Engagement Buying Signals: From Email Opens to Demo Requests

Every time a prospect opens an email, watches a video, or downloads content, they leave a trail.

The Engagement Signal Ladder (Weak to Strong)

1. Email opened once
2. Blog post read
3. Webinar attended
4. Content downloaded
5. Email opened 5+ times (forwarded/re-read)
6. Pricing page visited
7. Pricing page visited 3+ times
8. Demo requested
9. Demo attended
10. Demo replay watched (strongest)

Reading the Pattern

A single pricing page visit is a signal. Three pricing page visits in five days, combined with a case study download, is a pattern — and patterns are worth acting on immediately.

What to Do

Below threshold: Stay in nurture. Keep sending value. At threshold: Trigger a personal, signal-specific email. Demo request: Confirm fast and set the agenda around what they engaged with.