AgentSkillsCN

Gtm Document Standards

GTM 文档标准

SKILL.md
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GTM Document Content Standards

This skill defines content standards for each document type in the GTM vault. Follow these conventions when creating, editing, or summarizing documents.

Call Note Standards

File location: /sales/calls/YYYY-MM-DD-slug.md

Required sections in order:

  1. •Context — Why this call happened, deal stage, relationship context (1-3 sentences)
  2. •Key Takeaways — 3-5 bullet points maximum. Each bullet is one concrete insight, not a paragraph.
  3. •Objections Raised — Direct quotes or paraphrases of pushback, concerns, hesitations. Include who raised it.
  4. •Action Items — Checkbox format (- [ ] Task — owner, due date). Every action item has an owner.
  5. •Deal Stage Signals — Buying signals, timeline indicators, budget mentions, next step commitments.
  6. •Raw Transcript — Unstructured notes or full transcript. Preserve verbatim — never summarize or edit this section.

Call note rules:

  • •One file per call. Never combine multiple calls into one file.
  • •Takeaways are facts, not opinions. "CEO mentioned $50K budget" not "They seem interested."
  • •If no objections were raised, write "None raised" — don't omit the section.
  • •Link to the matching deal file, matching persona, and previous calls with the same prospect.

Deal Tracker Standards

File location: /sales/deals/slug.md

Required sections:

  1. •Overview — What's being sold, what problem it solves (2-3 sentences)
  2. •Key Stakeholders — Table with Name, Role, Decision Authority, Notes
  3. •Timeline — Target close date, key milestones, next steps
  4. •Related Calls — Wiki-links to every call note for this deal
  5. •Proposal History — Wiki-links to proposals in /deliverables/proposals/
  6. •Notes — Running log of updates, added in reverse chronological order

Deal frontmatter must include stage: with one of: prospecting, discovery, demo, proposal, negotiation, closed-won, closed-lost.

ICP Document Standards

File location: /icp/ideal-customer-profile.md

Required sections:

  1. •Ideal Customer Characteristics — Company size, industry, stage, revenue, tech signals
  2. •Primary Pain Points — What problems make them a fit (bulleted)
  3. •Goals & Desired Outcomes — What they want to achieve
  4. •Decision Process — How they buy, typical timeline, stakeholders involved
  5. •Disqualifiers — Explicit criteria that make a company NOT a fit

Keep ICP documents factual and specific. Include concrete examples where possible.

Persona Standards

File location: /icp/personas/role-slug.md

Required sections:

  1. •Role Description — Title, typical responsibilities, where they sit in the org
  2. •Pain Points — What keeps them up at night (bulleted, specific)
  3. •Goals — What success looks like for this person
  4. •Common Objections — What they push back on and how to handle it
  5. •Decision Authority — Their role in purchasing decisions
  6. •Messaging Angles — What resonates with this persona, language to use

Meeting Note Standards

File location: /meetings/YYYY-MM-DD-slug.md

Required sections:

  1. •Agenda — What was planned for discussion
  2. •Key Decisions — What was decided (bulleted, specific)
  3. •Action Items — Checkbox format with owners and due dates
  4. •Notes — Additional context, discussion points, things to follow up on

Meeting notes are internal documents. Write in shorthand where it improves readability.

Deliverable Standards

File location: /deliverables/slug.md or /deliverables/proposals/slug.md

Required sections:

  1. •Executive Summary — 3-5 sentences covering the purpose and key findings
  2. •Methodology — How the analysis was conducted, what data was used
  3. •Findings — The core content, organized by theme or priority
  4. •Recommendations — Specific, actionable next steps with owners where applicable

Deliverables are client-facing or leadership-facing. Write clearly with supporting data.

Automation Spec Standards

File location: /automations/slug.md

Required sections:

  1. •Trigger — What initiates this workflow
  2. •Steps — Numbered sequence of actions
  3. •Tools Involved — Which platforms/tools are used
  4. •Expected Outcome — What happens when the workflow completes successfully
  5. •Edge Cases — Known failure modes, error handling, fallback behavior

Sequence Playbook Standards

File location: /sales/sequences/slug.md

Required content:

  • •Target persona clearly identified (linked to persona doc)
  • •Each step includes: Day number, Channel, Subject/Approach, Message Body, Goal
  • •Performance notes section for tracking what works

Account Tracker Standards

File location: /customer-success/accounts/slug.md

Required sections in order:

  1. •Overview — What this customer does, what they bought, why they're a fit (2-3 sentences)
  2. •Key Stakeholders — Table with Name, Role, Authority, Notes
  3. •Health Signals — Current indicators of account health (adoption, engagement, satisfaction)
  4. •Renewal Timeline — Key dates and milestones leading to renewal
  5. •Related Interactions — Wiki-links to every interaction note for this account
  6. •Expansion Opportunities — Upsell, cross-sell, or expansion signals
  7. •Notes — Running log of updates, added in reverse chronological order

Account frontmatter must include health-score: with one of: healthy, at-risk, red, churned. Must also include mrr: and renewal-date:.

Interaction Note Standards

File location: /customer-success/interactions/YYYY-MM-DD-slug.md

Required sections in order:

  1. •Context — Why this interaction happened, current account health, relationship context (1-3 sentences)
  2. •Key Takeaways — 3-5 bullet points maximum. Each bullet is one concrete insight, not a paragraph.
  3. •Customer Sentiment — How the customer is feeling, with evidence from the interaction.
  4. •Action Items — Checkbox format (- [ ] Task — owner, due date). Every action item has an owner.
  5. •Health Signals — Indicators of account health observed during this interaction.
  6. •Raw Transcript — Unstructured notes or full transcript. Preserve verbatim — never summarize or edit this section.

Interaction note rules:

  • •One file per interaction. Never combine multiple interactions into one file.
  • •Takeaways are facts, not opinions. "Customer reported 40% adoption rate" not "They seem to like it."
  • •Always link to the matching account file, matching persona, and previous interactions with the same client.

Onboarding Playbook Standards

File location: /customer-success/playbooks/slug.md

Required content:

  • •Target segment clearly identified
  • •Milestones with success criteria, owner, target day, and actions
  • •Adoption metrics table for tracking onboarding progress

Campaign Tracker Standards

File location: /marketing/campaigns/YYYY-MM-DD-slug.md

Required sections in order:

  1. •Overview — What this campaign is about, what it's trying to achieve (2-3 sentences)
  2. •Audience & Targeting — Target persona, segment, exclusions
  3. •Messaging & Creative — Key messages, CTA, creative assets
  4. •Budget & Spend — Table with Category, Budgeted, Actual, Notes
  5. •Performance Metrics — Table with Metric, Target, Actual, Notes (impressions, clicks, leads, MQLs, SQLs, pipeline influenced)
  6. •Key Learnings — What worked, what didn't, what to adjust

Campaign frontmatter must include channel: with one of: email, paid, organic, social, event. Must also include status: and budget:.

Content Plan Standards

File location: /marketing/content/slug.md

Required sections in order:

  1. •Overview — Topic, audience, channel, publish date, goal
  2. •Outline — Key sections and structure of the content piece
  3. •Key Messages — Core points the content must communicate
  4. •Distribution Plan — Table with Channel, Action, Date, Owner
  5. •Performance Tracking — Table with Metric, Target, Actual, Notes

Content plan frontmatter must include content-type: with one of: blog, case-study, whitepaper, webinar, social. Must also include target-persona:.

Writing Style Rules

  • •Bullet points for facts. Narrative prose only for context that requires it.
  • •Concise over comprehensive. One clear sentence beats three vague ones.
  • •Specific over generic. "$50K budget confirmed" not "budget discussed."
  • •Present tense for current state. Past tense for events.
  • •No filler phrases. Cut "it's worth noting that" — just note it.
  • •Quantify when possible. Numbers, dates, amounts, percentages.

Escalation Note Standards

File location: /customer-success/escalations/YYYY-MM-DD-severity-slug.md

Required sections in order:

  1. •Issue Summary — What happened, when it started, who reported it
  2. •Impact — Business impact on the customer
  3. •Root Cause — Identified root cause or current hypothesis
  4. •Resolution Steps — Actions taken or planned to resolve
  5. •Outcome — Final resolution and customer response

Escalation note rules:

  • •Frontmatter must include severity: with one of: low, medium, high, critical
  • •Frontmatter must include category: with one of: technical, billing, contract, service, executive
  • •Frontmatter must include status: with one of: open, investigating, resolved, closed
  • •Always link to the matching account file and recent interactions

Expansion Tracker Standards

File location: /customer-success/expansion/slug.md

Required sections in order:

  1. •Overview — What this expansion opportunity is about
  2. •Opportunity Details — What, why now, estimated value
  3. •Key Stakeholders — Decision makers and influencers
  4. •Timeline — Expected timeline and key milestones

Expansion tracker rules:

  • •Frontmatter must include opportunity-type: with one of: upsell, cross-sell, add-on, upgrade
  • •Frontmatter must include value: — estimated deal value
  • •Frontmatter must include stage: with one of: identified, qualifying, proposal, negotiation, closed-won, closed-lost
  • •Always link to the matching account file

Feedback Note Standards

File location: /customer-success/feedback/YYYY-MM-DD-slug.md

Required sections in order:

  1. •Summary — Brief summary of the feedback received
  2. •Verbatim Feedback — Exact quotes or full text from the customer
  3. •Themes — Key themes and patterns identified
  4. •Action Items — Follow-up actions based on this feedback

Feedback note rules:

  • •Frontmatter must include feedback-type: with one of: nps, csat, survey, interview, review
  • •Frontmatter must include score: — numeric score if applicable
  • •Frontmatter must include sentiment: with one of: positive, neutral, negative
  • •Always link to the matching account file

Lead Tracker Standards

File location: /marketing/leads/YYYY-MM-DD-slug.md

Required sections in order:

  1. •Overview — Brief context on the lead
  2. •Contact Info — Table with name, company, title, email, phone
  3. •Lead Source Details — How this lead was generated
  4. •Qualification Notes — MQL/SQL scoring notes, ICP fit assessment

Lead tracker rules:

  • •Frontmatter must include source: with one of: inbound, outbound, event, referral, organic
  • •Frontmatter must include qualification-status: with one of: new, mql, sql, disqualified
  • •Always link to the matching campaign source and persona

A/B Test Standards

File location: /marketing/experiments/slug.md

Required sections in order:

  1. •Hypothesis — What you expect to happen and why
  2. •Variants — Table with variant description and audience split
  3. •Results — Table with metrics for each variant and lift
  4. •Conclusion — What was learned, was hypothesis validated

A/B test rules:

  • •Frontmatter must include status: with one of: planning, running, completed, inconclusive
  • •Frontmatter must include winner: with one of: a, b, inconclusive
  • •Always link to the related campaign

Event Tracker Standards

File location: /marketing/events/slug.md

Required sections in order:

  1. •Overview — What this event is, why we're participating/hosting
  2. •Objectives & Goals — What we want to achieve
  3. •Agenda / Sessions — Table with time, session, speaker, notes
  4. •Lead Generation Results — Leads captured, MQLs generated
  5. •ROI Summary — Event cost vs. pipeline generated

Event tracker rules:

  • •Frontmatter must include event-type: with one of: conference, webinar, workshop, meetup, tradeshow
  • •Frontmatter must include date: — event date
  • •Frontmatter must include status: with one of: planning, confirmed, completed, cancelled
  • •Always link to related campaigns and leads generated

Cross-Domain Linking Standards

When creating documents that reference content in another domain, add a wiki-link to that domain's hub:

  • •A deal that references marketing campaigns → include [[marketing]] in Connections
  • •A campaign that tracks pipeline influenced → include [[sales-pipeline]] in Connections
  • •An expansion opportunity → include [[sales-pipeline]] in Connections (expansion is pipeline)
  • •An account that originated from a deal → include [[sales-pipeline]] in Connections
  • •A lead scored against ICP → include [[icp-and-personas]] in Connections
  • •Any document referencing company context docs → include [[business-context]] in Connections