Adaptive Sequence Logic

Static sequences treat every prospect the same. Adaptive sequences adjust based on prospect behavior. The prospect opened the email but did not reply — the next touch shifts to phone with a reference to the email content. The prospect viewed the LinkedIn profile but did not accept the connection — the next touch is an email that references mutual connections. The prospect replied with "not now" — the sequence pauses for thirty days and re-engages with a new trigger event. Each behavior signal adjusts the next touch. The sequence is a decision tree, not a checklist.

1. Define Behavior Triggers Email open, link click, reply, no response, LinkedIn profile view, connection acceptance. Each behavior maps to a next action. No response after three business days triggers the phone touch. Email open without reply triggers a follow-up email with a different angle. Reply triggers immediate human engagement.
2. Build Branch Logic At each step, the sequence branches based on the behavior signal. Two or three branches per step is sufficient. More branches create complexity without proportional improvement. Keep the logic simple enough that a rep can explain it.
3. Set Fallback Paths If no behavior signal is detected after the expected window, the sequence follows the default path. The default path is the static sequence — it works. The adaptive branches improve on it when signals are available.