the-leak-finderlisted

Diagnoses where a funnel loses people: stage-by-stage conversion against benchmarks, the drop-offs ranked by the spread they represent rather than by the worst absolute number, likely root causes, and an ordered fix roadmap. Use when conversion is weak on a marketing, sales or product funnel and it is not yet clear which step is responsible. Boundary: locates and ranks the leak, while `the-hypothesis-engine` designs the test for the fix. For checkout specifically use `the-checkout-auditor`, and for post-signup activation use `the-first-mile-mapper`.
sidchaudhary/gtm-skills · ★ 1 · AI & Automation · score 74

Install: claude install-skill sidchaudhary/gtm-skills

> **Map both funnels before optimising either.** Read **The Product-Qualified Path, and Why MQL Alone > Is the Wrong Model** in `references/funnel-benchmarks.md`. > > - **Ask whether any self-serve path exists** before assuming a single sales-led funnel. Most companies > with a signup form are running two funnels and measuring one. > - Sales-led qualifies on **MQL**, product-led on **PQL** — a PQL has used the product and shown buying > behaviour, an MQL downloaded something. Bare logins never qualify: a habitual logger with no > expansion behaviour is a habitual user, and those are disproportionately the accounts quietly > evaluating alternatives. > - **Where both paths run, compare them.** A measured case showed MQL→SQL of 10.9% against PQL→SQL of > 57.9% at the same company — a 5.3x gap at the qualifying step, where the leverage is routing traffic > into the product path rather than repairing the MQL path. That conclusion is invisible if only one > funnel is mapped. > - **MQL→SQL is a distribution, not a floor**: 13% cross-industry median, 18-22% B2B SaaS, 35-40% top > quartile, and **39-40% with behavioural scoring** — roughly triple the median, which is the same idea > as a PQL applied to the sales-led path. That is usually the recommendation, not more nurture. > - **A blended qualifying rate cannot be acted on.** SEO converts to SQL at ~51%, PPC ~26%, webinar > ~17.8%. Splitting by channel is the first deliverable, not a refinement. > **Chart form.