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How B2B Marketers Use Lead Routing to Accelerate Pipeline
Description
In this episode, Lucas and Luna explore lead routing — the often-overlooked system that determines whether a qualified lead gets a fast sales follow-up or falls through the cracks. They walk through a specific case: a mid-market SaaS company that cut its lead response time from 18 hours to under 5 minutes by implementing round-robin routing with territory-based rules. The episode covers common pitfalls like routing leads to the wrong rep or ignoring time zones, and shares a practical framework for setting up rules based on account tier, product interest, and lead score. Listeners learn why speed-to-lead matters, how to avoid routing errors that kill deals, and a simple test to audit their own routing logic. No fluff, just actionable B2B marketing ops.