Regular Post
Written by Joe Paradiso

MQL / SQL (Marketing Qualified Lead / Sales Qualified Lead)

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MQL and SQL are standardized lead stages used to align marketing and sales around when a lead is ready for more intensive follow-up.

  • MQL:
    • Defined by a combination of fit (right persona/vertical/company size) and engagement (downloads, webinar attendance, email interactions, product interest).
    • Typically triggers more targeted nurture and/or introduction to sales.
  • SQL:
    • Indicates that the lead has been accepted by sales and meets criteria indicating near-term opportunity (budget, authority, need, timeline).
  • Automation usage: Automated scoring models and behavioral triggers promote leads from raw → MQL → SQL and alert sales when key threshold events occur.
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