Lead Distribution: Push or Pull

While lead distribution is becoming a critical part of the sales cycle, there are not that many companies specializing in it. For those that do, there are several trains of thought when it comes to how leads are prioritized and assigned. At Leads360 we have primarily focused on the “push” method of lead delivery. Using this method we can more quickly get a lead to the right person. The basic principle is includes 3 steps: Which, When, Who.

Step 1: Which leads are eligible for distribution?
Step 2: When should leads be distributed?
Step 3: Who should a lead be distributed to?

Others look at distribution from a “pull” perspective. This method is not as quick, but works well in situations where your sales team is not working in a real-time environment. We currently don’t have a pull distribution model; however we recognize the value for certain types of sales organizations. We are working on a pull model to allow our clients to work with push or pull, or a combination of both. With our new distribution programs model, we are providing much more control and flexibility than ever before.

Comments

[Erik]

Interesting thoughts on the "pull" concept. Do you know of any companies that have this feature?

[jeffsolomon]

I'm not sure who exactly has a good "pull" distribution engine. I've been thinking about it more lately and have some great ideas on how companies can use both push and pull to best manage leads. I'll keep you posted.

[Mary]

Erik, Take a look at the guys at LenderFlex (lenderflex.com). Not only do they offer both "push" and "pull" systems for lead distribution they also have a pretty sweet product pricing eligibility engine integrated to take closing your leads to the next level.

[Jeff Solomon]

Thanks for the suggestion Mary; I looked on the site but could not find much about lead distribution (pull or push); can you direct me to a specific page where it is discussed? I'm eager to learn about what other providers are doing.