The Buyer Momentum Model: Why 500 MQLs Can Still Produce Zero Progress
500 MQLs a month.
The dashboard is green.
The presentation looks impressive.
Everyone is celebrating.
Only one thing is not moving: the buyer.
That is the gap we examine in the latest episode of Match B2B Insights:
Why the Old MQL Funnel Collapses in 2026 and the Math of Buyer Momentum
The problem is not that marketing teams are not working hard. The problem is that marketing activity does not necessarily create buyer progress.
The research explains why:
• Gartner found that 74% of B2B buying teams experience unhealthy conflict during the decision process.
• Forrester reports that the average…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.