Decision Walk: Diagnose a Slow Middle Funnel
Use MQL, scoring, and velocity signals together to diagnose why the middle of the funnel is slowing down.
The moment MQLs are up 19%. SQLs are up 8%. Opportunities are flat. Average time from MQL to first sales touch has stretched from 6 hours to 31 hours, and nobody agrees whether the issue is demand, follow-up discipline, or a broken scoring model. If you misread the slowdown, you will spend next week fixing the wrong stage. Read the system, not the loudest metric Demand Waterfall + Lead Scoring + Velocity Start with whether the handoff threshold is trustworthy, then inspect whether the queue is moving fast enough, then test whether accepted leads are truly advancing. Count → quality…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in