Define the five awareness stages:

• Identified = your target account list, no engagement yet.
• Aware = custom
• Interested = custom
• Evaluating = custom
• Selecting = open deal

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Some of the variables you might wanna take into consideration include:

• Outbound email opens
• Multiple LinkedIn ad clicks
• Website visits (deanonymized)
• Low-level LinkedIn ad engagement
• Positive reply to outbound email
• High LinkedIn ad engagement
• LinkedIn Connections
• Content downloads
• Demo request

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Use multiple databases to build your target account list:

• Create a broad Tam Map using databases filters (Apollo, AI Ark)
• Upload companies to Clay to qualify with Claygent
• Qualified companies (and tiered) = your target account list
• Create/Update object (company) from Clay to HubSpot

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Define which 1st, 2nd, and 3rd party signals you’d like to track. Examples include:

• Website visits via HubSpot, Warmly
• Social engagement (likes, comments, reports) via Trigify, Clay
• Ad exposure at the account level via Fibbler, zenABM
• Community participation via Slack, Skool
• Attendance at webinars via Sequel.io, Luma

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Push them as custom event and not as property.

• Create a property called Awareness stage
• 5 single-select options:
  • Identified
  • Aware
  • Interested
  • Evaluating
  • Selecting

The only signals that are stored as property instead of custom event are:

• CEO Connections (via LinkedIn)
• LinkedIn Ads Engagement (via Fibbler)

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Select five lists for each of the 5 awareness stages:

• The filters for each list are all “or” criteria for each awareness stage
• Example for Aware stage:
  • Outbound Email Open completed ≥3 times in last 30 days
  • Website Visitor completed ≥1 time in last 30 days
  • LinkedIn Ad Engagements (30 days) < 4

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One workflow to auto-update awareness stage property

• Trigger: Account has entered any of the lists
• Check branches in this order (highest to lowest): Selecting, Evaluating, Interested, Aware, Identified
• Send webhook: Whenever awareness stages change send data to Clay via webhook

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• Import companies in Clay from step 7
• Lookup HubSpot properties for signals
• Use HTTP API to lookup all custom events for signals
• Create a giant prompt in Claude to create the summary about why they changed awareness stage

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