5 GTM layers that fix lead drops
Diagnose where pipeline is leaking across the five GTM handoffs: Marketing to Sales, Inbound to Outbound, SDR to AE, AE to Customer Success, and Customer Success to Sales. Use when someone says leads, pipeline, follow-through, or expansion is dropping and needs a systems-level audit of lost context, un-routed intent, repeated discovery, or missed expansion signals. Produces a prioritized handoff map and fix plan. Not for cold-email deliverability, list cleaning, or a generic demand-generation strategy.
Sample result
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GTM handoff map and fix plan| GTM Transition | Goal | Observed Break | System Fix | |
|---|---|---|---|---|
| 1 | 1. Marketing to Sales | Pass website intent | RB2B web visits not enriched or logged in Attio | Auto-enrich visitor domain via Clay into Attio |
| 2 | 2. Inbound to Outbound | Trigger targeted outbound | Cold-storage expansion news ignored by SDRs | Route Serper expansion signals to n8n outbound queue |
| 3 | 3. SDR to AE | Transfer buyer pain | AE Marcus re-queries FDA compliance requirements | Sync Fireflies key notes into Attio deal summary |
| 4 | 4. AE to CS | Deliver buying rationale | CS Chloe missing contract SLA & sensor density goals | Push Gong key terms directly to CS kickoff brief |
| 5 | 5. CS to Sales | Surface expansion intent | Tarn added 4 cold hubs without AE notification | Trigger Slack alert on renewed pricing page visits |
Example run
“Run a 5-layer GTM handoff audit for Tarn Partners and VP Malik Ibrahim to find where our cold-chain sales pipeline is leaking.”
Retrieved account logs for Tarn Partners; web visit context from RB2B is un-enriched and missing from Attio records.
Identified repeated discovery: AE Marcus Vance re-queried FDA compliance requirements already answered in SDR call.
Found CS Chloe Dupont missing contract SLA details and sensor density goals captured during AE call.
GTM Handoff Audit: Tarn Partners Pipeline Leakage Analysis
More in Pipeline Management
- Sample resultStalled deal recovery plan
Diagnostic Area Status / Blocker Evidence (Inbox & CRM) Buyer Engagement Blocked: Timing Slipped Emeka Andersson cited Q3 plant expansion delay on Aug 14; last 2 touches asked 'any updates?' without re-anchoring. Stakeholder Coverage Gap: Economic Buyer CFO Marcus Vance requested loss-run audit authority on Jul 29; never added to proposal threads or CRM contacts. Technical / Terms Unresolved Objection Risk Director Sarah Lin flagged deductible structure in clause 4B on Aug 02; no counter-proposal provided. Use when a user asks “Why is this deal stuck?”, “This deal has been sitting in proposal forever,” or “Rescue my stalled deals.” Diagnoses the blocker behind an open, stale deal and gives the owner a cause-based recovery plan. Not for a single quiet-thread bump, which belongs in No-Reply Rescue, or stage-label validation, which belongs in Deal Stage Reality Check.
- Sample resultBuild outbound campaign status report
Funnel Stage Current Rate (Wk 6) Benchmark Target 1. Dials → Connects 4.8% (48/1,000 dials) 4.0% – 8.0% 2. Connects → Conversations 31.2% (15/48 connects) 25.0% – 40.0% 3. Conversations → Meetings 6.7% (1/15 conversations) 10.0% – 20.0% 4. Meetings Booked → Held 100.0% (1/1 booked) 60.0% – 75.0% 5. Meetings Held → Opportunities 0.0% (0/1 held) 30.0% – 50.0% Diagnose an outbound campaign from its funnel numbers and produce a weekly status report — selling days remaining, current vs target metrics, the single binding constraint, and the one fix for next week. Use this whenever someone shares outbound activity numbers, asks why a campaign isn't producing meetings, wants a weekly or monthly campaign update or client report, says outbound "isn't working," is deciding whether to kill or extend a campaign, or is reviewing SDR performance. Also use when someone asks for a pipeline or outbound review, or hands over dials, connects, replies, or meeting counts without a specific question — raw activity data almost always means a diagnostic is needed. Reach for this before offering generic outbound advice, because the fix depends entirely on which funnel stage is actually broken.
- Sample resultDaily quota pacing and execution plan
Account / Target Quota Impact Stage & Risk Q3 Quota Pacing $240,000 Gap Behind Pace (2.1x Cover) Larkspur Outfitters $85,000 ARR Decision Stage (At Risk) Apex Freight Systems $62,000 ARR Evaluation (Priority) Cascade Logistics $45,000 ARR Proposal (At Risk) Vanguard Express $110,000 ARR Whitespace Prospect Use this when you say: plan my day, run my territory, am I on pace, what do I need to close, prep me for this call, help me follow up, update CRM, rescue this deal, find whitespace, build a bigger deal, or close out my day. It shows where you stand against quota, what needs attention, and the next actions that move you toward bigger deals and quota attainment.
