SQL (Sales Qualified Lead)
An SQL (Sales Qualified Lead) is a lead that has passed qualification and is ready for direct interaction with the sales department and for purchase.
Simply put:
This is a “hot” lead that can already be sold.
How to determine that a lead is an SQL
A lead is considered an SQL if they:
- Have confirmed interest in the product
- Match the target audience profile
- Have a need for a solution
- Have the budget
- Are ready to speak with a manager or make a purchase
Difference from MQL
- MQL — has shown interest but is not yet ready to buy
- SQL — is ready to buy and is handed over to the sales department
The transition from MQL → SQL happens after additional qualification.
How the transition to SQL happens
- A lead shows interest (becomes an MQL)
- Goes through qualification (survey, call, scoring)
- Confirms readiness to purchase
- Is handed over to the sales department → becomes an SQL
Methods for determining an SQL
- Phone call or customer interview
- Behavioral analysis (e.g., requesting a demo or price)
- Lead Scoring (point accumulation)
- Meeting BANT criteria (Budget, Authority, Need, Timeline)
Examples of SQLs
- A user requested a product demo
- A client left a request for a consultation
- A company requested a commercial proposal
- A user is ready to discuss purchase terms
Why SQL is needed
- Helps prioritize leads
- Increases sales efficiency
- Reduces time spent on low-quality leads
- Increases deal conversion rates
Key takeaway
An SQL is a lead that is ready to buy and is handed over to the sales department. They are at the final stage before a deal and have the highest value for the business.
