MQL (Marketing Qualified Lead) and SQL (Sales Qualified Lead)
An MQL (Marketing Qualified Lead) is a lead deemed promising by marketing based on its behaviour. An SQL (Sales Qualified Lead) is a lead the sales team has validated as ready to be worked.
A concrete example
Example
A visitor who downloads a guide becomes an MQL. After a call that confirms a need and a budget, they move to SQL and enter the sales pipeline.
Why it matters
Distinguishing MQL and SQL keeps salespeople from wasting time on contacts that are not ready, and keeps marketing from celebrating leads that never sign. It is the foundation of an aligned marketing-to-sales funnel.