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Disqualified-lead cooldown recycling nurture

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Marketing Hub Professional.

Contact7 stepsUpdated for HubSpot seat pricing
OutcomeContacts marked disqualified by sales get a second look after a cooldown period, with a light re-introduction sequence instead of staying permanently marked off with no path back into the pipeline.
Workflow maplead-nurturing-041
Unqualified, disqualified 90+ days ago leads to Set hs_lead_status = Open. Set hs_lead_status = Open leads to Send: checking back in. Send: checking back in leads to Delay 5 days. Delay 5 days leads to Clicked check-in email?. Clicked check-in email? leads to Yes: Task: re-engaged, review; No: Send: one more resource. Task: re-engaged, review leads to Set disqualified_cooldown_completed = true. Send: one more resource leads to Set disqualified_cooldown_completed = true. Yes No Unqualified, disqualified 90+ days ago Set hs_lead_status = Open Send: checking back in Delay 5 days Clicked check-in email? Task: re-engaged, review Send: one more resource Set disqualified_cooldown_completed = true
Unqualified, disqualified 90+ days ago leads to Set hs_lead_status = Open. Set hs_lead_status = Open leads to Send: checking back in. Send: checking back in leads to Delay 5 days. Delay 5 days leads to Clicked check-in email?. Clicked check-in email? leads to Yes: Task: re-engaged, review; No: Send: one more resource. Task: re-engaged, review leads to Set disqualified_cooldown_completed = true. Send: one more resource leads to Set disqualified_cooldown_completed = true. Yes No Unqualified, disqualified 90+ days ago Set hs_lead_status = Open Send: checking back in Delay 5 days Clicked check-in email? Task: re-engaged, review Send: one more resource Set disqualified_cooldown_completed = true

When to use it, when not to

Use it

  • Use when "disqualified" in the account's process usually means "not now" rather than "never" (budget timing, wrong stage, no current need), and circumstances can plausibly change.
  • Use with a fixed cooldown period long enough that revisiting makes sense (90 days is a reasonable default for most B2B cycles).
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Skip it

  • Do not use this for disqualifications that mean genuinely never (wrong industry entirely, size mismatch that will not change, explicit request to not be contacted). Filter those out before enrollment, ideally with a disqualification reason property.
  • Do not run this on a contact sales is actively re-engaging manually; check for a recent logged activity first.
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The rest of this spec

Prerequisites · 3 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 7 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 3 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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