SQL (Sales Qualified Lead)

A Sales Qualified Lead (SQL) is a lead that has been evaluated and accepted by the sales team as meeting the criteria for active commercial pursuit — typically converted from an MQL after a sales development representative (SDR) has conducted an initial qualification conversation confirming budget, authority, need, and timeline. SQL status marks the formal handoff from marketing-led lead nurturing to sales-led opportunity development. The MQL-to-SQL conversion rate is one of the most important metrics in B2B revenue operations: consistently low conversion rates signal either that marketing is generating the wrong profile of leads (ICP misalignment) or that sales qualification standards are stricter than marketing's, creating systematic disagreement about what constitutes a ready prospect.