Lead distribution is an important part of the sales cycle. It is the distribution of marketing qualified leads (whether collected through partners or otherwise) to a company's sales team or partner in order to close deals. Lead distribution typically follows a defined process, for example, assigning the lead to the most qualified sales team member or partner based on a defined set of criteria.
Marco's B2B SaaS company had a warm lead, so in order to close the important deal, they used their lead distribution process to identify a suitable partner with authority in the area to boost their credibility.
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