Qualified lead

A lead that meets defined criteria (MQL or SQL) and is ready for the next sales action.

Where this term appears on Landbase

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Your First RevOps Hire: When to Make It, What to Look For, and How to Set Them Up

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Why Leads Die in Your CRM (And How to Fix the Conversion Gap)

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Frequently asked questions

What's the difference between MQL and SQL?
MQL is a lead marketing thinks is ready for sales. SQL is a lead sales has confirmed meets active deal criteria. The drop-off between them is a key RevOps health metric. Under 50 percent conversion suggests MQL criteria are too loose.
Should every lead be qualified through BANT or MEDDIC?
Hold the framework for the discovery call. Trying to qualify in cold email loses the prospect before you have earned the right to ask. BANT or MEDDIC in discovery is where the framework earns its keep.
What qualifies a lead as "sales-ready"?
Three things: ICP fit (firmographics), buying intent (recent signals), and engagement (response or demo request). Two of three is borderline; three of three is a true SQL.
How fast should sales accept or reject an MQL?
Within 24 hours. Slower than that and engagement signals decay. Teams with SLAs around "sales accept" timelines convert MQLs at materially higher rates than teams without.
What happens if you over-qualify leads?
Funnel volume drops. AEs love it; revenue suffers. The right balance is on the side of letting marginal leads through to discovery, where they get qualified properly with full context.