Ep.82 How to Keep Sales Momentum: Stop Losing Deals to Ghosting and No Decision
February 4, 2026
Learn why prospects ghost you, how to keep deals moving forward with the CHIP framework, and why you can't manufacture urgency—you can only illuminate what matters.
How to Maintain Sales Momentum and Stop Losing Deals
You had a great conversation with a prospect, then nothing. They ghosted. The deal lost momentum. In this episode, the Sales SOS panel explains how to keep sales momentum going and why "they ghosted me" really means "I lost momentum."
Topics covered:
- What sales momentum means and why it's critical to closing deals
- The CHIP framework: Challenge, History, Impact, Priority
- How to identify what prospects have already tried (and why it didn't work)
- Understanding the risk of inaction vs. the risk of making the wrong decision
- Why prospects ghost: Bad sales experience kills momentum
- How to map out next steps with multiple stakeholders
- The problem with manufactured urgency and hard closing tactics
- Why "no decision" is usually worse than any decision
- How to re-engage prospects who've gone quiet
- Using multiple touchpoints (LinkedIn, articles, posts) to maintain presence
- The importance of customer experience throughout the sales process
- Virtual selling best practices that maintain momentum
- When and how to push without being pushy
Key questions answered:
- Why do my prospects ghost me?
- How do I keep deals moving forward?
- What questions should I ask in discovery to maintain momentum?
- How do I create urgency without being pushy?
- Why do deals stall in my pipeline?
- How do I re-engage a prospect who stopped responding?
- What's the difference between real urgency and manufactured urgency?
- How many stakeholders should be involved at each stage?
- What kills sales momentum?
Learn how to maintain momentum throughout your sales process by understanding what drives buyer decisions and creating experiences that keep prospects engaged.