Sales Qualified Lead (SQL)
Definition
Sales Qualified Lead is a lead that sales has vetted and deemed ready for direct outreach. Fits ICP, has budget, shows intent.
Extended Definition
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.
Related Terms
ICP (Ideal Customer Profile)
ICP describes your perfect customer. The type of company or person most likely to buy, get value, and stay long-term.
Product Qualified Lead (PQL)
Product Qualified Lead is a user who has tried your product and shown buying intent through their usage behavior. Warmer than marketing qualified leads.