Traffic in the Goal Tree

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A prospective customer that has been researched and vetted by the sales team and is considered ready for the direct sales process.

Represents a stage further along from MQL, indicating the lead has demonstrated a clear intent to buy or has met specific criteria making them a fit for the company's product or service.

Prioritisation of SQLs can significantly increase sales efficiency and conversion rates, as these leads are closer to making a purchasing decision.

Next on our list is SQL, and no, we're not talking about databases here! In the marketing and sales world, SQL stands for 'Sales Qualified Lead'. Let's dive in.

What is an SQL?

Think of a relay race. The baton gets passed from one runner to the next. An SQL is like the baton being handed over from marketing to sales. It's a lead that's been vetted by the marketing team and is now deemed ready for the sales team to take over. This lead isn't just curious; they're showing serious buying intent.

Why is an SQL Important?

While MQLs are warm leads showing interest, SQLs are even hotter. They're on the brink of making a decision and just need that final push. Recognising an SQL means your sales team can jump in, have direct conversations, and hopefully seal the deal. It's about knowing who's most likely to buy and focusing your efforts there.

How Do I Identify and Engage with SQLs?

SQLs often display behaviours like requesting product demos, asking detailed questions about pricing, or discussing implementation. To spot them, look for these deeper engagements. Once you've identified an SQL, it's crucial to act quickly. Connect them with your sales team for a tailored conversation, address their specific needs, and guide them towards a purchase decision.

In a Nutshell...

An SQL is a lead that's almost at the finish line. They've moved beyond just interest and are displaying clear buying signals. By focusing on SQLs, you're honing in on those most likely to convert into customers. It's the final stretch, so make sure you give it your all to bring them on board!


Frequently asked questions

Frequently asked questions about this concept.

Very good training, gained many new detailed insights, and Ewoud is extremely helpful in answering all the questions posed.

Timon Tlomaczewski
Timon Tlomaczewski
The Talent Institute
Digital Designer