Zombie Pipeline — Why More Deals Still Don’t Mean Cash
In this episode of MATCH B2B Insights, Benny Fluman, Dan Mercer, Brian Newman, and Brenda examine a common illusion in B2B growth: a pipeline that looks strong but fails to produce revenue.
The CRM is full, meetings are increasing, and stages are moving forward. Everything signals momentum. Yet the quarter ends and cash does not arrive. The issue is not effort. It is the difference between activity and real progression.
The discussion breaks down how weak qualification, broad targeting, and unclear messaging create pipeline volume without conversion. It explains why deals can remain active in…
The skinny
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