Summary: What to do ? The Salesperson's nightmare Doing all of the work without a return commitment and action by your client is a sure way to confuse activity with moving a deal along. If your client has gone silent, all the things that you thought you had are gone. You no longer have access to power. You no longer have (if you ever had) an effective champion. You may be able to employ power to power - by asking your manager to call high and wide to go around the person that has gone silent. You may be able to call their bluff from a buddy's cellphone or Skype. But the reality is the deal is dead because you did not move the deal along properly. Do not get stuck with one person, and always ask for the next step before you agree to move forward.
