Definition
A business trail of proven follow-up value is confirmed by the sale.
In detail
A Sales Qualified Lead (SQL) is a sales opportunity that the sales team has confirmed as valuable to pursue. It has typically passed initial screening, fits the target customer profile, and shows clear purchase intent. It addresses the issue of sales resource allocation, preventing salespeople from wasting time on low-quality leads. Unlike a Marketing Qualified Lead (MQL), an SQL is closer to the closing stage and is usually confirmed by a sales representative via phone or email. The output is a clear opportunity record entering the sales funnel, accompanied by a follow-up plan.
Example in practice
A B2B software company's marketing department generates many leads through online events, but the sales team finds many do not meet target industry or budget requirements. So, the sales manager sets lead scoring criteria, requiring sales reps to confirm leads by phone within 48 hours; qualified ones are converted to SQLs and assigned to regional sales. Since then, the sales team focuses on high-potential customers, and the win rate significantly improves.