{"id":17906,"date":"2026-06-10T10:04:45","date_gmt":"2026-06-10T08:04:45","guid":{"rendered":"https:\/\/2be-markenmacher.de\/2026\/06\/10\/when-inquiries-suddenly-stop-coming-in-why-active-sales-are-more-important-now-than-ever-before\/"},"modified":"2026-06-10T10:05:23","modified_gmt":"2026-06-10T08:05:23","slug":"when-inquiries-suddenly-stop-coming-in-why-active-sales-are-more-important-now-than-ever-before","status":"publish","type":"post","link":"https:\/\/2be-markenmacher.de\/en\/2026\/06\/10\/when-inquiries-suddenly-stop-coming-in-why-active-sales-are-more-important-now-than-ever-before\/","title":{"rendered":"When inquiries suddenly stop coming in: Why active sales are more important now than ever before"},"content":{"rendered":"<\/span> 3<\/span> Min.<\/span><\/span>

Many companies are familiar with this situation: for years, business almost ran itself. Demand was high, customers came through recommendations, existing networks or long-standing market positions. Sales often meant one thing above all: processing incoming inquiries, preparing offers and handling projects. <\/p>\n

But what happens when market conditions change?<\/strong><\/p>\n

The market has changed – and now?<\/h2>\n

Rising costs, economic uncertainty, reluctance to invest and changing customer requirements are currently causing a noticeable shift in framework conditions in many sectors. Projects are being postponed, budgets cut and decisions delayed much longer than just a few years ago. Suddenly there are no inquiries, the pipeline is getting emptier, capacity utilization is falling and it is precisely at this point that it becomes clear how dependent many companies were on a market that had provided a tailwind for years. <\/p>\n

What we are currently observing frequently<\/strong>:
\nInstead of taking active action, people first analyze. And then analyzed again. <\/p><\/blockquote>\n

Working groups are set up, strategy meetings are scheduled, market reports are produced and presentations are prepared. Of course, analyses are important, they help to understand developments and make well-founded decisions, but there comes a point when further discussions no longer provide any additional insight. <\/p>\n

While the causes are still being discussed internally, competitors are already winning new customers, tapping into new markets and expanding their visibility.<\/p>\n

Hope is not a sales strategy<\/h2>\n

Many people secretly hope that the market will pick up again and everything will return to the way it used to be, but markets don’t work on hope. Anyone who relies on the fact that the next inquiry will come at some point loses valuable time. Time in which competitors actively build up new contacts, sharpen their positioning and make targeted investments in sales and marketing. It is often during difficult market phases that the greatest opportunities arise for companies that are prepared to break new ground. <\/p>\n

If there are no inquiries, you don’t need any more PowerPoint presentations. It needs action. <\/p>\n

These include, among others:<\/p>\n