Signal-based outbound in HubSpot: a practical setup (2026)

To run signal-based outbound in HubSpot, store your ideal customer profile as company properties, track your target companies for intent signals, and let workflows turn each new signal into a task for the account owner, with customers and open deals kept out. As of October 2026, HubSpot's native signals cover website visits, topic research, company news such as funding and executive hires, job changes and custom signals you describe in plain language, and tracking one company costs 10 HubSpot Credits a month ($0.10 at HubSpot's add-on rate). LinkedIn post engagement is not one of them, and Trigify, whose team is joining HubSpot, shuts down on 22 October 2026 without moving into HubSpot.

Checked on 15 October 2026 against HubSpot's knowledge base, Product & Services Catalog and pricing page. HubSpot renames features often, so every name below is as of October 2026. Revexa builds Leo, one of the tools below; where we list tools, they are in alphabetical order.

What HubSpot offers natively, as of October 2026

HubSpot introduced data enrichment and buyer intent as Breeze Intelligence in September 2024 (HubSpot); its help articles now treat them as separate features.

Credit rates come from HubSpot's catalog. Buyer Intent "connects anonymous web visitors to known companies' IP addresses": you learn which company visited, not who.

How HubSpot Credits work

• Credits reset monthly, unused credits don't roll over, and only paid seats can use them (HubSpot).
• On hub-based pricing, Starter includes 500 credits a month, Professional 3,000 and Enterprise 5,000; Data Hub and the Customer Platform bundle include 500, 5,000 and 10,000.
• Extra credits cost $0.010 each, pay-as-you-go or as capacity packs of 1,000 a month for $10. Without them, credit features pause until the next reset.

Our calculation: tracking 300 companies uses 3,000 credits a month, all of Professional's included credits on hub-based pricing.

Two pricing models

The catalog lists hub-based seats: a Core Seat costs $20 a month on Starter, $50 on Professional and $75 on Enterprise, and a Sales Seat $100 or $150 (sequences need a Sales or Service Seat). HubSpot's flexible seats-and-credits pricing instead sells one edition for the whole platform, with 5,000, 10,000 or 15,000 included credits, and charges credits for every workflow action except branches, delays and go-to actions: 3 each in the first volume tier, up to 10,000 actions (supplement). Viewed from Sweden on 15 October 2026, hubspot.com/pricing showed that model, from €7 a seat a month (Starter, limited-time, billed annually). Check your model under Account & Billing.

Trigify and HubSpot: what happens on 22 October

• On 23 September 2026 Trigify announced that "the Trigify team is joining HubSpot", and its FAQ refers to "HubSpot's acquisition of Trigify" (Trigify).
• For most customers, access ends at 11:59pm BST on 22 October 2026, and integrations, API access and signal collection stop with it.
• Asked whether the product will appear within HubSpot, Trigify answers "No"; accounts are not migrated.
• On where the capability goes, the only statement is Trigify's: team members bring "their expertise in signals, data and context" into HubSpot. HubSpot's newsroom had nothing on Trigify by 15 October; its Fall 2026 Spotlight mentions "the updated Prospecting Agent to monitor 40+ buying signals".

None of HubSpot's standard signal types is a person liking or commenting on a LinkedIn post, so that job needs another tool (Trigify alternative). Before the 22nd, list every HubSpot property, segment and workflow that Trigify feeds.

Step-by-step setup in HubSpot

Workflows and lead scoring need Professional or Enterprise.

1. Put your ICP into properties and a market

• Under Settings > Data Management > Markets, define a market by industry, employee range, country, web technologies and revenue (HubSpot). Buyer Intent and target accounts use it.
• Use the default company properties Ideal customer profile tier (Tier 1 to Tier 3) and Target account (a checkbox). They come with the ABM tools in Marketing Hub or Sales Hub Professional or Enterprise (HubSpot).
• Set the tier automatically with the workflow template Update company properties based on defined criteria.

2. Build target account segments

Lists are now segments (CRM > Segments). Create an active segment of Tier 1 and Tier 2 companies that are not customers and have no deal in an open stage; segments accept filters on associated records. Keep static segments for one-off batches: they "do not update automatically" (HubSpot).

3. Track signals and keep them in properties

• In Marketing > Buyer Intent, open the Signals tab and Automated tracking. Switch on Start tracking when a company becomes a target account, and stop tracking at the Customer lifecycle stage.
• Under My signals, all standard signal types are on by default. Pause those nobody will act on.
• On the Configuration tab, add up to 10 visitor intent criteria, such as /pricing with two or more visitors in 30 days, and exclude pages like /careers. The Settings tab gives the criteria a property.
• Create a custom signal for what your buyers do before buying, such as "hires a first Head of Sales". The auto-preview "uses no credits".
• HubSpot updates Recent intent signals (last 30 days) and Intent signals active on each company.

4. Turn signals into tasks with workflows

Create a company-based workflow from scratch. As the trigger, pick Data values > Company signal events and the signals that matter, such as Funding, Executive hiring or Visitor intent change. Then add:

• Create task for the account owner, with the signal in the title, so a person reads the context.
• Rotate record to owner for companies without one (Sales or Service Hub Professional, Enterprise).
• Send Slack notification, if your team works in Slack.

The Enroll in a sequence action needs Sales or Service Hub Enterprise on hub-based pricing; the flexible pricing supplement includes triggering sequences via workflows in Professional. We still suggest a task first.

5. Score fit and signals together

In Marketing > Lead Scoring, click Create score, then Companies and Company combined score.

• A property group for fit: Ideal customer profile tier, industry and company size.
• An event group for your signal events, with Decay scores on so an old funding round fades.
• Negative points for membership of a segment of customers and companies with open deals.

The threshold property labels companies from A (high fit) to C and from 1 (high engagement) to 3, so A1 can be the condition your workflow checks.

6. Add guardrails

• Customers: add Lifecycle stage is Customer under Unenroll if companies meet the following conditions in each company workflow (HubSpot).
• Open deals: event triggers can filter on associated records, so exclude companies with a deal in an open stage.
• Suppression lists: give contact-based workflows a suppression segment of customers, contacts on open deals, partners, competitors and opt-outs.
• Sequences: on the Automate tab, set reply and meeting triggers to unenroll All contacts at the company (HubSpot).
• Spend: set Buyer Intent credit limits so adding and tracking pause at a cap.
• Law: HubSpot notes you may need a cookie consent banner for its tracking code. Under the GDPR, direct marketing "may be regarded as carried out for a legitimate interest" (recital 47), and an objection means you stop (article 21(3)). Germany's UWG §7 requires prior express consent for email advertising, also to businesses (GDPR guide). This is not legal advice.

Bringing in external signals

Tools that capture LinkedIn engagement and connect to HubSpot, alphabetically:

• Clay: social listening signals from the Launch plan, CRM integrations from Growth (Clay); its HubSpot app creates, updates and looks up objects (Marketplace).
• Gojiberry: the $99 a month Pro plan includes "CRM, API and MCP integrations (HubSpot, Pipedrive, Claude...)" (Gojiberry).
• Leo by Revexa: see below.
• Valley: lists HubSpot among its CRM connections (Valley).

For your own sources, Zapier's HubSpot integration has actions such as Create Company, Update Company and Create Engagement, and Webhooks by Zapier is a premium app. Make's HubSpot CRM app lists 13 triggers, 86 actions and 23 searches, and Make's HTTP app reaches APIs without a Make integration. Write every external signal into two company properties you create, such as Signal source and Last signal date, so one workflow and one score cover them all. See also our buying signals guide and tool comparison.

Common mistakes

Over-automating sequences. A funding round tells you when to write, not what the person cares about. Enrolling everyone a signal touches multiplies sends, and Google tells senders to keep spam rates in Postmaster Tools below 0.10% and never reach 0.30% (Google). A contact can be in only one sequence at a time, so a careless workflow also blocks better-timed outreach. Keep a person in the loop.

Scoring only on page views. Buyer Intent sees companies, not people, and a visit can come from a job seeker, a customer or a competitor; HubSpot's own example excludes /careers. Page views measure attention, not fit. Combine fit and signals as in step 5, and let decay retire old visits.

Stale lists. Static segments don't update, Recent intent signals looks back only 30 days, and a tool that stops, like Trigify on 22 October, leaves its fields frozen without an error. Use active segments, review signal workflows monthly and stop tracking dead accounts, which cost credits every month (cleanup guide).

Where Leo fits

Leo by Revexa is a buying-signal agent that works next to HubSpot. It finds companies through hiring (including Sweden's Platsbanken), funding, new executives in the buying role, engagement with competitors' and industry voices' LinkedIn posts, and competitors' tools on a company's site, then drafts LinkedIn messages and emails in your voice. By default you approve each draft, in the portal, Slack or iMessage. Connected to HubSpot, it keeps customers and open deals out of outreach, brings lost deals back on a new signal, and can write positive replies and meetings back. $99 a month in the US and rest of world, €89 in Europe, excluding VAT, 7 days free (pricing). Wrong choice if you want everything in HubSpot's own sequences or need website visitor identification, a database to export lists from, or calls and SMS. It has no published customer results.

Common questions

How do you do signal-based selling in HubSpot?

Store your ICP as company properties, track target companies on Buyer Intent's Signals tab, and let company workflows triggered by Company signal events create tasks for owners. Score fit and signals together and exclude customers and open deals; this needs Professional or Enterprise.

What is HubSpot buyer intent?

Buyer Intent shows which companies visit your high-intent pages and which research your topics across HubSpot's network of more than 200,000 websites. It works at company level and uses 10 HubSpot Credits per company a month.

How much do HubSpot intent signals cost?

As of October 2026: 10 credits per tracked company a month, 50 per company for each custom signal and 100 per lead for the prospecting agent. At $0.010 per extra credit, tracking 300 companies costs $30 a month (our calculation).

What replaces Trigify in HubSpot?

Nothing inside HubSpot directly: Trigify says its platform "will not continue within HubSpot". HubSpot's intent and custom signals cover company news and research; LinkedIn post engagement needs a separate tool that writes to HubSpot.

Can HubSpot track LinkedIn engagement?

Not as a standard intent signal, as of October 2026. Sequences can include LinkedIn steps, which "require a Sales Navigator subscription" per HubSpot's pricing supplement, but likes and comments on posts reach HubSpot only through a third-party tool.