Sales Qualified Lead (SQL)

Maximise revenue by guiding prospects through the purchasing process. When marketing and sales work closely together, success follows. Yet there are often disagreements between the two teams. It is therefore essential to determine where a prospect is in the customer journey. You will frequently hear the terms MQL and SQL.
What do these abbreviations stand for, and how should you handle a sales qualified lead? Addmark explains and supports every aspect of your company’s marketing activities.

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Sales Qualified Lead (SQL)

What is a sales qualified lead?

Within the marketing and sales process, leads are typically divided into three categories:

Information qualified lead (IQL): a potential customer who is looking for useful information about your product or service.
Marketing qualified lead (MQL): a potential customer who has shown interest in your product or service, for example by downloading a whitepaper, subscribing to the newsletter or responding to an online marketing campaign.
Sales qualified lead (SQL): a prospect who is ready to request a quote or proceed to a purchase.

Why SQL leads matter

A sales qualified lead is a potential customer who has demonstrated interest in your product or service. This lead has already gathered substantial information and views your offering as the solution to their problem. This is not a guarantee they will become a customer. It is therefore important for the sales team to choose the right strategy to close the intended deal. A tailored sales plan helps convert the lead successfully into a customer.