# Advanced: Handling Silence and Reviving Dead Deals
Your pipeline is full of "closed-lost" or "went dark" opportunities. Most salespeople treat these as finished. But studies show that 25-30% of lost deals can be revived within 12 months — usually because something in the prospect's situation changed.
The key is knowing WHEN to re-engage (trigger events) and HOW to re-engage (new angle, not old pitch).
Technique: Trigger Event Mapping
I have a dormant prospect from 6 months ago:
PROSPECT: [Name, title, company]
ORIGINAL SITUATION: [Why they were interested]
WHY IT STALLED: [Budget, timing, competing priorities, chose competitor]
WHAT HAS CHANGED: [Any recent developments — funding, hiring, news]
Identify trigger events that could justify re-engagement:
1. COMPANY TRIGGERS:
- New funding round
- Leadership changes in relevant department
- Product launch or pivot
- Expansion to new markets
- Layoffs or restructuring (priorities shift)Unlock this lesson
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What you'll learn:
- Diagnose why deals go cold and match revival strategies to the cause
- Use trigger events (new funding, leadership changes, competitor moves) to re-engage prospects
- Build a systematic deal revival playbook using AI