SQL (Sales Qualified Lead)
Definition
Sales Qualified Lead is a lead that sales has vetted and deemed ready for direct outreach. Fits ICP, has budget, shows intent.
What Is an SQL (Sales Qualified Lead)? SQL vs MQL
MQL vs SQL: Marketing Qualified Lead showed interest (downloaded whitepaper, attended webinar). SQL was reviewed by sales and meets criteria: right company size, budget, decision maker identified, timing to buy. SQL conversion rates are 20-30% for good sales teams. SQL to closed-won typically takes 30-90 days for B2B SaaS.
Examples
A lead downloads a whitepaper, which makes them an MQL. Sales then reviews the lead, confirms the company has 200 employees, a budget line for the product, and a named decision maker planning to buy this quarter, and reclassifies them as an SQL ready for direct outreach.