diff --git a/src/handbook/sales/index.md b/src/handbook/sales/index.md
index 9913124922..9718bde813 100644
--- a/src/handbook/sales/index.md
+++ b/src/handbook/sales/index.md
@@ -56,4 +56,10 @@ For each sales opportunity a clear answer for the customers needs and wants shou
 If, and only if, the answers are known and added as notes to HubSpot, an
 opportunity is added to the HubSpot deals board.
 
+## HubSpot Properties
+
+`Activation Outbound` is a custom property that's set to `Yes` when the first meeting with the contact came through outbound
+drip campaigns or other outbound lead-gen actions. This property will be set to `Yes` when the contact was in HubSpot
+through other marketing activities too, but wasn't nurtured to the point of a meeting yet.
+
 See also the [stages each contact in HubSpot must go through](/handbook/marketing/hubspot.md#lifecycle-stage).