Warm Calling Playbook 2026

Funnel all six sources into a single Clay table.

• Set up source-specific triggers that push new leads into Clay automatically.

• Tag each lead with its source so the data can be filtered later.

• Dedupe across sources to remove the same contact appearing more than once.

Add firmographic and contact data to every record.

• Run contacts through Clay to find LinkedIn URL, work email, and phone number.

• Run companies through Clay to find industry, headcount, funding, and location.

• Validate every domain to remove bad records.

Filter the list before any calling task is created.

• Run a Claygent prompt to check ICP fit based on company type and role.

• Filter out out-of-territory companies, students, irrelevant titles, and support roles.

• Keep only the qualified contacts in the tiering flow.

Use AI to assign every qualified account a tier.

• Combine Clay enrichment data with ChatGPT scoring.

• Assign:

  • Tier 1: high-priority warm leads with strong fit

  • Tier 2: medium-priority warm leads

  • Tier 3: lower-priority, deprioritize from calling

• Add the tier as a property on each contact.

Push enriched, tiered records into HubSpot.

• Sync contact and company properties from Clay to HubSpot.

• Push the source as a custom event so source-level reporting works.

• Set tier and source as searchable properties.

Build sequences with calling steps for the right tiers.

• Enroll Tier 1 in a high-touch HubSpot sequence with calling steps every 2-3 days.

• Enroll Tier 2 in a lighter sequence with calling steps weekly.

• Tasks created in HubSpot show up automatically in Nooks for dialing.

Work through the calling task list efficiently.

• Dial 3-5 numbers in parallel so connect rates aren't limited by waiting on individual phones.

• Auto-skip voicemails and answering machines so reps only talk to humans.

• Use Skip Duplicate Numbers to avoid double-dialing the same contact.

Generate a custom account plan before high-priority calls.

• Use the Nooks AI assistant to pull context from past engagement (downloads, posts, demo forms, closed lost notes).

• Generate a custom account plan with talking points specific to that prospect.

• Use the plan as a script reference during the call.