Decision Walk: Prioritize Velocity Fixes After a Good Quarter
Prioritize the highest-leverage velocity fix when a funnel is generating enough leads but moving too slowly.
The postmortem The funnel produced enough MQLs and enough SQLs, but too many opportunities were created so late that the quarter relied on heroics. Leadership agrees the next improvement should target speed, not sheer volume. If you pick the wrong velocity lever, you will simply move more weak leads faster. Speed with standards Qualified speed beats indiscriminate speed Velocity improves when qualified leads spend less idle time between meaningful steps. That means tracing wait states around high-fit, high-intent leads before increasing top-of-funnel load. Find the dead time Not every day in the funnel is useful work. The cleanest speed gains…
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