Sales Qualified Lead (SQL)
A Sales Qualified Lead (SQL) is a lead that sales has talked to and confirmed represents a real, near-term opportunity — past the marketing-defined MQL bar.
What is a Sales Qualified Lead (SQL)?
A Sales Qualified Lead (SQL) is a lead that has cleared sales' qualification bar after a conversation. They have an articulated need, the right authority (or a path to it), realistic timing, and meet your ICP. SQLs become opportunities once a clear next step is set.
Why it matters
- The handoff metric that tells marketing whether their leads converted
- Volume and conversion rate of SQLs are the leading indicators of pipeline
- Sharp SQL definition prevents pipeline inflation and forecast misses
MQL vs. SQL vs. opportunity
- MQL — marketing thinks they're ready
- SQL — sales confirmed they're ready
- Opportunity — formally entered the pipeline with a deal record
Common qualification frameworks
- BANT (budget, authority, need, timing)
- MEDDIC for complex enterprise deals
- CHAMP for buyer-centric reframing
How TexAu helps
Score every lead on fit before they reach the sales qualification queue — sales spends qualification time only on leads that already pass the basic ICP bar, lifting MQL → SQL conversion.
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