In the traditional B2B world, marketing has lived by the “MQL” model for years. The idea was simple. One person enters a funnel, hits a certain score, and gets tossed over to sales. It worked for high volume, but it ignored how complex things actually are. It assumed that one person makes the call and that filling out a form always means they are ready to buy.
The problem? Sales ends up talking to just one person while the real decision-makers stay hidden. When those other voices aren’t heard, deals stall out or just disappear.
The Buying Group model changes that by facing reality. Modern B2B deals usually involve 6 to 10 people. Instead of chasing one lonely lead, this approach looks at the whole group. It recognizes that the journey isn’t a straight line and that different people hold different pieces of the puzzle.
By looking at the whole account instead of just one score, you can support everyone involved from the start. This builds way more confidence in the deal and cuts out the friction that usually slows things down.
