The Middle of the Funnel: Where Leads Go to Die

More leads won't fix a funnel that stops moving. Before you invest in another campaign, what’s happening to the prospects already in your pipeline?

In this episode of Go To Market Coffee Talks, hosts Mark Jacobs and Rob Kriner tackle the challenge of turning initial interest into meaningful sales conversations. The focus: uncovering where momentum stalls, making marketing-to-sales handoffs work, and helping buyers take the next step.

Key questions for your team:

• Where are leads getting stuck, and how long are they sitting there?
• Which conversion rates, timestamps, and engagement signals reveal lead velocity?
• Does your follow-up reflect buyer intent and readiness?
• Is your nurture content helping prospects make a decision?
• Which sales opportunities need clearer ownership and a concrete next step?
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For B2B marketing, sales, and revenue leaders, it’s a practical look at the space between generating demand and building a pipeline that moves.

Grab your coffee, rethink what happens after the lead comes in, and follow Go To Market Coffee Talks for more candid conversations about sales, marketing, and growth.