Sent the Proposal. Now They’re Ghosting You. What Happens Next?
- Chris Inman
- Aug 11
- 2 min read
The prospect seemed interested.
The conversation went well.
You sent the proposal.
Then... nothing.
Most businesses respond by sending another email, leaving another voicemail, or eventually deciding the opportunity is dead.
But another follow-up message may not be what the prospect needs.
In this conversation, sales consultant Vic Ing of Viking Sales Consultants and Chris Inman of I.D.E.A. Cleveland look at what happens after the proposal — and why sales and marketing both still have work to do.
Your Follow-Up May Not Be the Real Problem
Vic shares a real example of a prospect who seemed like a strong fit but suddenly stopped responding.
He followed up.
He called.
He emailed.
He gave the prospect some space.
And Chris challenged him with a different question:
What does that prospect still need to see, hear, or understand before they feel comfortable saying yes?
That is where marketing can help sales.
Instead of another:
“Did you get my proposal?”
Maybe the prospect needs:
A customer story that sounds like their situation.
A testimonial from someone they recognize.
An example of the problem being solved.
An introduction to an existing client.
More proof that you understand what they are dealing with.
Good marketing doesn’t stop once sales gets the lead.
Before You Ask for More Leads, Look for the Leak
One of the biggest points in this conversation comes later.
When an opportunity stalls, sales can be quick to move on and say:
“Give me more leads.”
But what if the lead was good?
What if the problem happened somewhere between the first conversation and the final decision?
That is a very different marketing problem.
More leads won’t automatically fix a sales process that is leaking opportunities.
Sometimes the better move is to figure out why good prospects are getting stuck — and give them the information they need to keep moving.
Marketing Should Help Sales
This is the part businesses often miss.
Testimonials, videos, customer stories, case studies and educational content aren't just things you publish on LinkedIn or put on your website.
They can be tools your sales team uses during a real opportunity.
The question isn't simply:
“Are we creating content?”
It is:
“Does our sales team have the right content when a prospect needs it?”
That is the conversation between marketing and sales.
And when those two sides actually work together, you may not need to keep chasing every prospect with another “just checking in” email.
Is Marketing Actually Helping Your Sales Process?
If your business is doing marketing but you still aren't seeing enough qualified conversations, appointments or sales opportunities, the answer may not be another tactic.
It may be worth looking at where the gaps actually are.
Let’s look at what you’re doing now, where prospects may be getting stuck, and what marketing could do to support the sales process more effectively.
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