A Sales Qualified Lead (SQL) is a lead that has been validated by sales as having real interest, need, and budget timing. Validation is typically performed by an SDR through outreach and discovery conversation, confirming real interest, real need, real budget timing, and ICP fit. The SQL is then ready to be handed off to an Account Executive and enter the sales pipeline as an opportunity. It's the gate between marketing-qualified leads and actual sales pipeline.
The MQL → SQL transition:
A lead becomes an MQL when marketing criteria are met (ICP fit + behavior signals). The SDR then contacts the MQL and validates it through conversation. If the SDR confirms: