What triggers the reach-out
- Return visit to pricing
- New senior hire in the buying committee
- Competitor churn signal
- Product release relevant to their stack
What the agent sends
One personalized message referencing the trigger, not a scheduled sequence step. Volume is lower, reply rate is 5-10x.
What to retire
Any nurture 'sequence' longer than 5 touches. If they didn't reply, the message wasn't right — sending it four more times won't fix that.