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.
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 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:
To go further, build a contact view or static list called “Warm Leads – Sequence Hold” using filters like:
This gives your sales team a live list of people to not nudge just yet.
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.