SQL

Sales Qualified Lead. A lead that sales has accepted and confirmed meets active deal criteria (BANT, MEDDIC, or similar).

Where this term appears on Landbase

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The RevOps KPI Dashboard: 12 Metrics That Actually Matter in 2026

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Frequently asked questions

What's a sales qualified lead?
A lead that sales has accepted and confirmed meets active deal criteria. Usually BANT or MEDDIC. The transition from MQL to SQL is where qualification rigor matters most.
What's the typical SQL-to-opportunity conversion rate?
60 to 80 percent in healthy funnels. Below 60 percent, SQL criteria are too loose. Above 90 percent suggests SQLs are being over-qualified (probably losing volume before discovery).
Who qualifies a lead as SQL. SDR or AE?
Usually SDRs do the initial qualification; AEs confirm at the discovery call. Some orgs have a separate qualification call before discovery for high-value enterprise deals.
What's the right SLA for accepting an SQL?
Within 24 hours of SDR pass-off. Slower than that and momentum decays. Best-in-class teams have 4-hour SLAs with automated escalation if AEs miss the window.
How does Landbase improve SQL quality?
By providing the account context that lets SDRs qualify more rigorously before pass-off. Better-qualified SQLs convert higher at the AE stage. Most of the lift Landbase customers see is here.