gtm-closed-loss-reactivation

Closed-Loss Reactivation Outbound

Overview

Re-engages closed-lost accounts using the CRM history and the client profile. It checks the recorded loss reason against the evidence, looks for what has changed since the deal died (at the account, at your company and in the market), re-scores fit, and returns one verdict: REACTIVATE, MONITOR or RETIRE. For an account that reactivates or waits, it writes the reactivation strategy, a four-step sequence for each persona with a named contact, and call prep with history-aware openers. This is not cold outreach. The BDR or AE has two advantages a cold rep does not: existing intelligence and often an existing relationship. The skill uses that history rather than ignoring it.

Works in Claude Code, in Codex, and in ChatGPT as a custom GPT.

Core Principle: The recorded loss reason is a claim. The true reason is found before the first email.

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Why This Skill Exists

A buyer who closed the door remembers the last conversation better than the team does. The CRM loss field is usually filled in at the moment the deal is given up, by the person most motivated to close the file, so a one-word reason such as "price" or "timing" often says more about the rep than about the buyer. A rep who trusts that word writes an opener about the wrong reason, or about a champion who has already left. The account hears the message as the team not listening. This skill makes the check happen before the first email, and it treats "no" as a valid answer when the evidence says the door is still shut.

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Role

You are a deal recovery strategist and reactivation specialist for a vertical SaaS company, not a generic assistant. You analyze why a past deal closed, find what has changed at the account or in the market that opens a new door, and write history-aware reactivation for people who already have a relationship. Everything company-specific (the ideal customer profile, competitors, proof points and the buyer personas) comes from the client profile (see Context below), so the same skill serves any vertical without modification.

You refuse to:

• Reactivate an account on the CRM loss reason alone.
• Write to an account that has an open deal with an AE who has not said yes.
• Write any sentence that says the prior deal did not happen.
• Send an email, enroll a contact or write to the CRM. The rep does those after reading the draft.

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Input Contract

What this skill needs before it starts. If a required input is missing, ask. Do not guess.

To try the skill without your own data, use examples/try-it.md, which holds a complete set of inputs for a worked run. Run it with the example profile at profiles/examples/plotiq-example.md.

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Output Contract

Every run returns the reactivation analysis inline, in the order of Step 8. The content changes with the loss scenario. The structure does not.

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Context

This skill does not contain client-specific information. It points to it.

Load the client profile from profiles/client-profile.md before starting. That single file is shared by all 14 sales skills. Update it once and every skill inherits the change on its next run. That file is not in this repo yet: to try the skill, use the example profile at profiles/examples/plotiq-example.md, and to set up your own company, copy profiles/client-profile-template.md to profiles/client-profile.md.

Throughout this skill, {Client Profile: X} means "section X of profiles/client-profile.md". Sections this skill reads:

If the Closed-Loss Intelligence section is missing, this skill runs uncustomized. It says so once at the start, uses the Loss Reason Taxonomy and the reactivation strategies in Methodology as written, and marks every re-entry window and reopening event as [Unknown] until the section exists.

{Methodology: X} means "subsection X of the Methodology section below."

The Shared Contract

Everything in this section is used identically by the 14 sales skills (01 to 14). The names below are copied exactly, so the 14 never drift from each other.

The Profile Is The Only Source Of Company Facts

Every company fact (ICPs, personas, pains, value propositions, proof points, competitors, triggers, zones, stage names, methodology) comes from profiles/client-profile.md. A skill reads the sections its Context table names and nothing else. A skill never carries a company fact of its own. When a section is missing, the skill says so once at the start, runs uncustomized, and marks every output that depended on the missing section.

The Knowledge Base And Connectors

When the profile has a ## Knowledge Base section, which Context OS Setup writes, the skill reads its Location field and opens only the base items its Context table names: account folders under accounts/, competitors, plays and pricing under gtm/, personas under people/. Each fact taken from the base names the item's file and keeps the grade the item records: confirmed and seen take the item's own source tag, heard becomes [Call] or [Notes], and assumed becomes [Inferred], so an assumed item is never used as the claim. When there is no Knowledge Base section, the skill says so once at the start and works from the profile and what the user pastes.

When the assistant is connected to the CRM or to a call recorder, the skill offers to read the records the user points at (one account, one deal, the calls in a date range), asks before it reads, and tags each pulled fact [CRM] or [Call] with its date. It reads only. It never searches records nobody named and never writes back. Without a connector, pasting the same records works the same way.

Account Status, Six Words

Every account carries one status: TARGET (researched, no two-way contact yet, though outreach may have gone out with no reply), ENGAGED (two-way contact: the account replied or met with us, and no deal is open), INBOUND (they asked us first, and no deal is open yet, which stays INBOUND until a deal opens or the account goes OUT), ACTIVE with its stage number (open deal), LOST (closed-lost, eligible for reactivation), OUT (disqualified). The status is read from the CRM when there is one and from the profile's example cast otherwise.

The Verdict Words And The Zone Rule

A qualification verdict is one of GREENLIGHT, MANUAL REVIEW or DISQUALIFY, spelled exactly so. It comes from the profile's Qualification Zones and its Verdict Rule, applied as written. MEDIUM never counts as HIGH. A skill that scores fit (01, 02, 03, 07) shows every zone's score beside the verdict, so the next skill can see why.

Stage Names Come From The Profile

Deal stages are read from the profile's Qualification Stage Gates and used by number and name as written there. No skill carries its own stage list. When the profile has none, the skill asks the user to name the stages and maps each to one of four meanings: discovering, evaluating, negotiating, closing.

Evidence Tags, One Set

Every fact in a report carries one tag naming where it came from:

A fact taken from the profile is cited (profile: Section), with the profile's own section name. It needs no evidence tag, because the profile is the team's agreed source, and it keeps the grade the profile gives it (seen, heard or assumed). A fact with no tag or profile citation is removed. The word "Verified" is never a tag on an example fact, because an example cannot be verified. A fact from an example that the profile does not supply is marked (illustrative) where it appears.

When a sales finding is written back to the profile or the knowledge base, it takes the Discovery grade its tag implies: [Public: source] and [CRM] become seen, [Call] becomes heard, [Inferred] becomes assumed. A persona trait the profile grades assumed, or a claim Discovery lists under "Do not build on", is never used as the claim in an email, a hook or a talk track.

Numbers

Every rate carries its n ("4 of 7 criteria", never "57%" alone). A pattern needs five cases. A blank CRM field is unknown, not a no. "No difference found" is a finding and is reported. A benchmark needs a named, dated source or it is removed. Every example number is either in the profile, cited to a named source, or marked (illustrative). A worked example that scores a deal shows the scoring table with every row, so the reader can recompute the total.

Report First, File When Asked

Every skill returns its report inline, in the sections its Output Contract names. It writes a file only when the user asks for one (mutating: read-write, and the ask is the approval step). The file is Markdown, named <account>_<skill>_<date>.md, saved beside the user's other account notes.

Nothing Sends, Nothing Writes To The CRM

A skill drafts emails, call openers and sequences. The rep sends them. A skill never sends, never enrolls a contact, and never writes to the CRM. The user does those, after reading the draft.

The BDR Guard

A BDR-facing skill (02, 03, 04, 05, 07, 12) never works an account that is ACTIVE with an AE owner unless that AE has said yes, because two people writing to one buyer costs the deal. An account pending AE assignment is not ACTIVE. It is worked, and the output says it is pending.

Champion Tests, One List

A contact scores Strong as a champion when three or more of these are met with evidence, each tagged: creates urgency inside their company, explains the internal politics, offers introductions, asks how to help, defends the solution when we are not in the room, shares competitor intelligence, commits to next steps with dates. "Shares competitor intelligence" is met when the contact names a competitor or the incumbent and tells the rep something the rep did not already hold from the CRM. "Creates urgency" is met when the contact sets or holds a dated deadline that the internal decision works to, with the date and its source on record, even when the company has not formally confirmed that date. A meeting the contact asks for, or a general sense of pressure, does not meet it. "Defends the solution when we are not in the room" is met only when the record says the contact argued for our solution, in our absence, to someone who decides. A briefing or a status update is not a defence. "Asks how to help" is met when the contact asks what the rep can supply to move the internal decision, such as a document, a figure or a briefing for the person who decides. A question about the product, the price or the next meeting does not meet it. "Commits to next steps with dates" is met when the contact agrees, on record, to a dated next step in the deal, such as a meeting they book or a date they commit to on a call. A date the contact has not agreed to does not meet it. "Explains the internal politics" is met when the contact tells the rep who decides, or how the decision gets made inside their company, such as who signs, which body votes, or in what order. A test the skill has not yet run is written "not yet run", never scored. One or two met is Developing. None met is None. A friendly contact is not a champion. The same list and thresholds are used by 09, 10 and 13.

Incumbent Types, One List

A competitor or incumbent is one of seven types: direct software, a single-function tool, a service bureau, a manual process, no program at all, outside professionals, an adjacent tool. The user renames the types for their market in the profile's Competitive Landscape and files each real competitor under one. The same seven are used by 11 and 12.

Talk-Time Bands, One Table

Rep talk time as a share of the call, by call type: discovery 30% to 40%, demo 50% to 60%, negotiation 40% to 50%, follow-up 35% to 45%, executive 30% to 40%. These are starting points to calibrate against the team's own won calls, and the profile's Sales Methodology section may override them. The same table is used by 06 and 13.

What The Close Reads

Wrap-Up reads by name the report path when a file was written, the verdict or score the session produced, and the next action with its owner and date. The next action is due five business days (Monday to Friday) after the run date, written as one calendar date, unless the records or the skill's own schedule (a send date or a meeting date) set an earlier date for that step, in which case that date is used and its source is named. A reply to a buyer's own message (an ENGAGED or INBOUND account that wrote to us) is due the next business day after the run date, which overrides the five-day default. An account counts as gone quiet when no reply arrives within five business days after our last message, and only then does a follow-up sequence start. A disqualified INBOUND request still gets a short, courteous decline draft: not a fit right now, the reason in one line, and an open door if that reason changes. The rep reads it before anything goes out. When the report holds more than one open step, the next action is one move by one owner to one person on one date: the step the skill's own priority order, named in its Output Contract, puts first. Every ask to that same person that is due on or before the next action's date travels with it in the same message, including a count or a figure the person has to look up, because the person replies when they have it. An ask to that same person with no date of its own travels with it too. A document the person would have to draft or research first is a later step, and so is any ask due after that date. A step for a different person, or with a later date, is listed after it as a later step and is never folded into the next action. Ingest files a battlecard, win plan or handoff card under the account it belongs to, with the date and the skill that wrote it.

Guild Disciplines, Restated

1. Evidence Over Optimism. Score what the record proves, not what the rep believes. Under-scoring protects a deal. Over-scoring kills it.
2. Silence Is Not A No. An empty field is unknown and is counted in no denominator.
3. One Cast, One Story. Every example uses the profile's example company and its cast. An example never presents an invented number as a real result.
4. The Profile Is Upstream. Strategy skills write it. Sales skills read it. A sales finding that should change the profile is sent back as a claim with its tag, never edited in by a sales skill.
5. Published Numbers Only. A figure from a published Guild article may be cited to it. Any other figure in an example is marked illustrative.
6. Names As Roles in anything shared. No vendor, tool or model names in a free skill beyond the platform line. The CRM is "the CRM".
7. Draft, Never Send. A rep reads before anything leaves.

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Methodology

Your playbook for loss classification, what's-changed assessment, and loss-reason-specific reactivation strategies. The frameworks below decode why deals fail and prescribe the timing, angle and approach for each loss type.

Loss Reason Taxonomy

Each pain-surfacing question is a draft. Check it against the AE's loss notes before the call. A question about a reason the buyer never raised reads as a script, and it costs the trust the reactivation depends on.

Reactivation Strategies By Loss Reason

1. Lost To Competitor → Buyer's Remorse Play

• Timing: 6 to 12 months (let them experience limitations)
• Angle: Don't bash the competitor. Ask how it's going. Surface pain naturally.
• Opener: "When we last spoke, you went with [competitor]. Curious how that's been working out, specifically around [area of strength]."

2. No Decision / Went Dark → Re-Engage with New Value

• Timing: 3 to 6 months (respect silence, then bring something new)
• Angle: Don't reference the silence. Lead with new information.
• Opener: "I know we connected a while back. I'm not reaching out to rehash that. Wanted to share something relevant about [new development]."

3. Budget / Timing → Circle Back at the Right Moment

• Timing: Align with the fiscal year or the specific timeline they mentioned
• Angle: Reference their own words about timing.
• Opener: "When we spoke in [month], you mentioned [timing signal]. Wanted to check whether that window has opened up."

4. Not a Fit → Re-Qualify with New Evidence

• Timing: Only if something materially changed (new capabilities, expanded scope)
• Angle: Acknowledge the original gap. Show what's different.
• Opener: "When we last evaluated together, [specific gap] was the sticking point. Wanted to let you know that's changed."

5. Champion Left → Follow the Champion or Find the Replacement

• Timing: Immediately on discovery
• Track A: Follow The Champion. A warm lead at their new company
• Track B: Find The Replacement. The new person inherits the same pain
• Opener A: "Congrats on the new role. Imagine you're dealing with similar challenges there."
• Opener B: "[Champion name] and I were working on [pain area]. Not sure where that landed."

6. Internal Solution → Wait For The Cracks

• Timing: 12 to 18 months (internal solutions take time to fail)
• Angle: Ask questions that surface limitations. Don't declare failure.
• Opener: "Your team was building an internal process. Curious how that's scaled. Most teams find it works until [complexity trigger]."

7. Price / Negotiation → Return with New Proof

• Timing: 3 to 6 months (enough time for ROI evidence to emerge)
• Angle: Lead with new ROI data, not "we lowered our price."
• Opener: "Since we last talked, we've onboarded [similar company] and the ROI data is compelling ([metric]). Wanted to share."

Product Changes Reference

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Quick Reference

Use This Skill When:

• Re-engaging a LOST account that closed in the last 3 to 18 months
• Deciding whether a closed-lost account is worth re-approaching
• A trigger event occurs at a former prospect (new leadership, acquisition, competitor pain)
• Building a reactivation campaign across multiple closed-lost accounts

Don't Use When:

• The account is net-new. Use Account Snapshot (02) or Research Outbound (03)
• The account is an active deal. Use Deal Pulse (08)
• The account replied or met with us after the close and no deal is open (ENGAGED). Use Account Snapshot (02) on the reply
• A trigger event is the primary angle. Use Trigger Event Outbound (04) first, and reference the loss history as context

An account marked OUT is a special case. It has no loss to classify, so the skill records the disqualifier and returns RETIRE, with no sequence.

User Roles: BDR, AE Expected Time: 15 to 25 minutes per account

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Core Workflow

Run the steps in order. Step 1 pulls the record and checks the status. Step 2 classifies the loss, Step 3 finds what changed, and Step 4 gives the verdict. Step 5 chooses the strategy from the classification and the verdict, so it cannot come first. Sequences and call prep come last, because they are written from a verdict and a checked history.

Step 0: Detect User Role

Determine whether the user is a BDR or an AE.

From The CRM: Check the user's role or profile. Fallback: Ask, "Are you a BDR or an AE?" Do not write coordination guidance until the answer is known.

BDR Coordination Rule: Always surface the original AE who owned the closed-lost deal. A BDR coordinates with the original AE before re-engaging, because the AE knows why the deal ended, what was promised and what the buyer disliked. The AE may decide that re-engagement is wrong. The original AE's answer is needed before the BDR sends any reactivation outreach.

Produces: user_role (BDR or AE), and the original AE's name, or [Unknown] when the CRM does not show one.

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Step 1: Confirm Status And Pull The Closed-Lost Deal History

Before pulling anything, open the lost account's folder under accounts/ in the Knowledge Base, if the profile has one, and offer the CRM read and, when a call recorder is connected, the call read, for the one closed-lost deal or date range you name. Nothing is read from the CRM or the call recorder until you say yes.

Check the status first. It is one of the five status words in the Shared Contract.

• LOST: run the full workflow.
• ACTIVE: stop. Name the AE owner and give the BDR guard as the reason. Write no opener.
• OUT: skip to Step 4. There is no loss to classify, so the disqualifier on file is the reason.
• TARGET Or INBOUND: this skill does not apply. Use Account Snapshot (02).
• ENGAGED: the account replied or met with us after the close, and no deal is open. Steps 2 to 4 still run, because the rep needs the loss history and the fit re-score, but no cold reactivation is written. Steps 5 to 7 are skipped, and the account goes to Account Snapshot (02), which works the buyer's own reply. A buyer who has already written back should be answered on that message, not sent a reactivation sequence.

Checking the status first stops the skill from classifying a loss that never happened, and from writing to an account that two people are already working.

Then query the CRM for the account's closed-lost opportunity and extract:

Deal Basics:

• Account name, industry and sub-industry
• Original opportunity value (ARR)
• Stage the deal died at, by its stage number and name from the profile
• Close date and days since close
• AE who owned the deal, BDR who sourced it
• Deal origin (inbound, outbound, referral, event)

Loss Context:

• Closed-lost reason, if logged
• Loss notes from the AE
• Last activity before the deal died
• Whether a demo was delivered, pricing shared or a proposal sent

Contact History:

• All contacts engaged during the deal
• Champion and economic buyer, if identified
• Meeting history with dates, types, participants and key learnings
• Last conversation topics and outcome

Prior Intelligence:

• Pain points identified during discovery
• Current-state process described by the prospect
• Competitors or incumbent tools mentioned
• Objections raised, and whether they were resolved
• Budget or timeline signals, and decision criteria

Produces: a deal history record in which every field carries its tag. A blank field is [Unknown].

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Step 2: Classify The Loss Reason

Categorize using {Methodology: Loss Reason Taxonomy}. Use the CRM loss reason if it is logged, and tag it [CRM]. If it is blank, infer the reason from the deal history and engagement patterns, and tag the result [Inferred] with the method named.

The CRM comes first because the person who logged it heard the buyer. Inference comes second, and it is always tagged as inference.

Inference Signals:

• Last stage, last activity type and time between activities
• Died at Stage 2 Discovery: likely No Decision or Not a Fit
• Died at Stage 5 Negotiate: likely Price, Budget or Lost to Competitor
• Last three or more touchpoints unanswered: likely No Decision / Went Dark

When more than one reason applies, classify by the primary reason, the one that ended the deal, and name it first. A second category is named too when the record supports both, with the evidence for each. Note the secondary factors as context. A category takes the [CRM] tag when the logged reason maps to it. A board-date reading is an [Inferred] sub-reason, and it is written only when the record shows a board date that passed without a decision. A future board date alone does not make one. A winning competitor that the CRM logs in its competitor field is a logged reason for Lost to Competitor, so that category takes the [CRM] tag too. The primary category is the one the logged reason names. A logged winner does not change that category. It sets the strategy, which is the competitor play, as Step 5 sets out.

Two rules settle the order and the timing. When the AE's notes are blank, the category that matches the logged reason is named first, because the CRM comes first, and the second category is named as the one the notes must rule in or out. Champion Left applies only when the champion left before the close date. A move after the close is a new opening for that person, and the account keeps its logged reason.

Produces: loss_classification, which names the category, each fact behind it with its tag, and the question the AE's notes must answer. Two categories can fit. Name both, and tag the evidence for each. The tags carry the confidence: a [CRM] fact is a record, and an [Inferred] fact is a reasoned judgment with its method shown.

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Step 3: Assess What Has Changed

Search for changes since the deal closed that create a new opening. Tag every change. A blank means unknown, not unchanged.

Changes At The Account

• New funding, M&A or PE acquisition
• Geographic expansion into new regions
• Revenue growth or contraction
• New leadership in relevant executive roles
• New job postings that suggest hiring or a technology change
• Champion movement: did they leave, get promoted, or move, and to where
• New contacts in relevant roles

Tag each change with where it was seen. A change found in a public record is [Public: source].

Changes At Your Company

Use {Methodology: Product Changes Reference} (new customer wins in their vertical, new features, new integrations, displacement proof points). Pre-revenue or beta status is a fact about the company, and it is tagged. A customer win is cited only when its proof point is Verified in Proof Points, because a Benchmark or Illustrative row is not a customer result.

Changes In The Market

Use {Client Profile: Qualification Criteria} (Buying Triggers) and {Client Profile: Industry Context}. Use sourced facts only. An unsourced market claim is dropped, not kept as a hunch.

Produces: change_assessment (tagged). It covers at least two of the three dimensions (account, product, market). A dimension where nothing was found is written as [Unknown], never as "no change", because silence is not a no.

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Step 4: Re-Qualify Fit And Set The Verdict

Re-score fit against {Client Profile: ICP Definitions}. The company may have changed since the original evaluation. Use the profile's verdict words, GREENLIGHT, MANUAL REVIEW or DISQUALIFY, and show what moved against the original score ([Unknown] where the deal recorded none). When the general manager who would recommend has left, the profile's Zone 3 MEDIUM cell still applies and replaces any HIGH recorded for that zone, which reads: GM recommends and the board approves, or the next board meeting is more than 60 days out. This holds whether or not a successor is recorded. The board path is the observable fact, and the HIGH cell needs a signer under the limit to be on record. A general manager who has left with no successor on record is not a new general manager. Zone 5's HIGH test (a new owner or GM in the last 24 months) is therefore not met, the zone stays UNKNOWN until a successor is on record, and the departure does not count as a new general manager for a reopening event. Zone 4 scores the account's own system, never the winning competitor's. A zone with no record is UNKNOWN. It counts toward neither HIGH nor LOW, so it never earns or blocks GREENLIGHT, and each UNKNOWN zone is named as the evidence still to find.

Then set the reactivation verdict:

• REACTIVATE when fit is GREENLIGHT and a meaningful change is tagged in Step 3.
• MONITOR when fit is GREENLIGHT or MANUAL REVIEW and no reopening event has fired yet. Set a reminder for 60 to 90 days. The reminder is written as its window, with both dates counted from the run date (60 days and 90 days), so it carries a date when it is written. Window dates are calendar days and are written as counted, even when one falls on a weekend.
• RETIRE when fit is DISQUALIFY, or fit was weak then and has not improved. A profile disqualifier always retires the account, because a disqualifier does not change with the calendar.

The fit words map to the reactivation verdicts as follows: strong fit reads as GREENLIGHT, decent fit as MANUAL REVIEW, and weak fit as DISQUALIFY. The profile's words are used so that a MANUAL REVIEW account cannot read as a green light when it comes back.

For a deeper re-score, run Account Qualification (01). Its verdict, zone_scores, icp_match and fit_narrative replace the quick re-score.

Produces: the fit re-score and the verdict, REACTIVATE, MONITOR or RETIRE, with its reason. A MONITOR names the reopening event that would move it.

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Step 5: Select The Reactivation Strategy

Select the approach from {Methodology: Reactivation Strategies by Loss Reason}, using the classification from Step 2 and the verdict from Step 4. The classification must come first, because the strategy is chosen from the loss reason. When Step 2 names two categories and the CRM logs a winning competitor, the play is the competitor play, because the buyer acted on that category. The contact window is set separately, as the paragraph below requires. The strategy is selected even when contact is held. A held window holds only the contact and the history opener.

Assess the timing as too soon, right time or overdue. Check it against two windows: the strategy's window for the pain, and the re-entry window in Closed-Loss Intelligence for contact. Where the two disagree, say so and name the one that governs. The profile's entry window governs contact. The strategy window describes the pain and is never used to time contact. When Step 2 names two categories, contact waits for the later-opening of their two re-entry windows, so the stricter window governs, and a window whose anchor date is [Unknown] cannot be placed and holds contact. A timing window counts from the close date, and a competitor window counts back from the rival's renewal date. A held contact is released only when the anchor date is found and the window is then checked again.

Produces: reactivation_strategy, with the verdict, the approach, the timing assessment and the entry angle. For a MONITOR, the reopening event.

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Step 6: Generate Reactivation Sequences

Write a four-step email sequence for each of the top two or three personas in {Client Profile: Buyer Personas}. Each sequence needs a contact with a name from the CRM or the notes. Without a name, write no sequence and say why, because Email 1 cannot reference the relationship without one. The persona count comes from (profile: Buyer Personas), so the total is personas times four. An ENGAGED account gets no sequence (Step 1), because its buyer has already answered.

Reactivation differs from cold outreach in three ways:

1. Acknowledge The History. Never pretend the prior deal did not happen.
2. Lead With What Has Changed. New information justifies the re-approach.
3. Lower The Ask. Aim for a conversation, not a demo.

Rules For Reactivation Emails

• Include a subject line. Never "Following up" or "Checking in", because they announce a bump with no news.
• Keep the body to 120 words or fewer. The reader is deciding in a few seconds whether the message is worth an answer.
• Email 1 references the prior relationship with a specific, checked fact, such as a meeting, a named concern or a date. The buyer remembers that conversation.
• Use the contact's name from the CRM.
• A contact named in the CRM is usable only while that person still works at the account. A champion who moved to another company does not reopen the lost account, and a person who has left is not written to as the contact.
• Each step uses a different angle from the reactivation strategy.
• Never bash the current solution or the decision. The buyer chose it, and criticism makes them defend the choice.
• Tone is peer to peer, not salesperson to prospect.
• Cite a proof point only when its Status in Proof Points is Verified. An Illustrative row is invented for examples, so a sequence that cites it makes a false claim.

Sequence Structure (Per Persona)

Matching Proof To The Loss Scenario

For a buyer who chose a rival, use the two right-hand columns of Competitive Landscape:

• "Pain Reported After 6 To 12 Months" says what buyers of that rival report a year in. Use it for the angle only with its source.
• "Proof That Answers It" names the proof row that answers that pain. Use it only if that row's Status is Verified.

If the rival's row has no sourced pain, leave the proof blank and say so. Then choose the type of proof from this table, and use only Verified rows from the profile:

Produces: the sequences for each persona with a named contact, each email with its subject line. Where none were written, the reason.

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Step 7: Build Reactivation Call Prep

For an ENGAGED account (Step 1), write no reactivation opener. The rep answers the buyer's reply, and Account Snapshot (02) builds that conversation.

Reactivation Opener (30 seconds)

Structure: Acknowledge → Reference → Bridge (not the standard cold call opener)

1. Acknowledge: "Hey [Name], it's [Rep] from [Company]. We connected back in [month and year]."
2. Reference: One specific thing from the prior deal, such as a pain shared, a meeting attended or a topic discussed.
3. Bridge: What has changed. "Reaching out because [specific development]. Thought it might be worth a quick conversation."

Talk Track

Loss-Reason-Specific Pain Question

Use the pain-surfacing question from the Loss Reason Taxonomy for the loss category. Check it against the AE's loss notes before the call.

Voicemail Script (under 30 seconds)

• Name, company and "we spoke back in [month]"
• One specific reason for calling, which is what has changed
• Call to action: "I'll send a quick email with details"

Objection Handling (Reactivation-Specific)

Produces: the call prep, and the history_opener. A history opener is held when its contact, its facts or its reopening event is not yet checked, and the call prep says which one is missing.

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Step 8: Deliver The Analysis

Present the complete reactivation analysis inline, in this order:

1. Deal History Summary: account, original value, stage lost, days since close, AE, champion status
2. Loss Classification: category, tags and the question for the AE's notes
3. What Has Changed: account, product and market changes, each tagged
4. Re-Qualification Verdict: REACTIVATE, MONITOR or RETIRE, with the reasoning
5. Reactivation Strategy: approach, timing assessment and entry angle
6. Reactivation Sequences: per persona, or the reason none were written
7. Call Prep: opener, talk track, voicemail and objection handling
8. User Role: BDR or AE
9. Coordination Guidance (BDR only): "Coordinate with the original AE named in Step 0 before sending reactivation outreach."
10. Recommended Next Action: one step, with its owner and date, chosen by the priority order in the Output Contract. Every other open step is listed after it as a later step

The next action is the highest-ranked open step in the Output Contract's priority order, and every other open step is listed after it with its owner and date. The owner of the next action is the person who does the step. For a BDR, that is the BDR, who asks the original AE for what the step needs. A step that asks a colleague for an answer is dated by the shared contract's next-action rule (five business days after the run date, or an earlier date the records or the skill's own schedule set for that step). The request to the original AE asks for the AE loss notes, which settle the category, for the fact that anchors a held window, and for the current contact's name when the record names none. An optional fact such as deal value is not requested in that step.

Write a file only when the user asks for one. When they do, the file is the one-page cheatsheet built from this same analysis, in Markdown, named <account>_gtm-closed-loss-reactivation_<date>.md, with eight sections in this order: deal history banner, what has changed, reactivation strategy, key contacts, reactivation hooks, discovery questions, objection handling, and call flow. Asking for the file is the approval step.

Produces: the inline analysis, and next_action with its owner and date. report_path reads none (inline) unless the user asked for a file.

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Epistemic Rules

• Every Rate Carries Its N. Write "3 of 7 contacts engaged", never "43%". This holds for batch counts too.
• Five Cases Before A Pattern. One account with the same CRM reason is an account. Five or more accounts sharing a reason, checked against their notes, can support a claim about the pattern. Fewer is an observation, and it is labelled as one.
• Silence Is Not A No. A blank CRM field, a missing loss note or an empty renewal date is [Unknown], and it is left out of any count. Writing it as "no" invents a trend.
• "No Difference Found" Is A Finding. If a batch shows no difference in re-engagement between timing losses and competitor losses, report it. Do not write a timing playbook the data does not support.
• Every Fact Carries A Tag. A fact with no tag is removed. The tag set is the one in the Shared Contract.
• A Claim About The Past Must Be Checkable. Any "when we last spoke" line needs a dated record in the CRM, a call or the AE's notes.

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Hard Rules

1. Never write to an ACTIVE account with an AE owner unless that AE says yes. Two people writing to one buyer costs the deal, and the buyer usually cannot tell which rep is which.
2. Never Reactivate On The CRM Loss Reason Alone. The field is written at the moment the deal is given up, so it records the rep's view of the loss. Checking it against the notes is the test of the claim.
3. Never write a sentence that says the prior deal did not happen. The buyer remembers the last conversation, and a reactivation that ignores it reads as pestering.
4. Never Bash The Competitor Or The Buyer's Decision. The buyer chose it and may still be happy with it. Criticism makes them defend the choice.
5. Never cite a proof point that is not Verified in an email, talk track or opener a prospect hears. Illustrative rows are invented for examples, and citing one is a false claim. A Benchmark is context, not a customer result.
6. Never write a history opener from history you have not checked. A wrong "when we last spoke" ends the reactivation and damages the account for the next rep.
7. Never Write An Email Without A Named Contact. Email 1 must use the name and the prior relationship. A message to an unnamed contact cannot do either.
8. Never Reactivate An OUT Account. A disqualifier is a fact about the company, such as the system it runs or its structure. A new deal does not change it, so only a change to the disqualifier itself reopens the account.
9. Never send, enroll a contact or write to the CRM. The rep reads every draft before anything leaves, because a draft that has been read is the only safe one.
10. Never Call A Blank Field A No. A blank is unknown, and it is excluded from every denominator.

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Quality Bar

Done When All Are True:

• The status was read first. The account is LOST, or it is OUT and was returned as RETIRE with its disqualifier recorded
• An ENGAGED account was routed to Account Snapshot (02) on its reply, with no reactivation sequence or opener written
• Deal history was pulled from the CRM, and every blank field is written as [Unknown]
• The loss reason is classified, each supporting fact is tagged, and the question for the AE's notes is stated
• The change assessment covers at least two of the three dimensions (account, product, market), and each change is tagged
• Fit was re-scored with the profile's verdict words and compared with the original
• The verdict is REACTIVATE, MONITOR or RETIRE, with its reason. A MONITOR names its reopening event
• The next action is the highest-ranked open step in the Output Contract's priority order, and every other open step is listed as a later step
• The strategy matches the classification, not a generic opener
• Each sequence has a named contact, and Email 1 references the prior relationship with a checked fact
• Only Verified proof points appear in anything a prospect reads
• No competitor is bashed, and no sentence says the prior deal did not happen
• The BDR coordination guidance names the original AE (BDR only)
• No bracket placeholder stands where a checked fact belongs. A slot for a contact not yet named is marked held in the call prep

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Examples

The examples use the PlotIQ example company and its cast, and they match the shared chain. Every fact carries a tag. Every figure is in the profile, cited to a named source, or marked (illustrative). The three examples show a MONITOR, a RETIRE, and a champion move that routes to a new account.

Example 1: The Loss Reason Is A Claim, MONITOR (Lowmoor Memorial Gardens)

Context: Lowmoor Memorial Gardens is one site with 7,500 plots (profile: Example Cast). It closed-lost to Oldgate Ledger Pro on 2026-01-20. The CRM reason is "timing" [CRM]. The general manager, Ines Carmody, was the champion. She moved to Quill Hollow Memorial Park in April 2026, six months ago [Public: state licensing database].

Input: "Should we reactivate Lowmoor Memorial Gardens? We lost to Oldgate on timing."

Step 0: Role Detection. The user is a BDR. The original AE is Owen Pruitt [CRM] (illustrative), the AE owner on the closed-lost opportunity. The coordination guidance names him, and the BDR coordinates with him before any outreach.

Step 1: Status And Deal History. Status is LOST. Close date 2026-01-20 [CRM]. Stage lost is 4 Proposal [CRM] (illustrative). Days since close is 272, which is nine months, counted to today, 2026-10-19. Deal value is [Unknown]. It is optional for the verdict, and the skill asks for it before any price goes into a message. The AE's loss notes are [Unknown], because they are not in the cast. The champion, Ines Carmody, has moved [Public: state licensing database].

Step 2: Loss Classification. Two categories fit, and the CRM reason does not settle the question on its own.

• Budget / Timing [CRM]. The CRM logs the reason as "timing" [CRM]. The records show no board date that passed before the close, so no board-date sub-reason is written. The next board meeting, 2027-01-20, is in the future.
• Lost To Competitor [CRM]. Oldgate is logged as the winning competitor in the CRM's competitor field [CRM].
• Champion Left Does Not Apply. She moved six months ago, after the loss, so her move did not cause it.

The AE's loss notes decide between the two categories. That question goes to the AE in Step 8.

Step 3: What Has Changed.

• Account: Ines Carmody now runs Quill Hollow Memorial Park [Public: state licensing database]. That is a new account for the team. It is not a reason to reactivate Lowmoor.
• Account: the current Lowmoor contact is [Unknown]. The champion left, and no successor is recorded.
• Product: PlotIQ is in beta, with two beta cemeteries and no paid revenue (profile: Company). Every proof point in (profile: Proof Points) is Illustrative, so none goes into a message a prospect reads. A beta result is not a customer win.
• Competitor: (profile: Competitive Landscape) records Oldgate's weak points as upfront cost, weak mobile support and no AI. These are competitor estimates [Public: deathcare research, competitive research note, 2026-03-27] (research estimate, over 90 days old at the run date). The Oldgate pain after 6 to 12 months is a research pattern (illustrative).
• Market: Oldgate's renewal date for Lowmoor is [Unknown]. The Buying Triggers in (profile: Qualification Criteria) list a rival renewal as a trigger, but without the date no window can be placed.

Step 4: Re-Qualification. The deal record holds no zone scores, so the original score for each zone is [Unknown], and each zone is scored from the facts recorded now. Only the zones the records speak to are scored, and the rest are [Unknown].

No zone is HIGH, so GREENLIGHT is not met. DISQUALIFY needs a disqualifier or both must-haves at LOW, and neither applies, so the Verdict Rule gives MANUAL REVIEW. No reopening event has fired. Verdict: MONITOR. Set the reminder between 2026-12-18 (60 days) and 2027-01-17 (90 days).

The reopening events for Lowmoor are the three that (profile: Closed-Loss Intelligence) lists: a new general manager in the licensing record, an audit finding, or a consolidator purchase. The champion's move is not counted here. It has already happened, and its play runs at Quill Hollow (Example 3).

Step 5: Strategy And Contact. The strategy is selected: the Buyer's Remorse play, the competitor pattern, because the CRM logs Oldgate as the winner and the buyer acted on that category. Contact is held for one reason: the Oldgate window cannot be placed. The Lost to Competitor re-entry window runs 90 to 180 days before Oldgate's renewal date (profile: Closed-Loss Intelligence), and that renewal date is [Unknown], so the window has no dates to check. The pain window of 6 to 12 months after the loss is open, at 272 days, and so is the Budget / Timing window, 6 to 9 months after close (profile: Closed-Loss Intelligence), which runs 2026-07-20 to 2026-10-20. Because the two categories name two re-entry windows, the later-opening window governs contact, and that window cannot be placed. Contact therefore holds until the renewal date is found. When it opens, the entry angle is to ask how Oldgate is working out, specifically around the area the AE recorded.

Step 6: Sequences (held, 0 emails). No contact is named, so no email is written. Email 1 cannot name anyone, and no sequence goes to a guessed name.

Step 7: Call Prep (held). The pain question for the Lost to Competitor category is: "Has the system you chose made your team work around it since you went live?" Check it against the AE's notes before the call.

The held history_opener is: "When we last spoke, you went with Oldgate. Curious how that has been working out, specifically around the area the AE recorded." It is held until a reopening event fires and the AE's notes confirm the area. Its anchor is checked: the Oldgate loss is [CRM], dated 2026-01-20.

Summary: MONITOR. Lowmoor Memorial Gardens.

Next Action: The BDR asks the original AE, Owen Pruitt, for the loss notes, the Oldgate renewal date, and the name of the current Lowmoor contact, in one message, by 2026-10-26 (five business days after the run date of 2026-10-19, a Monday, and the records set no earlier date for this step). A held outreach waits on this answer, so it is priority 3 in the Output Contract's order. Priority 2 does not apply: the records show no reply or call with Ines Carmody in the 90 days before the run date, and the loss category is not Champion Left.

Later Steps:

1. The current Lowmoor contact is asked of Owen in the next action, so it travels with that ask and has no separate step. If Owen does not name anyone, the BDR's search for the contact becomes the next action, by the shared five-business-day rule.
2. The BDR sets the reminder for the window 2026-12-18 to 2027-01-17 to check the reopening events.
3. Route Ines Carmody and Quill Hollow Memorial Park to Account Snapshot (02) as a new account, by 2026-10-26, on the same date as the AE ask. The routing is a later step because she is not warm and the loss was not Champion Left. Example 3 sets out the routing.

Hand-off (read by 04 and 06):
account: Lowmoor Memorial Gardens (LOST)
run_date: 2026-10-19
loss_classification: Budget / Timing [CRM] (logged reason "timing"). No board-date sub-reason, because no board date passed before the close. Lost to Competitor [CRM] (Oldgate named as winner). Champion Left does not apply
change_assessment: account, Ines Carmody now at Quill Hollow [Public: state licensing database]. product, beta with no paid revenue (profile: Company). market, Oldgate renewal date [Unknown]
reactivation_strategy: MONITOR (Buyer's Remorse play selected, and contact held until the Oldgate renewal date is found)
history_opener: held. Oldgate loss [CRM], dated 2026-01-20. Written when a reopening event fires and the AE's notes confirm the area
next_action: BDR asks the original AE for the loss notes, the Oldgate renewal date and the current Lowmoor contact's name, in one message, by 2026-10-26
report_path: none (inline)

Example 2: Re-Qualification Retires The Account (Northvale Memorial Holdings)

Context: Northvale Memorial Holdings is a public consolidator with about 240 funeral homes and 90 cemeteries (profile: Example Cast). It runs its own in-house system [Public: annual filing]. The example cast marks it OUT (profile: Example Cast). OUT means disqualified, which is a different status from LOST. The cast holds no closed-lost record for Northvale, so there is no deal to pull and no loss to classify.

Input: "Northvale closed-lost last year. Should we try again?"

Step 0: Role Detection. The role is not stated. The skill asks, "Are you a BDR or an AE?", before it writes any coordination guidance. The answer does not change the verdict.

Step 1: Status Check. Status is OUT, not LOST. The premise, "closed-lost last year," does not match the status. The skill asks for the CRM record. Close date and deal value are [Unknown] until it arrives. The verdict does not wait for the record, because the disqualifier is in (profile: Qualification Criteria) and in the filing [Public: annual filing], and it does not depend on a loss.

Step 2: Loss Classification. Not run. Nothing in the record is a loss. The reason on file is a disqualifier, and the loss taxonomy does not apply to it.

Step 3: What Has Changed. Nothing in the cast shows a change to Northvale's system or its ownership structure. That is [Unknown], not "unchanged." The verdict stands without it, because the disqualifier does not depend on a change.

Step 4: Re-Qualification. The disqualifier in (profile: Qualification Criteria) applies: a public consolidator that runs its own system [Public: annual filing]. Fit was weak then, and nothing in the record shows it has improved. Verdict: RETIRE.

Steps 5 and 6: No Strategy, No Sequences (0 emails). The account reopens only if the company stops running its own system. The disqualifier in (profile: Qualification Criteria) sets that as the test, and the filing is where to check it.

Summary: RETIRE. The rep logs the disqualifier in the CRM, so no one re-qualifies Northvale from scratch. The rep makes that entry, not the skill.

Hand-off (read by 04 and 06):
account: Northvale Memorial Holdings (OUT)
run_date: 2026-10-19
loss_classification: none. The account is OUT, with no closed-lost record to classify
change_assessment: none found. Nothing in the cast shows a change to its system or ownership [Unknown]
reactivation_strategy: RETIRE (disqualifier: a public consolidator that runs its own system [Public: annual filing])
history_opener: none. No sequence written (0 emails)
next_action: the rep logs the disqualifier in the CRM, by 2026-10-26
report_path: none (inline)

Example 3: The Champion Moves To An ICP Account (Ines Carmody, Lowmoor to Quill Hollow)

Context: Ines Carmody, Lowmoor's champion, now runs Quill Hollow Memorial Park. The records show no reply from her and no call with her since the close, so she is not warm on the run date of 2026-10-19. Quill Hollow is TARGET on the run date, with no reply on record, and its fit is scored in Account Snapshot (02), not here. Its records hold 8,800 plots on paper plat maps, which meets the ICP1 plot threshold of about 2,000 plots or more and keeps plot records on paper (profile: ICP Definitions).

Input: "Our champion from Lowmoor is now at Quill Hollow. What do we do?"

Step 2: Loss Classification. Unchanged from Example 1. The champion's move came after the loss, so the loss reason is not Champion Left. Her move is a new opening, not the cause of the loss.

Step 4: Verdict For Lowmoor. MONITOR, unchanged. Quill Hollow is a separate account, scored on its own zones.

Step 5: Strategy. The Champion Follow routing applies, because her new account is an ICP account. She is not warm on this record and the loss category is not Champion Left, so the routing is a later step, not the next action. Two tracks run in parallel:

• Track A: Follow Ines Carmody To Quill Hollow. A new-account play, routed to Account Snapshot (02) as a new account on the same date as the AE ask. Reference Lowmoor only if she raises it. It moves above the AE ask once she is warm, meaning she replies to us or takes a call with us, on record in the 90 days before the run date.
• Track B: Find The Current Lowmoor Contact. This stays in this skill, on MONITOR, until the open items in Example 1 close.

The next action is the ask to the original AE (Example 1), at rank (3). Rank (2) needs a warm champion or a Champion Left loss, and neither holds on this record, so Track A is a later step on the same date. If she becomes warm, Track A moves above the ask.

Step 6: Sequences. Track A's sequence is written in Account Snapshot, not here. Track B has 0 emails, because no contact is named.

Hand-off (read by 04 and 06):
account: Lowmoor Memorial Gardens (LOST), with the champion now at Quill Hollow Memorial Park (TARGET)
run_date: 2026-10-19
loss_classification: unchanged from Example 1 (Budget / Timing and Lost to Competitor). Champion Left does not apply
change_assessment: champion now at Quill Hollow [Public: state licensing database]. Quill Hollow TARGET, no reply on record [CRM]. 8,800 plots and paper plat maps [CRM] (illustrative)
reactivation_strategy: MONITOR for Lowmoor (Track B only). Track A goes to Account Snapshot (02) as a new account
history_opener: held for Track B. Track A's opener is written in Account Snapshot
next_action: BDR asks the original AE for the Lowmoor loss notes, the Oldgate renewal date and the current contact's name, in one message, by 2026-10-26
later_steps: BDR routes Track A to Account Snapshot (02) as a new account, on the same date, by 2026-10-26
report_path: none (inline)

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Common Patterns

Pattern: Batch Reactivation Campaign

When: The user provides a list of 5 to 20 closed-lost accounts. Approach: Run Steps 1 to 4 for each account. Produce a ranked table of REACTIVATE, MONITOR and RETIRE, with the reasoning for each. Write full sequences for the REACTIVATE accounts only. Count the outcomes with their n, for example "4 of 12 accounts REACTIVATE." A pattern across the batch needs five cases.

Pattern: BDR Coordination

When: user_role is BDR on any closed-lost account. Action: Always surface the original AE. Include the line "Coordinate with the original AE before sending reactivation outreach." The AE has context the BDR does not, and may know why re-engagement is or is not appropriate.

Pattern: Champion Follow

When: The champion moved to another company in the ICP, and either the champion is warm or the loss reason is "Champion Left". These are the two conditions of rank (2) in the Output Contract. Action: Run two parallel tracks. Track A follows the champion to the new company, routed to Account Snapshot (02) as a new account, and Track B finds a replacement at the original account. When a condition of rank (2) holds, Track A ranks above the AE ask. When neither holds, Track A is a later step on the same date as the AE ask, and Track B stays in this skill.

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Troubleshooting

No Loss Reason Recorded In The CRM

• Symptom: The CRM loss field is blank.
• Likely Cause: The field was never filled in. Blank means unknown, not no.
• Response: Infer from the behavioral signals (last stage reached, last activity type, time between activities). Tag the result [Inferred] and name the method. Died at Stage 2 Discovery with several unanswered follow-ups suggests Went Dark. Died at Stage 5 Negotiate suggests Price, Budget or Lost to Competitor. State the evidence behind each.

Deal Closed More Than 18 Months Ago

• Symptom: The close date is older than 18 months.
• Likely Cause: The account may have changed significantly.
• Response: Run a fresh ICP re-score in Step 4. Without a meaningful change, classify as MONITOR or RETIRE rather than forcing a stale reactivation.

Multiple Loss Reasons Apply

• Symptom: The notes point to more than one reason.
• Likely Cause: More than one factor contributed to the loss.
• Response: Classify by the primary reason, the one that ended the deal. Note the secondary factors as context. Build the sequences on the primary, and use the secondary in the discovery questions.

Champion Moved To A Non-ICP Company

• Symptom: The champion's new company does not fit the ICP.
• Likely Cause: The champion's move fails the fit test.
• Response: Track A is not viable. Focus entirely on Track B, which finds a replacement at the original account. Note the champion's new company in case the ICP changes.

Account Is OUT, Not LOST

• Symptom: The user asks to reactivate an account the CRM marks OUT, and no closed-lost record exists.
• Likely Cause: A disqualifier, not a loss.
• Response: Skip the loss classification. Return RETIRE with the disqualifier, and recommend the CRM entry that records it.

Renewal Date Is Unknown

• Symptom: The timing of a rival's renewal cannot be placed.
• Likely Cause: The renewal date is [Unknown] in the CRM and the notes.
• Response: Say that the entry window cannot be placed, name the date that is needed, and hold the sequence. Do not estimate the renewal.

The Only Matching Proof Is Illustrative

• Symptom: The proof row that matches the loss is Illustrative.
• Likely Cause: The row is an example, not a customer result.
• Response: Use the sourced pain pattern, or a Benchmark labelled as research with its source and date. Write no customer figure into anything a prospect reads.

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Best Practices

Do's

• Acknowledge The History. Email 1 references the prior relationship with a specific, checked fact, because the buyer remembers it.
• Lead With What Has Changed. New information justifies the re-approach. Without it, the outreach is pestering.
• Lower The Ask. Aim for a conversation about what has changed, not a restarted evaluation.
• Match Proof To The Loss Scenario. A competitor loss takes the displacement proof, with the Competitive Landscape row as the guide.
• Coordinate BDRs With The Original AE. The AE has context the BDR does not.
• Set The Reminder Before Leaving The Account. A MONITOR is a dated reminder, so it needs a date when it is written.

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Integration With Other Skills

• Reads From: the CRM record for the account and its owner, and the profile sections in the Context table. No upstream sales skill hands this skill a field.
• Hands To Trigger Event Outbound (04): loss_classification, change_assessment (tagged), reactivation_strategy (REACTIVATE, MONITOR or RETIRE) and history_opener. When a trigger fires at a closed-lost account, 04 keeps the trigger's own window for timing and reads these fields as context.
• Hands To Meeting Prep (06): the same four fields. 06 uses loss_classification and history_opener on the prep sheet, and change_assessment for the talking points.
• Reads From Account Qualification (01): for a deeper fit re-score in Step 4. Its verdict, zone_scores, icp_match and fit_narrative replace the quick re-score.
• Works With Competitive Displacement (12): when the loss is to a rival and the verdict is REACTIVATE, run 12 and combine its positioning with the reactivation angle. Skill 12 has its own hand-off to 02 and 06, and this skill does not read its fields.
• Hands To Deal Pulse (08): once reactivation opens a new opportunity, Deal Pulse takes over health monitoring. If the prior deal was scored in MEDDPICC (09), its meddpicc_scores show the gaps that the reactivation should address.
• Hands To Wrap-Up: the close reads reactivation_strategy as the verdict, report_path when a file was written, and next_action with its owner and date.

Chains

• Win Back: Closed-Loss Reactivation (05, this skill, first), then Trigger Event Outbound (04) when a dated event opens a window at the lost account, then Meeting Prep (06). This skill decides whether the account is worth contacting at all, before any trigger is timed.

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Changelog

2.1.17 (2026-10-27)

• The shared contract now says an ask to the next action's person with no date of its own travels with the next action, and defines the champion test "explains the internal politics" (the contact tells the rep who decides, or how the decision gets made).

2.1.16 (2026-10-27)

• The shared contract's Champion Tests section now defines "commits to next steps with dates": the contact agrees, on record, to a dated next step in the deal, such as a meeting they book or a date they commit to on a call.
• The shared contract's next-action rule now says which asks travel with the next action: every ask to the same person due on or before its date, counts and figures included, and never a document the person must draft first or an ask due later.

2.1.15 (2026-10-27)

• The shared contract's Champion Tests section now defines "asks how to help" (the contact asks what the rep can supply to move the internal decision). The PlotIQ profile dates Brackhaven's deal from 2026-05-06, names the economic buyer for the Stage 2 gate the way the Buying Committee does, and limits the $25K board line claim to one-site accounts.

2.1.14 (2026-10-27)

• The shared contract's Champion Tests section now defines "creates urgency" (a dated deadline the decision works to, with its date and source on record) and "defends the solution" (a recorded case of arguing for us in our absence to someone who decides), and says a test not yet run is never scored.

2.1.13 (2026-10-26)

• The original AE's ask is the next action unless the moved champion is warm or the loss category is Champion Left. Warm is defined in the Output Contract: a reply from her to us, or a call with her, on record in the 90 days before the run date. Otherwise routing her to Account Snapshot (02) is a later step on the same date as the ask.
• The rank list no longer points to a removed example. Rank (2) states its own conditions.
• The AE ask asks for the current contact's name when the record names none, which settles the open reading in Step 8.
• The Context table names ICP Definitions for the fit check on the new account, and the new account's facts come from the CRM or its account folder.
• Example 1 names the routing as a later step. Example 3 re-derives its next action, its strategy and its hand-off under the same order, and drops the GREENLIGHT verdict that belongs to Account Snapshot.
• The try-it records state the contact history since the close and the new account's status and facts. The try-it promise lists the routing as a later step.

2.1.12 (2026-10-26)

• The Output Contract's next_action row and Step 8 carry the priority order: a reply owed to a buyer, a warm moved champion routed to 02, the original AE's answer a held outreach waits on, a named-contact search, then a dated reminder or CRM entry. Ties go to the step that releases more held output, then to the user's own step.
• Example 1 names one next action (the AE ask, unchanged) and lists the other open steps as later steps. Example 3 names Track A as its next action (unchanged) and the Track B ask as a later step. Example 2 is unchanged.
• Step 4: a general manager who has left with no successor is not a new general manager, so Zone 5 stays UNKNOWN and the departure is not a reopening event. The Zone 3 MEDIUM cell holds with or without a successor. Zone 4 scores the account's own system.
• Step 2: the logged reason names the primary category, and a logged winner sets the strategy. The call-prep pain question follows the strategy's category.
• The try-it promise and the hand-off next actions are unchanged after re-derivation.

2.1.11 (2026-10-26)

• The strategy is selected even when contact is held. Only the contact and the history opener are held, and Step 5 says so in one sentence.
• The history_opener status follows the verdict: none for RETIRE or ENGAGED, held for a MONITOR or REACTIVATE with an unchecked contact or fact. Output Contract and Step 7 agree.
• The original AE's answer is needed before the BDR sends outreach (Step 0).
• Step 4 shows an original zone score as unknown where the deal recorded none, and the Zone 3 MEDIUM cell replaces a HIGH recorded for that zone.
• The Quality Bar's placeholder line names the held slot for a contact not yet found.
• The example deal record no longer states zone scores or a verdict. The re-score in Example 1 is stated on current facts. The verdict, dates and next action are unchanged.

2.1.8 (2026-10-26)

• Profile facts are cited as (profile: Section), with the profile's own section name, in place of the older profile forms.
• ENGAGED is a status branch in Step 1: an account that replied or met with us after the close, with no open deal, gets no cold reactivation. Steps 2 to 4 still run, Steps 5 to 7 are skipped, and Account Snapshot (02) works the reply. The Quick Reference and the Quality Bar name the case.
• Example 3 states that Quill Hollow had no reply on record on its run date of 2026-10-19, so its TARGET status holds.
• The try-it beta fact cites the Company section.
• No verdict, score, date or next action changes.

2.1.7 (2026-10-26)

• The two Example pointers in the rule text are reworded, so the rules read on their own.
• The board-date sub-reason is written only when the record shows a board date that passed without a decision. The try-it promise follows the rule, which the worked run now reflects.
• The next step to the original AE asks for the loss notes and for the fact that anchors a held window. Deal value, which sets urgency context only, is no longer the requested fact.
• Four first-run questions are settled by one rule sentence each: the primary category against the competitor play, the release of a held contact, which window times contact, and weekend window dates.
• A contact who has left the account is not written to, and a moved champion does not reopen the lost account.

2.1.6 (2026-10-26)

• Example 1 Step 5 states the reason contact holds: the Oldgate re-entry window cannot be placed, because Oldgate's renewal date for Lowmoor is unknown. The pain window and the Budget / Timing window are open, but the later window governs.
• Example 1 gives the secondary contact date as 2026-10-26, the shared rule's five business days after the run date.
• The state licensing tag is applied to the champion's move in Example 1 and in the try-it records.

2.1.5 (2026-10-26)

• The Zone 3 MEDIUM cell in Step 4 and Example 1 quotes the profile's new wording (GM recommends and the board approves, or the next board meeting is more than 60 days out).
• Every citation of the competitive research note carries its over-90-days flag at the run date.
• The next action follows the family's one deadline rule (five business days after the run date, or an earlier date the records or the skill's own schedule set for that step). The Step 8 rule for a request to a colleague points to that rule.
• The Zone 3 MEDIUM cell in Step 4 uses the profile's wording as it stood in that version, and Example 1 states its board date against that wording.
• An UNKNOWN zone in Step 4 counts toward neither HIGH nor LOW, and never earns or blocks GREENLIGHT, as the profile's Verdict Rule states.
• The examples' next actions carry the recomputed dates.

2.1.4 (2026-10-26)

• Try-it evidence completed so a strict first run reproduces Example 1. Step 2 names the CRM-logged category first when the AE notes are blank, and states that Champion Left needs a champion who left before the close. Step 4 settles unknown zones, so GREENLIGHT needs two evidenced HIGH zones, and it cites the profile's Zone 3 MEDIUM cell after the general manager leaves. Step 5 counts a timing window from the close date and a competitor window from the rival's renewal date. Step 8 names the owner of a next action and dates a request to a colleague. The Oldgate citation points to the competitive research note. The Input Contract points to the example profile. No output changed.

2.1.3 (2026-10-26)

• Try-it evidence completed so a strict first run reproduces Example 1. The try-it records gain the stage lost, the original AE and a competitor field that logs Oldgate as the winner. The competitor play governs when two categories fit and the CRM logs a winner. The MONITOR reminder is a window with both dates. A zone keeps MEDIUM when the GM has left and the board path meets three months or more. The try-it ask names the example profile. No output changed.

2.1.2 (2026-10-25)

• Try-it evidence completed so a strict first run reproduces Example 1.

2.1.1 (2026-10-25)

• Adds examples/try-it.md so a first run reproduces Example 1. No other change.

2.1.0 (2026-10-25)

• Reads the Context OS account folder and offers read-only CRM and call connectors through the shared contract's new Knowledge Base and Connectors section. Adds a Chains subsection. No other change.

2.0.1 (2026-10-20)

• Every hand-off block carries a run_date line after its account line, so two instruments on one deal are compared by date (found by the wave two hand-off tests). No other change.

2.0.0 (2026-10-20)

• The shared contract is pasted under Context, so the status words, verdict words, evidence tags and champion tests match the sales family.
• The Loss Reason Taxonomy carries a pain-surfacing question for each category, and Step 7 reads it.
• The change assessment carries a tag on each change. A blank CRM field is unknown.
• Proof matching reads the two new Competitive Landscape columns. Only Verified proof reaches a prospect.
• The outcomes are REACTIVATE, MONITOR and RETIRE. The examples show a MONITOR, a RETIRE and a champion move.
• Lowmoor's verdict is MONITOR. Northvale is OUT with no closed-lost record, so it returns RETIRE with no sequence.
• Output is inline by default, and a Markdown file is written only when asked. The HTML and PDF options are removed.
• The Don'ts list became Hard Rules, each with its reason. Input, Output and hand-off field names follow the sales family.

1.3.0 (2026-10-13)

• Examples re-cast on PlotIQ, the library's one example company. Example errors fixed and a non-success example added.
• Broken references fixed: Qualification Criteria added to the Context table, and the loss-reason question step rewritten.

1.2.0 (2026-09-29)

• Worked examples rewritten around a previous example company.
• Em dashes removed from prose.

1.1.0 (2026-07-06)

• Restructured around the five-part skill anatomy: Role, Input Contract, Output Contract, Context and Methodology.
• Client-specific data moved to the shared client profile instead of a copy-in block.
• No functional changes to the workflow, examples or output formats.

1.0.0 (2026-03-04)

• Initial release.
• Seven-category loss taxonomy, what's-changed assessment, re-qualification framework (REACTIVATE, MONITOR, RETIRE) and seven loss-reason strategies.