What is Sales Qualified Lead (SQL)?
Nexa Consultancy | Startup & Finance Glossary
A Sales Qualified Lead (SQL) is a prospective customer that has been researched and vetted by the sales team and is deemed ready for a direct sales follow-up. An SQL has moved beyond initial interest and has shown a clear intent to purchase.
For Startups: Distinguishing between MQLs and SQLs is key to sales efficiency. It ensures that the sales team spends its valuable time on leads that have a high probability of closing, rather than wasting effort on unqualified prospects.
For B2B/SaaS: The transition from MQL to SQL typically happens after a sales development representative (SDR) has had an initial conversation with the lead and has confirmed their need, budget, authority, and timeline (a framework often called BANT).
Example: After a marketing team passes an MQL to sales, an SDR calls the lead, confirms they have a budget for the solution and are looking to make a decision in the next quarter. The SDR then converts the lead to an SQL and assigns it to an Account Executive.