👻 fight ghosting

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Revive your dead sales pipelines

Marcus Chan demonstrates the art of strategic follow-ups that revive cold leads, open back conversations, and close “lost” deals, turning silence into “let’s talk.”:

1. Ghosted deals are not finished

Most reps think no response means no deal.

⇢ The truth? 90% of closed deals come from follow-up.
⇢ Most deals go cold because reps stop following up after one email.

↳ Persistence pays off—don’t give up after the first attempt.

2. Map every call for next steps

Always spend the last 15 minutes of every call creating a detailed roadmap.

⇢ Ask, “If we mapped out every granular step from here to a final decision, what would that look like?”
⇢ This exposes hidden roadblocks and clarifies next steps.

↳ The clearer the path, the higher the chance of closing the deal.

3. Use the “Card Strategy”

Don’t reveal everything upfront—keep cards in reserve.

⇢ Pricing flexibility, special terms, and bonus features should be reserved for later stages.
⇢ This builds anticipation and gives you negotiating power.

↳ Always leave room to surprise and delight your prospect.

4. Build a strong value arsenal

Create a library of relevant, tailored content for each prospect’s specific needs.

⇢ Don’t send generic blog posts.
⇢ Offer whitepapers, case studies, and tools that solve their problems directly.

↳ Show how your solution directly addresses their pain points.

5. Leverage calendar triggers

Use holidays, industry events, and company milestones to create systematic touchpoints.

⇢ Reach out with a timely message around a major event, like their company’s anniversary or an industry conference.
⇢ These moments make your follow-up feel relevant and less intrusive.

↳ Timing is everything—make your outreach feel connected to their world.

6. Incorporate pattern interrupts

Use humor, memes, or unexpected content to break the silence.

⇢ I sent a “Call me back OR draw 25 cards” Uno meme to a ghosted prospect.
⇢ This led to a “LOL – you win. Let’s talk tomorrow” response.

↳ Keep it fun and memorable, but stay professional.

7. Ask the million-dollar question

At the end of each call, ask:

⇢ “If we mapped out every granular step from here to a final decision, what would that look like for you and your team?”
⇢ This helps you understand their decision-making process and timeline.

↳ This question reveals critical information that keeps the deal alive.

How to follow up without being ignored

In this post, Jeniffer Lumish shares her take on follow-ups and how to stop sounding like you're chasing and start getting real replies.

Most follow-ups get ignored

⇢ Start with "Just checking in"
⇢ Add zero context
⇢ Feel like you want a favor

What happens:
You remind them you exist—but not why
You sound like everyone else
You train them to ignore you

What to do instead

✔ Reference their pain, project, or timeline
✔ Add something new (even small)
✔ Make your follow-up worth the click

Examples that work:

After a call where compliance was the pain:
"Hey Taylor, you mentioned audit prep eats 10+ hrs/month. We just rolled out an update that cuts that in half. Want a 5-min look?"

When they said ‘circle back’ next quarter:
"You said May was a better time—just saw you hired 3 new engineers. Worth syncing on onboarding gaps?"

After an internal champion goes quiet:
"Last we spoke, you were looping in security. Just wondering if they had concerns—or if I can send something to help speed that along."

Bonus if they joked or shared something personal:
"Following up like a true Swiftie—like you mentioned last time. Got a new feature that might just be the 1989 of GRC."

Avoid these lazy lines

✘ "Just checking in"
✘ "Any thoughts?"
✘ "Wanted to bump this"
✘ "Following up on my last email"

You sound like someone who lost control of the deal.

Use this mindset instead

You’re not chasing. You’re returning with value. If you did your homework, they should be lucky to hear from you.

Lead with context:
✔ “Last time we spoke, you were...”
✔ “You mentioned your CFO cared about…”
✔ “Just dropped something relevant to…”

Soft CTA:
✔ “Worth 10 mins to walk you through?”
✔ “Want me to send a 1-pager?”
✔ “Can I loop in your ops lead to move faster?”

Final check: Is your follow-up actually helpful?

If it doesn't answer Why now?, don’t send it.
If it doesn't connect to their words, not yours, rewrite it.
If it’s just to remind them you exist, delete it.

Always spot the closing hint 

Stephane Seguin breaks down the subtle cues, buying questions, and timely nudges that makes interested leads into signed deals without being pushy:

1. Watch for buying signals

Prospects reveal their intent in small ways.

⇢ They lean in.
⇢ They ask about pricing, timelines, or implementation.
⇢ They say “when we…” or “we’d probably…”

↳ These are clues they’re envisioning working with you. Don’t ignore them.

2. Test your prospect

Don’t assume they’re ready—ask.

⇢ “On a scale from 1 to 7, how confident are you in moving forward?”
⇢ If they pause or give a low number, dig into why.
⇢ Ask, “What would make it a 7?”

↳ This uncovers hidden objections before they ghost.

3. Create sense of urgency

Deals die in “maybe later” land. You need urgency.

⇢ Tie your solution directly to the pain they shared.
⇢ Show what not acting could cost them.
⇢ Make the value of moving now crystal clear.

↳ No pressure—just a compelling reason to act today.

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