MQL (Marketing Qualified Lead)
A Marketing Qualified Lead (MQL) is a lead that has been evaluated by marketing and meets predefined qualification criteria, such as a minimum lead score, job title match, or demonstrated behavioral engagement, indicating it is likely to be receptive to a sales conversation. MQL status represents the marketing-to-sales handoff point: marketing certifies that a lead has demonstrated sufficient interest and organizational fit to warrant sales follow-up, while sales accepts responsibility for qualification and pipeline development from that point forward. The MQL-to-SQL conversion rate is one of the most telling metrics in B2B revenue operations, a consistent gap between MQL volume and SQL creation signals misalignment between marketing's qualification standards and sales' assessment of opportunity quality.
An MQL is a lead that marketing has judged ready for a sales conversation, based on criteria like a minimum score, title match, or engagement. It marks the handoff point: marketing certifies enough interest and fit, and sales takes over qualification. The MQL-to-SQL conversion rate is one of the most telling B2B metrics. A persistent gap signals that marketing's qualification standard and sales' view of quality are out of sync.
Frequently Asked Questions
A marketing qualified lead, one that meets marketing's criteria, like a minimum score or engagement level, indicating it is ready for a sales conversation.