A Sales Qualified Lead (SQL) is a potential customer who has shown strong intent and meets specific criteria defined by your sales team. They’ve typically passed through the marketing funnel and are now ready for direct outreach or a sales conversation.
SQLs are identified through a combination of lead scoring, behavior tracking, and qualification frameworks like BANT or CHAMP. They meet predefined sales-readiness criteria and are often accepted through an internal lead handoff process.
SQL = A lead that meets marketing-defined thresholds and sales-readiness criteria
SQL = A lead that meets marketing-defined thresholds and sales-readiness criteria
If a contact downloads multiple product sheets, requests a demo, fits your ideal customer profile, and responds to follow-up emails, they can be flagged as an SQL and moved to your CRM for sales engagement.
OWOX BI helps you track SQL quality and pipeline conversion rates across campaigns and channels. Use insights to understand which marketing sources produce high-converting SQLs and where to focus budget.
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A good SQL matches your ideal customer profile, shows buying intent, and is responsive to outreach. They’re engaged, interested, and primed for a sales conversation.
A bad SQL may have been passed too early or lacks true buying intent. This results in low engagement, wasted sales effort, and lower close rates.
Collaborate with marketing and sales leadership to establish clear SQL benchmarks based on past wins.
Prioritize leads who show buying intent – like demo requests, pricing page visits, or sales inquiry form fills.
Use tools and documentation to ensure smooth and timely handoff from marketing to sales.
