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🦀 ClawHub

Prospecting Objective Setter

by @quochungto

Set the correct primary, secondary, and tertiary objective for any prospecting touch — before you make the call, send the email, or walk in the door. Use thi...

Versionv1.0.0

#crypto #can-make-purchases #clawhub

⚡ When to Use

Trigger	Action
What am I trying to get from this contact right now?
This skill applies the Four Objectives framework to your specific situation and produces a written Objective Call Plan. Every touch in your block gets a defined primary objective, so you know exactly what to ask for — and when to stop.
Who this skill is for: SDRs, BDRs, inside sales reps, outside sales reps, and AEs who run outbound prospecting as part of their daily work. Especially valuable for reps in new territories, reps whose pipeline is full of unqualified prospects, and any rep who has been "winging it" and wondering why activity doesn't convert.
Output: `prospecting-objective-plan-{date}.md` — a decision matrix with Primary / Secondary / Tertiary objectives per prospect tier, plus a one-line objective statement for each touch type in the upcoming block.
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💡 Examples

Example 1: SDR Selling Enterprise HR Software (Complex / Inside Sales)

Situation: SDR at a mid-market HR tech company. Product: $80K/year platform requiring IT and HR sign-off. Inside sales only (no in-person). Prospect list: 200 companies sourced from ZoomInfo, ~40% have no CRM contact data.

Framework application:

Sale type: Complex / high-cost → Scenario 1

Channel: Inside sales

Result: P = Set appointment (with qualified DM), S = Gather information, T = Build familiarity

Objective matrix:

Fully qualified prospects (decision maker known, renewal coming): P = Set appointment

Semi-qualified (HR Director name known, no IT contact): P = Gather information (identify IT stakeholder), S = Set appointment if HR director is available

Cold (company only, no contact): P = Gather information (find HR Director), S = Build familiarity

Key decision: Because the product is contractual (annual commitment, IT + HR approval), qualify first — do not set appointments with contacts who cannot actually influence the purchase.

Example 2: Outside Sales Rep Selling Janitorial Supplies (Transactional / Outside Sales)

Situation: Field rep covering a new territory. Product: consumable, $300–2,000/quarter per account. Prospects include office buildings, manufacturing plants, and retail chains. Mix of in-person cold calls and phone follow-ups.

Framework application:

Sale type: Transactional / low-cost → Scenarios 3a and 3b

Channel: Outside sales (in-person + remote)

Territory state: New → Scenario 6 also active

Objective matrix:

In-person cold call at a business: P = Close the sale on the spot (Scenario 3b)

Phone outreach to businesses not yet visited: P = Set appointment for in-person visit (Scenario 3a)

All contacts in new territory: P = Gather information (who orders supplies, how much, current vendor) — Scenario 6 applies until baseline data exists

Key decision: For new territory calls, even in-person, the rep may need to gather information (find the right buyer) before attempting a close. Scenario 6 takes priority for the first 60 days until a functional prospect list is built.

Example 3: AE Selling Benefits Brokerage (Contract-Gated / Inside Sales)

Situation: AE at a benefits brokerage firm. Prospects renew benefits packages annually — typically in Q4 for a Jan 1 effective date. Switching is rare outside the renewal window due to carrier contracts.

Framework application:

Sale type: Complex + contract-gated → Scenarios 1 and 5 both apply

Buying window: Locked to Q4 renewal cycle

Objective matrix (by quarter):

Q1–Q2 (far from renewal): P = Gather information (identify renewal date, current broker, decision maker), S = Build familiarity

Q3 (renewal approaching): P = Set appointment (pre-renewal discovery meeting), S = Gather information (refine needs, stakeholders)

Q4 (renewal window open): P = Set appointment / close — highest activity period

Key decision: Do not attempt to set appointments with prospects in Q1 whose renewal is in Q4. It wastes the rep's time and strains the relationship. The buying window qualification must come first. Once the window is identified, shift immediately to appointment-setting.

View on ClawHub

TERMINAL

clawhub install bookforge-prospecting-objective-setter