Was ist Untitled

---
title: "Ghosting (Dark)"
slug: "ghosting-dark"
type: "glossary"
---

Definition

In B2B sales, ghosting refers to the sudden and unexpected silence from a prospect during an ongoing sales process. The prospect ceases all communication – emails, phone calls, or meeting requests – without providing any reason.

Explanation

In complex B2B and SaaS sales processes, this communication breakdown often leads to inaccurate revenue forecasts and wasted sales resources. However, modern AI-powered sales software can help counteract this phenomenon by continuously monitoring lead engagement patterns. The system proactively identifies warning signs such as declining email open rates or the failure to utilize provided trial access. Leveraging this data, the AI proposes automated, yet highly personalized re-engagement campaigns to sales teams. This data-driven approach enables sales teams to intervene proactively and significantly reduce the number of unforeseen deal losses.