Boo! How to keep the ghosts away!

Ghosting in B2B sales—when a prospect suddenly stops responding without explanation—can be incredibly frustrating for sales professionals. However, this phenomenon is often a reflection of how the sales process is managed rather than solely the prospect’s behavior. By adopting a structured and professional approach, salespeople can significantly reduce the likelihood of ghosting. One such approach is the 3 Call Model, a method designed to ensure clear communication, mutual understanding, and commitment at every stage of the sales process.