A rep I know recently landed a massive deal—after 18 months of hearing absolutely nothing from the buyer.
No calls back.
No replies to emails.
No signs of interest.
But here’s what he did:
Every 5–6 weeks, he showed up anyway.
He sent something of value—a new insight, an industry or product update, a relevant resource.
No pressure.
No unexpected asks.
Just steady, professional persistence.
And then, seemingly out of nowhere, the buyer reached out:
“Can you send over the paperwork? We’re ready to move forward.”
The truth? He hadn’t been ignored.
The buyer saw the value. But because of internal complexity, shifting priorities, and layers of approval—they just weren’t ready. Until they were.
And when the time came, they knew exactly who to call.
That’s how sales works.
Not everyone who’s quiet is uninterested.
“No reply” doesn’t always mean “no.”
And not every deal closes on your preferred timeline.
But here’s what buyers do remember:
✅ Who showed up without pestering.
✅ Who brought insight without pressure.
✅ Who treated the process with respect—even in silence.
Trust builds when you stay consistent without being pushy, and when you bring value without demanding attention.
Now—to be clear: this isn’t about chasing ghosted leads forever.
It’s about having the professionalism to keep showing up for the ones that matter—the ones who fit your ideal prospect criteria and should absolutely be buying from you.
Especially in high-value, high-complexity, long-lead sales cycles.
The truth is: most sales don’t die from lack of interest.
They die from lack of follow-up.
So if you’re not hearing back yet—don’t bail too soon.
👉 Play the long game.
👉 Keep showing up.
👉 Keep adding true value.
You might be surprised who finally replies to you “out of the blue.”
Cheers,
Kyle Jager
