The Pipeline Graveyard: Bringing Cold Leads Back to Life

Your CRM is haunted. Not by ghosts...but by cold leads, stalled proposals, and “maybe next quarter” conversations that never saw the light of day. In this episode, John and Mark take you on a guided tour of the Pipeline Graveyard—where dead deals lurk, and second chances await. Despite the Halloween theme, this one’s evergreen. Because let’s be honest: deals go dark year-round. We’ll show you how to diagnose the truly dead, spot signs of life, and—when the timing’s right—resurrect opportunities without looking desperate. It’s part sales therapy, part post-mortem, and part playbook for turning silence into closed-won. So grab your flashlight and a shovel. We’re digging in. CHAPTERS 00:00 Introduction 00:48 Welcome 01:16 Introduction 02:57 Common Causes of Deals Failing 06:29 Diagnosis 11:17 Signs There Is Still Life In The Deal 13:27 New Information 15:03 Reflection 18:19 How To Raise The Dead 24:50 Digging In The Graveyard 34:43 Segmenting Share your feedback in our listener survey : https://www.surveymonkey.com/r/8V9T6Z7