top of page
Glossary Term
< Return to Main Navigation

Sales Qualified Lead (SQL)

Definition

A Sales Qualified Lead (SQL) is a prospect who has been vetted and evaluated by the marketing team and meets the criteria to be handed off to the sales team for further engagement. An SQL is considered to have a higher likelihood of becoming a customer than a regular lead, as they have demonstrated a clear interest in the product or service, shown intent to purchase, and fit the profile of an ideal customer. SQLs have passed through earlier stages of the sales funnel (such as the marketing-qualified lead stage) and are now deemed ready for more direct sales efforts.

Relevance to the MedTech Industry

The core purpose of identifying and classifying an SQL is to ensure that the sales team focuses its efforts on prospects who are most likely to convert into paying customers. By differentiating between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs), businesses can allocate resources efficiently, streamline the sales process, and ultimately improve conversion rates and revenue generation.

Additional Information & Related Terms

Related Terms

  • Marketing Qualified Lead (MQL): A lead that has shown interest in a company’s offerings but has not yet demonstrated the intent or readiness to purchase. MQLs are typically handed off to sales after meeting specific engagement criteria.

  • Lead Scoring: A system for ranking leads based on their engagement with the company’s marketing efforts and their likelihood of converting into a customer.

  • Lead Nurturing: The process of engaging and developing relationships with leads who may not be immediately ready to purchase but need continued communication and education.

  • Sales Funnel: A model representing the various stages a lead moves through, from initial awareness to conversion into a customer, with SQLs being at the bottom of the funnel ready for sales engagement.

  • Conversion Rate: The percentage of leads (including SQLs) that convert into paying customers. Higher conversion rates indicate successful lead qualification and sales efforts.

bottom of page