---
name: gtm-call-stack
description: Hub for the Granola-to-Claude GTM call stack. Use when someone says "process my calls", "tear down this transcript", "what should I do with my Granola notes", "run the call stack", or is unsure which call skill to use. Routes a transcript or Granola note through capture, denoise, role extraction, folder Recipes, win/loss, and the Account Context.
---

# GTM Call Stack (hub)

Transcripts capture everything the buyer said and nothing about what the rep noticed. This stack turns a noisy call into data Claude can act on, in the order of the GTM AI OS loop: KNOW, DECIDE, ACT, LEARN.

AI proposes. Evidence supports. Humans govern. Outcomes teach.

## The stack

| Step | Skill | Input | Output | Loop stage |
|---|---|---|---|---|
| 0 | `gtm-context-setup` | 3 questions | `gtm-context.md` (ICP, personas, signal library) | Setup |
| 1 | `granola-capture-markers` | Granola typed notes | Rep Read: pain, moment, fit, confidence, doubt the rep typed live | KNOW (human layer) |
| 2 | `transcript-denoise` | raw transcript | Evidence Ledger: atomic, quoted, tagged facts; noise report | KNOW |
| 3 | Role scans (see below) | Evidence Ledger | role-specific findings | KNOW, DECIDE |
| 4 | `folder-recipe-run` | a Granola Folder | one table, one row per call | KNOW at scale |
| 5 | `win-loss-icp-update` | Won and Lost folders | pattern report, ICP diff, signal weight diff | LEARN |
| 6 | `account-context-builder` | one Granola meeting via MCP | scored Account Context: FIT, PAIN, MOMENT, CONFIDENCE, next step | DECIDE, ACT |

Role scans read the Evidence Ledger. Exception: `call-coaching-scan` also reads the raw transcript for seller lines.

| Role | Skill |
|---|---|
| AE, sales leader | `deal-qualification-scan` |
| Any rep, manager, enablement | `call-coaching-scan` |
| CSM, AM | `customer-health-scan` |
| PMM, marketing, product, competitive | `voice-of-customer-scan` (includes competitor mentions) |
| AE, SDR, CSM | `follow-up-builder` |

## Routing

1. If `gtm-context.md` does not exist in the working folder, run `gtm-context-setup` first. Every scoring step depends on it.
2. Find the input:
   - Granola MCP connected (tools `list_meetings`, `get_meetings`, `get_meeting_transcript`, `list_meeting_folders`, `query_granola_meetings`): ask which meeting or folder, then fetch. `get_meetings` returns the typed notes and summary. `get_meeting_transcript` returns the verbatim transcript (paid Granola plan).
   - Pasted transcript or a `.txt` / `.md` file: use it.
   - Neither: say so and ask for one. Do not invent a call.
3. Always run Steps 1 and 2 before anything else on a single call. The typed notes run first because they are the rep's judgment and the denoise step uses them to attribute speakers.
4. Then route by the ask:
   - "Score this account", "build the account record", "what's the next step": `account-context-builder`.
   - "How did I do", "coach me": `call-coaching-scan`.
   - "Is this deal real", "MEDDICC": `deal-qualification-scan`.
   - "Is this customer at risk", "renewal": `customer-health-scan`.
   - "What are buyers saying", "messaging", "feature requests", "competitor mentions": `voice-of-customer-scan`.
   - "Write the follow-up", "recap", "CRM notes": `follow-up-builder`.
   - "Across all my calls", "this folder", "every call last month": `folder-recipe-run`.
   - "Why do we win", "why do we lose", "update the ICP": `win-loss-icp-update`.
5. If the ask fits more than one, run them in table order and say which ran.

## Rules for every skill in the stack

- Quote, do not paraphrase, anything labeled PAIN. If you cannot quote it, it is not PAIN.
- Every fact carries a source: meeting title, date, timestamp or line, speaker.
- Every fact carries a confidence tag: Verified, Supported, Inferred, Unknown.
- Rep typed notes are first-party judgment. They set the rep's confidence. They never become a buyer quote unless the same words appear in the transcript.
- Never write to a CRM, send a message, or enroll anyone. Output is for a human to review.
- No em-dashes, no filler, no jargon in output. Short lines. Tables where a reader will scan.

## Files the stack reads and writes

```
gtm-context.md            company, ICP, personas, signal library (setup)
calls/<date>-<slug>/      ledger.md, rep-read.md, scans per call
accounts/<slug>.md        the Account Context, one per account, updated in place
folders/<folder>/         folder-run table and win/loss outputs
```

Create folders as needed. Never overwrite an Account Context: update fields and append to its change log.