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Hannah Cho

CTO · Cabana
Medium
ScenarioGhosting re-engagement

A deal that went dark after a strong demo. The rep has to revive it without sounding desperate or guilt-tripping.

Performance

StrongAssessment7:30

Re-opened a dark deal, loose on the date

A clean re-engagement of a stalled deal, let down a little by a loose finish. Alex opened confident and low-pressure, gave Hannah an easy out, and learned the project was paused for a migration rather than lost. He led with one timely new capability. The async step is well-judged for her bandwidth, but he handed her the timing rather than anchoring it, so the path back stays vaguer than it needed to be.

Strengths
  • Confident, low-pressure re-open with no whiff of desperation
  • Quickly re-qualified that the deal was paused, not dead
  • Gave a genuinely new, relevant reason to re-engage
Focus areas
  • Left the post-migration check-back date soft and let the buyer set it
  • Took 'not this quarter' at face value without testing a tiny scoped step
  • Underused the original stakeholder thread to re-establish momentum

Transcript