Sales Qualified Lead (SQL)(SQL)
Quick definition
A prospect who has been qualified by sales and is ready for an active sales process.
Detailed explanation
A Sales Qualified Lead has not only shown interest (like an MQL), but has also been qualified by an SDR or sales professional based on BANT criteria (Budget, Authority, Need, Timeline) or a similar framework. An SQL has explicitly indicated openness to a conversation, has a clear pain point or need, has budget available, and has the authority to make decisions (or access to the decision maker). SQLs are transferred from SDRs to Account Executives for the actual sales process.
Synonyms
Examples
An MQL responds positively to outreach, confirms a pain point, indicates budget availability for this quarter, and books a discovery call → SQL
A prospect fills out a demo request, is Director of Sales Operations, has allocated budget for new sales tools, and wants to implement within 2 months → Direct SQL
When to use this?
Use SQL status to mark the point where a lead is officially transferred from marketing/SDR to your closing sales team. This is a critical moment in your funnel where you must accurately measure conversion.
Match-day approach
At Match-day, we train SDRs in effective qualification conversations. We build clear SQL criteria that align with your sales process and ensure a structured handover between SDR and Account Executive. Every SQL receives a scorecard with all relevant qualification information.
Related terms
Marketing Qualified Lead (MQL)(MQL)
A prospect who has shown interest in your marketing but is not yet ready for a sales conversation.
Discovery Call
An exploratory conversation where you thoroughly investigate a prospect's situation, needs, pain points, and goals.
Learn more
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