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In this episode of MATCH B2B Insights, Benny Fluman, Dan Mercer, and Brenda examine a critical risk in B2B growth: when strong activity and rising revenue mask growing pressure on cash.

Pipeline expands, meetings increase, and deals move forward. On the surface, everything signals momentum. But when conversion slows, sales cycles extend, and payment is delayed, the business starts financing its own growth.

The discussion breaks down how timing gaps between selling, delivering, invoicing, and collecting create hidden strain. It explains why metrics like time to cash, deal velocity, and days sales outstanding are often more important than pipeline size or booked revenue.

Real examples highlight how companies with strong growth stories can still run into liquidity pressure, and how working capital discipline separates resilient businesses from fragile ones.

The episode also connects these financial dynamics directly to go to market execution, showing how targeting, qualification, and outbound activity influence not just revenue, but the timing and quality of cash.

Because growth is not only about how much you sell.
It is about whether your business can sustain the time it takes to get paid.

When Growth Eats Cash — The Hidden Cost of Scaling Too Fast