How Sales Reps Can Recover After Getting Ghosted

Episode notes

Episode 61 of Sales Leadership with Fexingo tackles one of the most frustrating scenarios in B2B sales: getting ghosted after a promising deal. Lucas and Luna break down the psychology behind why buyers go silent, and outline a concrete three-step recovery framework. They walk through a real example of a $500,000 SaaS deal that went dark for three weeks, then closed after a structured re-engagement sequence. The hosts discuss why the common instinct to send a 'just checking in' email backfires, how to use a calendar-based 'ping-pong' pattern to create urgency, and when to walk away entirely. They also share research showing that 44 percent of stalled deals eventually close if re-engaged within 30 days. This episode is packed with specific language patterns and timing tactics that sales reps can use immediately. No fluff, no motivational speeches — just practical recovery mechanics for quota carriers who refuse to lose a deal to silence.