Why is this hack helpful?

No one likes being hounded, especially when they've just interacted with you. Imagine a contact books a meeting or views a sales doc, and then—boom—they’re automatically enrolled in a generic sales sequence 10 minutes later. 🚩 Not only is it awkward, it can make you look like you're not paying attention.

HubSpot's Last Engagement Date property tracks key sales-related interactions like meeting bookings, document views, one-to-one emails, and form submissions. So instead of treating all leads the same, you can use this property to add a cooling-off period before throwing them into automation. Think of it as a smart buffer that helps your reps strike while the iron is hot — but not too hot.

Steps to Set It Up

In your sequence enrolment workflow, or before manually enrolling a contact, use the HubSpot property: Last Engagement Date.

Add a branch or enrolment condition that checks:

  •  If Last Engagement Date is less than 5 days ago → delay and then after 5 
  •  If the property is unknown or more than 5 days ago → enrol as usual

If you have a HubSpot Sales Enterprise subscription you have access to the 'enrol in Sequence' workflow action. If you want to use a workflow to automate enrolment, you can:

  • Add "Last Engagement Date is more than 5 days ago" into the enrolment triggers
  • Or trigger an internal notification to prompt a rep to follow up manually with something more tailored

To go further, build a contact view or static list called “Warm Leads – Sequence Hold” using filters like:

  • Last Engagement Date is less than 5 days ago
  • Lifecycle Stage is MQL or SQL (or whatever’s relevant)
  • Contact Owner is known

This gives your sales team a live list of people to not nudge just yet.

Wrapping Up

Sometimes the best sales move is to hold off. By using HubSpot’s built-in Last Engagement Date property, you can keep automation from stepping on the toes of genuine engagement. It’s a smarter, more respectful way to sell, and one that keeps your sequences from feeling like spammy afterthoughts.

 

Timing is everything, and with this hack, you’ve got it sorted.