Definition
A prospect who has engaged with outreach, opened, replied neutrally, connected, but hasn't shown clear buying intent yet, and is worth continued nurturing rather than a hard pitch.
Pushing a warm lead too hard, too fast usually resets it back to cold: a premature pitch reads as exactly the pattern-matched sales behaviour they were starting to trust you weren't doing. The right move is another touch of genuine value, not an escalated ask, until a real signal shows up.
Where this comes from
Read the related term: Sales Pipeline