How to Re-Engage Ghosted Deals
(and Know Which Ones Are Dead)
March 18, 2026 @ 12PM MT
If 40–60% of your Q1 pipeline has gone silent, more follow-ups won’t fix it.
Buyers are going quiet because they stopped believing your sellers understand the problems they are fighting with, not because of price, timing, or their budget.
This workshop is built for VPs of Sales who want to know which stalled deals are worth fighting for and which ones need to come off the forecast. You’ll leave with a framework and a live re-engagement message written for a real deal in your pipeline.
What You’ll Do in This Session
You’ll work a real stalled deal from your own pipeline during the session.
- Identify exactly why the deal went quiet using Buyer Input Data—the problems, impacts, and outcomes your buyer already shared
- Force a clean decision: re-engage with a targeted message or remove it from your forecast
- Draft a re-engagement message live that you can send the same day
- Walk away with a framework your managers and reps can run themselves going forward
Why Deals Go Silent
Most teams assume ghosted deals are lost to price, budget, or a competitor. The data says otherwise.
In the How Buyers Want to Be Sold Survey, 37% of buyers said they go quiet because sellers don’t understand their actual problems. That’s the number one reason, ahead of everything else.
When you know what your buyer told you during discovery, you have everything you need to either re-engage them or make the call to move on. This session shows you how to use that information.
Who This Is For
- VPs of Sales
- Front-line sales managers responsible for a team’s number
- Revenue leaders who own pipeline health, conversion, and forecast accuracy
Not for:
- Sellers looking for canned email templates
- Teams wanting general discovery or methodology training
- Leaders who won’t bring a real stalled deal to pressure-test
Takeaway
A framework you can immediately bring back to your team, so your managers and reps can write their own re-engagement messages and pressure-test stalled deals without you in the room.
You won’t save every deal. That’s the point. This session is about finding the truth in your pipeline fast.
“I shared your ghosted email template with one of my AEs and it got two people back that just closed won.”
— Melinda M., CRO
Host
Celeste Berke Knisely
Certified Gap Selling Training partner | Co-Founder Sales on Tap
BIO
Celeste has 20+ years leading and coaching B2B sales teams. She holds a Certified Gap Selling Training Partner designation with A Sales Growth Company and is known for her problem-centric approach to discovery and deal execution. Former Director of Sales of the Year, 2x Manager of the Year, and named one of the Top 15 LinkedIn Experts in Denver.