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If a prospect has stopped replying, the problem may not be your follow-up. They may never have been a genuine lead in the first place.
Drawing on my conversation with Chaz Horn, this episode explores the difference between demographic fit and demonstrated buying interest, a short message that can revive a stalled opportunity and the simple next-step discipline that prevents most ghosting. You’ll also learn how to qualify silence rather than automatically chasing harder.
Because better sales conversations don’t end with “I’ll follow up.” They end with clarity about what happens next.
Learn More...
Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett
Website: www.marketingmomentumforagencies.com
Book a call: calendly.com/tracey-burnett/triage
Email: tracey@leadstosuccessglobal.com
Phone: +44 7877 042 804 Chaz's full episode: https://podcasts.apple.com/gb/podcast/marketing-momentum-for-agencies/id1798188187?i=1000715511670 Complimentary access to Chaz's book - The B2B Blueprint To Predictable Sales https://chazhorn.com/the-b2b-blueprint-to-predictable-sales
Chaz Horn is a sales, marketing, and mindset strategist, author of The B2B Blueprint to Predictable Sales, and founder of Mastery of B2B Sales. He helps entrepreneurs move from selling to serving using his TTABS framework, which aligns sales and marketing into one seamless process, to help his clients generate meetings and clients. With a faith-driven, service-first approach, Chaz empowers B2B leaders to grow predictably, collaborate strategically, and create meaningful impact without burnout through leverage.
About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn.
CHAPTERS
Chapter 1: The Reality of Sales Ghosting
Chapter 2: Demographics vs. Psychographics (The 3% Rule)
Chapter 3: The 9-Word Revival Message
Chapter 4: Ditching the "Touching Base" Method
Chapter 5: Securing a Clear Next Step
About the podcast
Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)
