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.
An SQL is a lead that sales has evaluated and accepted for active pursuit, usually after an SDR confirms budget, authority, need, and timeline. It marks the formal handoff from marketing-led nurturing to sales-led opportunity development. The MQL-to-SQL conversion rate is one of the most important B2B metrics: consistently low conversion means either marketing is generating the wrong profile of leads or sales is applying stricter standards, a disagreement worth resolving.
Frequently Asked Questions
A sales qualified lead, one sales has evaluated and accepted as worth active pursuit, typically after confirming budget, authority, need, and timeline.