Most B2B funnels break in the same place. Not at the top. Not at the bottom.
The middle.
This is where leads go quiet, deals slow down, and sales teams lose momentum.
The problem is not awareness. The problem is the handoff between marketing activity and sales action.
Here is how to fix the middle of your funnel so more deals move forward.
You do not need more leads. You need clearer qualification.
Look at
Strong qualification reduces wasted time and improves conversion.
Most buyers need education. Not a sales pitch.
Create simple tracks that match buyer needs.
Use
When your message fits the problem, the buyer stays engaged.
Look at the last ten deals you won. Confirm how buyers described their pain.
Update your funnel messaging to match their words.
Keep language consistent across:
Consistency builds trust and speeds up decisions.
Provide sales with assets that address real questions.
Start with:
These help sales guide buyers and cut friction in the middle of the funnel.
Middle-funnel reporting should answer one question:
Are buyers progressing or stalling?
Measure
This shows where buyers slow down and why.
Fixing the middle of your funnel does not require new tools. It requires clarity, alignment, and simple actions that support buyer progress.
At White City Consulting Group, we help teams create full-funnel systems that turn interest into revenue.