Clients SAY “I’ll reach out when I’m ready” but then forget you exist. I once lost a deal to a company with the exact same product and worse pricing because their AE sent a “just checking in” email the day the buyer needed help. Don’t be invisible. Instead of just poking them with “any updates?”, try sending something useful — like a short article that relates to their space or a stat that backs up your original convo. Keeps you top of mind without being annoying. Make the follow-up about them, not the deal.

I always use that as a temperature check to see how "real" the deal is. If the customer isn't getting back to you and there is no impending event, my view is probably isn't the best place to be spending your time. Again, this is without me knowing any of the details, so ignore me if I am totally off base:)

Did you let on that the deal was close or guaranteed? If you did, you might need to eat some humble pie and tell management that it's not as certain as you thought. But sometimes, management really needs to cool it. I used to work at an org where any op that got to the discovery had to get scored 90% likely to close in the CRM. Just after an initial conversation, it was expected that every deal would close. Obviiously not the case, and their forecasts were always wildly inaccurate. Not too long after I left, they cleaned house and let all those idiots go. I hope the leadership now is more realistic.

seems like theyre ghosting you to me