TOFU is full, MOFU is leaking, BOFU is empty, what is the actual fix you have found?

The pattern is more common than most teams admit.

Top of funnel looks healthy. Numbers are up. Then you look at MOFU and conversion rates are flat or falling. By the time you reach BOFU, pipeline is thin and the forecast is uncomfortable.

The standard responses I see:

- Add more content

- Run a nurture sequence

- Get sales to follow up faster

- Check if the ICP definition is still right

What I rarely see: someone who actually tracked which channel or action was the real bottleneck and fixed that specific thing instead of running all four in parallel.

For teams who have actually diagnosed and fixed a funnel leak at MOFU, what was the root cause in your case and what changed the number?