A How-To Series powered by Hive Perform

When a buyer goes silent, it's tempting to assume the deal is dead or to just wait it out. But silence is rarely final. More often, it's a sign the rep missed something, the buyer's priorities shifted, or internal friction stalled progress.

What separates top reps from everyone else?
They don’t wait. They act decisively, contextually, and buyer-first.

This guide shows how sales teams use Hive Perform to recover momentum when buyers ghost without guessing, spamming, or escalating too soon.

Meet Maya - Our Rep Persona

Maya is a mid-market AE juggling 25 deals. She’s great on calls but gets stretched thin post-meeting. When a buyer stops responding, she doesn’t have hours to diagnose. She needs clarity fast.

“I just want to know: where did we lose the thread, and how do I re-open it without sounding desperate?”

Perform Agent becomes Maya’s deal sidekick making the next step obvious, and effective.

Here Are 5 Buyer-Led Moves to Make When You're Ghosted:

1. Rewind the Thread: Did You Drop the Ball Or Did They?

Ghosting is rarely random. There’s usually a trigger.

Maybe the last call didn’t end with clarity. Maybe your champion forgot to update legal. Or maybe… you simply forgot to send that promised follow-up.

Perform Agent’s “Summarize Deal Points” combs through past calls and emails to highlight:

• Missed next steps

• Unresolved objections

• Stakeholders mentioned, but never contacted

📌 Maya sees she never looped in the technical buyer her champion mentioned. That’s her new path in.

2. Reconnect to Their Priorities

Buyers don’t ghost when the value is urgent. They ghost when it’s abstract, stale, or hard to act on.

Perform Agent pulls pain points in their own words and recommends follow-up lines that match current business goals.

📌 Maya’s buyer mentioned “cutting onboarding costs by Q2” three weeks ago. She reopens with a relevant ROI case study and wins a reply.

3. Introduce a Fresh Angle

You already emailed twice. Don’t repeat. Reframe.

• Share a similar client win

• Offer a pilot path with lower lift

• Highlight a new internal use case

Perform Agent identifies what’s worked in similar stalled deals and suggests talking points that offer a “reason to reopen.”

📌 Maya sends a short Loom: “We helped [Company X] speed up onboarding by 37%. This might be worth revisiting if the timing’s changed on your end?”

4. Expand the Web and Activate the Buying Group

One person ghosting doesn’t mean the whole deal is gone.

Perform Agent’s Stakeholder Intelligence reveals:

• Contacts not yet engaged

• Influencers who’ve gone silent

• Suggested warm intros within the org

📌 Maya realizes finance was CC’d early, then disappeared. She sends a quick check-in with a fresh budget-use angle looping them back in.

5. Use Silence as a Signal and Then Act Accordingly

Silence is data.

Perform Intelligence recalculates urgency and risk based on engagement history, deal velocity, and role dynamics.

It tells Maya if it’s worth pushing or time to walk.

📌 Risk score drops. No buyer actions in 21 days. Maya exits the deal cleanly freeing her to invest in better-fit opps.

The Bottom Line

Ghosting isn’t the end of a deal. It’s a moment of truth.

Reps like Maya win by responding to buyer behavior, not rep instinct.

Hive Perform gives her the tools to decode silence, reframe value, and act fast without sounding like she’s chasing.