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. And if you don't- we're always here to help 😉