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- The Secret to Reviving Dead Deals
The Secret to Reviving Dead Deals
Bring dead deals back to life, even when they seem totally lost
In partnership with
Good Morning! AOL is officially pulling the plug on dial-up after 34 years, which means somewhere, a sales rep just lost the last excuse of “sorry, my internet’s slow.” Shockingly, more than 160K U.S. households were still using dial-up as of last year. If you remember the screeching modem sound, “You’ve Got Mail,” and waiting 12 minutes for a single image to load… congrats, you’re getting old. Now let’s get into today’s Follow Up. 😄
Get a deadline, without pushing 🧠
How to bring dead deals back to life 🫀
Inside the world of AI BDRs 🌍️
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a prospect says, “We’ll get back to you,” give them a deadline without sounding pushy.
❌ “Sounds good. Looking forward to hearing from you.”
✅ “Of course. Should I check in next Tuesday or would Thursday give you more time to decide?”
This anchors a clear next step instead of waiting in limbo, and subtly forces them to commit to a timeline.
A loose next step is the fastest way to lose a deal.
SOC 2 in 19 Days using AI Agents
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That stunt? It cost us just $6K and generated over $500K in pipeline. Not bad for a doormat.
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Our AI agents collect evidence, generate policies, and prep everything while you keep building. And when it’s time to close your enterprise deal? Our security experts hop on the sales call with you.
We’ve helped companies like Lovable, Bland, Wispr, and Flow get compliant and grow faster — and we’d love to help you, too.
How to Bring Dead Deals Back to Life
Every sales team has a graveyard of deals that went silent.
You know the ones. They showed a bunch of interest. Multiple meetings. Great discovery calls. Then suddenly, nothing. Radio silence. Your follow-ups never get another response.
Most reps write these off as losses and move on.
But with the right approach, you can bring those opportunities back to life - and sometimes they’re actually your lowest hanging fruit.
Today, we're breaking down how to turn your deal graveyard into a goldmine.
Why Deals Really Go Dark
Before you can revive a deal, you need to understand why it died in the first place.
Sometimes prospects choose a competitor, or budgets get frozen. But often, deals go dark for much simpler reasons.
Priorities shift. The champion gets busy with other projects, and new initiatives take precedence. The urgency that existed three months ago just isn’t there anymore.
But silence doesn't equal rejection. It usually just means your deal isn't the top priority right now.
That's actually good news. Because priorities can shift back in your favor.
The Breakup Email
When a deal goes silent for weeks, a breakup email can often get an answer.
Breakup emails tap into our loss aversion psychology because humans hate losing something more than they enjoy gaining it. By showing you’re ready to walk away, you create a subtle fear they might miss out.
Keep it short and professional. Don't guilt trip them. Just acknowledge the silence and give them an easy out.
Something like: "Hi Sarah, I haven’t heard back in a while, so I'm assuming other priorities have taken over, which I totally understand. I'll make note to stop reaching out from my end. If anything changes down the road, feel free to reach out."
Or, try the feedback ask: “Hi Sarah, Last time we spoke, I thought {my solution} might be a good fit - but it seems I misjudged. I know priorities change, but just curious, did you also see a fit with {our solution}, or was I way off?”
Give them an easy out if they’re truly not interested, while also giving them a reason to respond.
The Trigger Event Strategy
Smart reps follow up at the right moment.
That moment is usually a trigger event. Something happens in a prospect’s world that gives a reason to reach out again.
It could be a funding round, a new hire, or some new feature or initiative.
These events give you a legitimate reason to reach out.
How to do this: Set up Google alerts for your prospect's company. Follow them on LinkedIn, and turn on post notifications for your prospect. Watch for news or announcements that make for a great reason to message them.
Then reach out without an ask: "Saw the news about your Series B. Congrats! So cool to watch you guys grow."
When they see your name, they’ll be reminded of your past conversations and what you provide. No need to get pushy on the first message.
Add New Value or Information
Generic "checking in" emails are the kiss of death. They scream, "I don’t have any more value to give, but I want something from you."
Instead, every touchpoint should deliver something useful. Share a recent customer case study. New updates to your product. New feature releases or promotions you're running.
Your goal is to shift your message from "I want something from you" to "I have something for you."
Try Different Channels
If email isn't working, switch it up.
Some people answer their phone, others prefer LinkedIn messages, and a few might really respect a handwritten note.
Each channel has a different feel. A LinkedIn message feels more social. A phone call shows more effort. A handwritten note demonstrates serious commitment.
The key is not being annoying across multiple channels simultaneously. Try email for a while. If that doesn't work, switch to LinkedIn. Then maybe a phone call.
Know When to Walk Away
Not every deal can be saved, and part of effective follow-up is knowing when to stop or take a break.
If someone explicitly says they're not interested, respect that. If you've tried multiple channels over several months with zero response, it might be time to take a break.
But "no response" isn't the same as "no." Many deals that seem dead are just dormant.
The trick is staying persistent without being a pest.
What's your favorite way to re-engage a prospect? |
