Cassidy: A three-day gap in customer communication usually dooms committed deals
Brendon Cassidy · Brendon Cassidy: Why You Should Never Hire Someone You Do Not Know in Your First Five Hires | E1124 · 20VC with Harry Stebbings · Mar 8, 2024 · at 35:54
Brendon Cassidy, former Head of Sales at LinkedIn and VP of Sales at Talkdesk, outlines his key metric for assessing deal health during sales reviews.
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“Usually more, if there's like a three-day gap, and it's like a committed deal, and like maybe there's a contract in legal or whatever else, you're not closing that deal, right? Generally speaking, right? And so that's, that was one of the things that I would always look at is like, you know, where are we at with the customer from a communication standpoint? When was the last time this customer Emailed you or called you or returned your call or picked up your call. And if it hasn't happened in three days, it ain't happening generally, right? Something's wrong, right?”
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