare   │ Facility upgrade
  4 │ David Lee        │ BTL  │ AV Technician    │ Cisco Corp       │ (408)xxx-xxx │ 82   │ Corp AV      │ Meeting room reno
  5 │ ...              │ ...  │ ...              │ ...              │ ...          │ ...  │ ...          │ ...

═══════════════════════════════════════════════════════════════════════════════
DIALER QUICK LINKS:
- Download CSV:        [queue.csv]
- Import to Dialpad:   [sync button]
- Import to Aircall:   [sync button]
- By Company:          [grouped view]
- By Vertical:         [vertical view]
- By ATL/BTL Tier:     [tier view]

NEXT STEPS:
1. 优先拨打ATL联系人（拥有预算决策权的决策者）
2. 审核GRAY区域联系人，人工确认其预算决策权
3. 将队列导入拨号工具
4. 每日拨打50+个线索，记录结果，触发销售触达序列

═══════════════════════════════════════════════════════════════════════════════

输出格式：

聊天界面： 富格式表格（如上），展示按ICP分数排序的前10-20个线索
CSV下载： 完整队列数据，可导入Dialpad/Aircall
按垂直领域分组： 按行业分组的二级视图，便于垂直领域获客
集成： 可直接将队列导入Dialpad、Aircall或销售触达工具的链接

工具： 基于Stage 4的输出结果，进行排序、格式化并展示

</Stage 5>

Reply-Scan Integration

回复扫描集成

Automated queuing from reply scans (10 AM, 1 PM, 3 PM):

When reply scans discover new leads with missing phone numbers:

These leads are automatically queued for the next scheduled phone waterfall run (Monday or Wednesday 6:15 AM)
Standard enrichment workflow applies (Apollo → Clay waterfall → HubSpot sync)

Urgent high-ICP lead handling:

For leads scoring 80+ ICP and deemed high-priority prospects, trigger an immediate single-contact Apollo lookup
If Apollo succeeds, append phone to contact record and add to current day's dial queue
If Apollo fails, hold for next scheduled waterfall run (standard workflow)

Logic:

IF reply_scan_found_lead AND lead.phone IS NULL
  IF lead.icp_score >= 80 AND lead.priority = 'high'
    → TRIGGER immediate apollo_people_match(lead)
    → IF success: append phone, mark urgent_dial = true
    → ELSE: queue for next waterfall run
  ELSE
    → Queue for next scheduled waterfall (Mon or Wed 6:15 AM)

This ensures urgent prospects get callable status same-day while maintaining efficiency of batch enrichment for standard leads.

自动队列同步（10:00、13:00、15:00）：

当回复扫描发现缺少电话号码的新线索时：

这些线索会自动加入下一次计划的电话号码瀑布式补全运行队列（周一或周三6:15）
应用标准补全流程（Apollo → Clay瀑布式补全 → HubSpot同步）

高ICP紧急线索处理：

对ICP分数80+的高优先级线索，触发即时的单联系人Apollo查询
如果Apollo成功，将电话号码添加至联系人记录并加入当日拨号队列
如果Apollo失败，留待下一次计划的瀑布式补全运行（标准流程）

逻辑：

IF reply_scan_found_lead AND lead.phone IS NULL
  IF lead.icp_score >= 80 AND lead.priority = 'high'
    → TRIGGER immediate apollo_people_match(lead)
    → IF success: append phone, mark urgent_dial = true
    → ELSE: queue for next waterfall run
  ELSE
    → Queue for next scheduled waterfall (Mon or Wed 6:15 AM)

这确保了紧急线索可在当日获得可呼叫状态，同时保持标准线索批量补全的效率。

Scheduled Automation

计划自动化

Cron: Every Monday & Wednesday 6:15 AM (UTC, or Tim's local timezone)

MONDAY MORNING SEQUENCE:
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → phone-verification-waterfall-skill (verify phones on refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

WEDNESDAY MORNING SEQUENCE (mid-week refresh):
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → bdr-v3-phone-waterfall-midweek (verify phones on mid-week refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

Why 6:15 AM Monday & Wednesday?

Monday: Sunday evening prospect research populates HubSpot with new prospects; 6:00 AM enrich ensures firmographic data is current; 6:15 AM phone verification catches those prospects while fresh; 6:30 AM velocity refresh gives Tim complete picture before first calls
Wednesday: Mid-week lead refresh captures newly added prospects from Tue-Wed research; ensures stable of callable leads remains 50+ through week; separate task (
```
bdr-v3-phone-waterfall-midweek
```
) allows independent scheduling and monitoring

Operational notes:

If phone waterfall takes >8 min, send Slack alert (indicates API slowness or large backlog)
Log success rate to dashboard (aim for 65%+ total verified)
If Apple/Apollo API rate limits hit, queue and retry with exponential backoff
On error: skip Clay enrichment and return Apollo-only results (better to have some phones than none)

</workflow> <dependencies>

Cron表达式： 每周一和周三6:15（UTC或Tim的本地时区）

MONDAY MORNING SEQUENCE:
6:00 AM  → bdr-v3-prospect-enrich（刷新潜在客户公司数据）
6:15 AM  → phone-verification-waterfall-skill（对刷新后的数据进行电话号码验证）
6:30 AM  → bdr-v3-prospect-refresh（刷新交易活跃度指标）

WEDNESDAY MORNING SEQUENCE (mid-week refresh):
6:00 AM  → bdr-v3-prospect-enrich（刷新潜在客户公司数据）
6:15 AM  → bdr-v3-phone-waterfall-midweek（对周中刷新的数据进行电话号码验证）
6:30 AM  → bdr-v3-prospect-refresh（刷新交易活跃度指标）

为何选择周一和周三6:15？

周一： 周日晚上的潜在客户调研会向HubSpot添加新线索；6:00的数据补全确保公司数据最新；6:15的电话号码验证可及时处理这些新线索；6:30的活跃度刷新让Tim在首次呼叫前掌握完整信息
周三： 周中线索刷新捕获周二至周三新增的潜在客户；确保可呼叫线索队列始终保持50+；独立任务（
```
bdr-v3-phone-waterfall-midweek
```
）支持独立调度和监控

操作注意事项：

如果电话号码瀑布式补全耗时超过8分钟，发送Slack警报（表明API缓慢或存在大量待处理任务）
将成功率记录至仪表盘（目标65%+总验证率）
如果触发Apple/Apollo API速率限制，将任务加入队列并使用指数退避重试
出错时：跳过Clay数据补全，仅返回Apollo的结果（有部分电话号码总比没有好）

</workflow> <dependencies>

Required MCP Tools

所需MCP工具

Epiphan CRM (primary data source)

Epiphan CRM（主数据源）

```
hubspot_search_contacts
```
— Pull leads with phone = null, apply Golden Rules filters
```
hubspot_get_contact
```
— Retrieve full contact details if needed
```
crm_search_customers
```
— Check company against Epiphan customer database (device_count, channel flag)

```
hubspot_search_contacts
```
— 提取phone=null的线索，应用黄金规则筛选
```
hubspot_get_contact
```
— 必要时获取完整联系人详情
```
crm_search_customers
```
— 检查公司是否在Epiphan客户数据库中（device_count、渠道标记）

Apollo (phone verification stage 2)

Apollo（电话号码验证Stage 2）

```
apollo_people_match
```
— Look up person by name + email + company, return verified phone
(No cost — included in Apollo plan)

```
apollo_people_match
```
— 通过姓名+邮箱+公司查询联系人，返回已验证的电话号码
(无额外成本 — 包含在Apollo套餐中)

Clay (phone waterfall stage 3)

Clay（电话号码瀑布式补全Stage 3）

```
find-and-enrich-contacts-at-company
```
— Batch enrich by company + job title filters
```
add-contact-data-points
```
— Add custom phone data point to enrich results
```
find-and-enrich-list-of-contacts
```
— Enrich specific contacts by name + company
```
get-existing-search
```
— Poll for async enrichment results
(Costs Clay credits — monitor spend)

```
find-and-enrich-contacts-at-company
```
— 按公司+职位头衔筛选批量补全
```
add-contact-data-points
```
— 为补全结果添加自定义电话号码字段
```
find-and-enrich-list-of-contacts
```
— 通过姓名+公司补全特定联系人
```
get-existing-search
```
— 轮询异步补全结果
(消耗Clay积分 — 需监控支出)

HubSpot API (sync stage 4)

HubSpot API（同步Stage 4）

```
hubspot_contacts_update
```
(batch via REST API) — Write verified phones back to HubSpot
Or native HubSpot bulk import if preferred

```
hubspot_contacts_update
```
（通过REST API批量更新）—— 将已验证的电话号码写回HubSpot
或使用原生HubSpot批量导入（如果偏好该方式）

Sibling Skills & Related Tasks Referenced

关联的兄弟技能与任务

```
prospect-research-to-cadence-skill
```
— Lead quality gates, Golden Rules filter, ICP scoring
```
sales-revenue-skill
```
— ICP vertical definitions, intent signal weighting
```
hubspot-revops-skill
```
— HubSpot bulk operations, contact filtering patterns, owner ID mapping
```
CLAUDE.md § ATL/BTL Classification v1.0
```
— Approved title keyword patterns for ATL/BTL/Gray classification (2026-03-17)

```
prospect-research-to-cadence-skill
```
— 线索质量筛选、黄金规则过滤、ICP评分
```
sales-revenue-skill
```
— ICP垂直领域定义、意向信号权重
```
hubspot-revops-skill
```
— HubSpot批量操作、联系人筛选规则、所有者ID映射
```
CLAUDE.md § ATL/BTL Classification v1.0
```
— 已认可的ATL/BTL/Gray分类头衔关键词规则（2026-03-17）

Upstream & Downstream Scheduled Tasks

上下游计划任务

```
bdr-v3-prospect-enrich
```
— Monday 6:00 AM firmographic refresh (runs before phone waterfall)
```
bdr-v3-phone-waterfall-midweek
```
— Wednesday 6:15 AM mid-week phone verification run (NEW)
```
bdr-v3-prospect-refresh
```
— Monday 6:30 AM velocity refresh (runs after phone waterfall)

```
bdr-v3-prospect-enrich
```
— 周一6:00的公司数据刷新（在电话号码瀑布式补全前运行）
```
bdr-v3-phone-waterfall-midweek
```
— 周三6:15的周中电话号码验证任务（新增）
```
bdr-v3-prospect-refresh
```
— 周一6:30的活跃度刷新（在电话号码瀑布式补全后运行）

External Dependencies

外部依赖

HubSpot API: Contact search + bulk update
Apollo API: People match (no additional cost)
Clay API: Waterfall enrichment (requires active subscription + available credits)
Dialpad/Aircall API: Optional integration for direct dial queue sync

HubSpot API： 联系人搜索+批量更新
Apollo API： 联系人匹配（无额外成本）
Clay API： 瀑布式补全（需有效订阅+可用积分）
Dialpad/Aircall API： 可选集成，用于直接同步拨号队列

Estimated Monthly Cost

月度预估成本

Apollo: $0 (included)
Clay: $150-300 depending on contacts enriched (monitor waterfall stage)
HubSpot: Already in use
Total variable: ~$200-300/month (Clay credits)

</dependencies>

<scheduled_automation>

Task IDs:

```
bdr-v3-phone-waterfall
```
(Monday 6:15 AM run)
```
bdr-v3-phone-waterfall-midweek
```
(Wednesday 6:15 AM run)

Trigger: Recurring, every Monday & Wednesday at 6:15 AM (user's local timezone)

Slack Notification on Completion:

✅ Phone Waterfall Complete (Mon 6:15 AM)
   Pulled:       {N} leads
   Verified:     {X+Y} phones ({%})
   HubSpot Sync: ✓
   Queue:        Ready to dial
   Leads/hour:   {rate}

On Error:

⚠️ Phone Waterfall Partial (Mon 6:15 AM)
   Apollo completed ({X%})
   Clay failing — check credits
   Manual action: Continue with Apollo-only queue

</scheduled_automation>

Apollo： $0（已包含）
Clay： $150-300，取决于补全的联系人数量（需监控瀑布式补全阶段）
HubSpot： 已在使用中
总可变成本： ~$200-300/月（Clay积分）

</dependencies>

<scheduled_automation>

任务ID：

```
bdr-v3-phone-waterfall
```
（周一6:15运行）
```
bdr-v3-phone-waterfall-midweek
```
（周三6:15运行）

触发条件： 每周一和周三6:15（用户本地时区）重复运行

完成时的Slack通知：

✅ Phone Waterfall Complete (Mon 6:15 AM)
   Pulled:       {N} leads
   Verified:     {X+Y} phones ({%})
   HubSpot Sync: ✓
   Queue:        Ready to dial
   Leads/hour:   {rate}

出错时的通知：

⚠️ Phone Waterfall Partial (Mon 6:15 AM)
   Apollo completed ({X%})
   Clay failing — check credits
   Manual action: Continue with Apollo-only queue

</scheduled_automation>

Reference: Golden Rules Filter

参考：黄金规则筛选

These are hard gates — if ANY condition matches, skip the contact entirely:

Condition	Value	Action
`lifecyclestage`	'customer'	SKIP
`first_conversion`	contains 'Pearl' OR 'setup' OR 'Connect'	SKIP
Company `device_count`	>= 1	SKIP
Company `is_channel`	true	SKIP
`hubspot_owner_id`	82625923, 423155215, 190030668	SKIP (AEs: Lex Evans, Ron Epstein, Phillip Sandler)

Rationale:

Customers are in a different sales motion (success, upsell, retention)
Product engagers are warm leads for a different sequence
Device owners are existing relationships or renewals
Channel partners have their own sales process
AE-owned leads belong to Account Executives (no BDR lead theft)

</Golden Rules>

以下为硬性拦截条件 — 只要满足任意一条，即跳过该联系人：

条件	值	操作
`lifecyclestage`	'customer'	SKIP
`first_conversion`	包含'Pearl' OR 'setup' OR 'Connect'	SKIP
Company `device_count`	>= 1	SKIP
Company `is_channel`	true	SKIP
`hubspot_owner_id`	82625923, 423155215, 190030668	SKIP (客户经理：Lex Evans, Ron Epstein, Phillip Sandler)

理由：

客户属于不同的销售流程（成功续约、交叉销售、留存）
产品使用者属于暖线索，适用于其他触达序列
设备所有者已有合作关系或需续约
渠道合作伙伴有独立的销售流程
客户经理的线索归属于对应客户经理（避免BDR占用）

</Golden Rules>

Example: Phone Waterfall in Action

示例：电话号码瀑布式补全运行流程

Monday 6:15 AM kick-off:

INPUT: HubSpot query finds 247 contacts with phone = null and meeting Golden Rules

APOLLO STAGE (2 min):
  Batched 247 into 5 parallel requests
  Success: 118 phones verified (47.8%)
  → Synced 118 to HubSpot immediately
  → Remaining: 129 needs Clay

CLAY STAGE (4 min):
  Batched 129 into company+title groups
  Ran find-and-enrich-contacts-at-company for each company
  Waterfall returned phones for 41 additional contacts (31.8%)
  → Synced 41 to HubSpot
  → Final miss: 88 (no phone found)

SYNC STAGE (30 sec):
  HubSpot batch updated 159 contacts (118 Apollo + 41 Clay)
  Tagged phone_source = 'apollo' or 'clay'

QUEUE STAGE (30 sec):
  Sorted 159 by ICP score (Higher Ed first, K-12 last)
  Output: Callable queue ready for 50+ dials

TOTAL TIME: 7 min 30 sec | CALLABLE: 159 verified | SUCCESS: 64.4%

周一6:15启动：

INPUT: HubSpot查询找到247个满足黄金规则且缺少电话号码的联系人

APOLLO阶段（2分钟）：
  将247个联系人分5组并行请求
  成功：118个电话号码已验证（47.8%）
  → 立即同步118个至HubSpot
  → 剩余129个进入Clay阶段

CLAY阶段（4分钟）：
  将129个联系人按公司+职位分组
  对每个公司运行find-and-enrich-contacts-at-company
  瀑布式补全为41个额外联系人找到电话号码（31.8%）
  → 同步41个至HubSpot
  → 最终未找到：88个（无电话号码）

同步阶段（30秒）：
  HubSpot批量更新159个联系人（118个来自Apollo +41个来自Clay）
  标记phone_source = 'apollo'或'clay'

队列阶段（30秒）：
  按ICP分数对159个联系人排序（高等教育优先，K-12最后）
  输出：可呼叫队列已准备就绪

总耗时：7分30秒 | 可呼叫：159个已验证 | 成功率：64.4%