Eddy Okun

Founder, Neothread Research. We revive closed-lost pipeline with research-led engagement. First-party data beats cold outreach.

[Eddy Okun @eddy0k]

1,046 closed-lost deals audited.

About 80% died from "no initiative" or "no priority." Only 4% were lost to a competitor.

Most revenue teams build their win-back playbook around competitive displacement. Meanwhile the real problem is that buyers never started moving at all.

[Eddy Okun @eddy0k]

Personalizing an email and researching why a deal stalled look like the same motion.

They're not. Personalization fills a template. Research tells you why the buyer went silent in the first place.

That distinction is where pipeline actually lives.

[Eddy Okun @eddy0k]

Most CRM loss reasons get logged in the last 72 hours of quarter.

Reps clearing pipeline under forecast pressure, picking whatever dropdown closes the record fastest.

The field that's supposed to explain your losses is filled at the exact moment nobody has time to be honest.

[Eddy Okun @eddy0k]

@billgnofficial https://t.co/lp1cRS2a0B

Qualitative research-based GTM system.

[Eddy Okun @eddy0k]

I started paying Tella recently. Awesome product.

The killer features:
- Edit videos via claude code
- produces an animated GIF of the video when sharing links
- Notifications when someone watches

The only other thing I want is that mouse-smoothing animation thing that screen studio popularized

[Eddy Okun @eddy0k]

@vitaliidodonov X

[Eddy Okun @eddy0k]

Roughly half of stalled deals have a re-engagement signal sitting in them untouched.

Nobody finds it because nobody asks. The deal goes cold, the rep moves on, and the contact joins a nurture sequence forever.

More pipeline in your closed-lost than in most outbound campaigns.

[Eddy Okun @eddy0k]

Average research interview with a lost buyer runs 8.7 minutes. 75% go past seven.

These people ghosted your sales team. Wouldn't reply to an email, declined every meeting.

Ask what actually happened in the deal, with a neutral third party, and they'll talk for nine minutes.

[Eddy Okun @eddy0k]

@jarradgrigg oh my god totally

[Eddy Okun @eddy0k]

Cold outbound tools get sharper every quarter.

Response rates keep falling anyway.

Every improvement in sequencing and personalization lands on a buyer who already learned to pattern match and ignore the entire channel at once.

[Eddy Okun @eddy0k]

@danielkleach Building Neothread Research: A research motion for revenue teams that delivers pipeline.

https://t.co/CY4r3hvBkt

[Eddy Okun @eddy0k]

15,800 closed-lost deals analyzed.

"Price" was the reason only 1 in 20 times.

The real #1? Silence. The buyer stopped responding entirely, no objection, no competitor named.

Sales teams optimize for pricing objections while pipeline bleeds out from indifference.

[Eddy Okun @eddy0k]

@scottastevenson I presume this is being collected on a call with a sales rep?

[Eddy Okun @eddy0k]

@shivsakhuja Goose

[Eddy Okun @eddy0k]

@jjen_abel why?

[Eddy Okun @eddy0k]

@coldemailchris @pipeline_tech_ SaaS

[Eddy Okun @eddy0k]

@GadSaad Just stay Gad. It's fine.

[Eddy Okun @eddy0k]

@markproduct https://t.co/lp1cRS2a0B

[Eddy Okun @eddy0k]

@pmarca But why "Make your answers as long and detailed as you possibly can."?

sounds like it'll produce stupidly long answers...

[Eddy Okun @eddy0k]

@horwitzben Oh I love this