Sales & CRM
What is SQL (Sales Qualified Lead)?
SQL is a lead that sales qualified as ready to advance in the funnel — not the database SQL.
An SQL (Sales Qualified Lead) is a lead that passed sales' qualification criteria: budget, authority, need, urgency (BANT/MEDDIC). Before that it is an MQL or just a lead.
The MQL → SQL rate reveals both marketing quality (sending in-ICP leads) and qualification quality (sales not cutting what matters).
Use it in practice
CRM with Deal Coach
Frequently asked questions
What is the difference between lead, MQL and SQL?
A lead is any signup; an MQL is qualified by marketing (engagement, ICP); an SQL is qualified by sales (BANT/MEDDIC).
Who decides if a lead becomes an SQL?
Sales, based on documented criteria (not opinion). Marketing sends the MQL; sales accepts, rejects or asks for more info.