Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
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Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
SQLs matter because they represent the filtered subset of leads actually worth intensive sales effort, preventing your team from wasting time on prospects unlikely to close. The distinction between MQL and SQL creates crucial accountability: marketing owns MQL-to-SQL conversion (lead quality), whilst sales owns SQL-to-opportunity and opportunity-to-close conversion. This clarity eliminates the blame-shifting common in revenue organisations where marketing claims sales doesn't follow up properly and sales claims marketing sends rubbish leads now both claims are testable with clear metrics. For forecasting, SQLs provide much more accurate pipeline predictions than total lead counts because they've been vetted for genuine qualification. SQL volume and cost-per-SQL also guide marketing efficiency better than crude lead metrics: a campaign generating 1,000 leads but 10 SQLs is less valuable than one generating 100 leads but 30 SQLs, even though the first campaign wins on vanity metrics. The SQL stage also protects customer experience: prospects receive appropriately calibrated attention rather than aggressive sales outreach when they're merely researching or gentle nurture when they're actively comparing vendors. For scaling sales organisations, SQL definitions enable specialisation: SDRs (sales development reps) can focus on qualification conversations whilst account executives focus exclusively on qualified opportunities, dramatically improving productivity for both roles. The handoff also surfaces process gaps: if MQL-to-SQL conversion is extremely low, your MQL criteria need tightening; if SQL-to-opportunity conversion is low, your qualification questions need refinement. Organisations with tight MQL and SQL definitions consistently report 25-40% shorter sales cycles and 15-20% higher close rates because both marketing and sales focus on genuinely viable prospects rather than hopeful maybes.
Key concepts and frameworks explained clearly. Quick reference when you need to understand a term, refresh your knowledge, or share with your team.
Bring marketing, SDRs, AEs, and finance into one workshop. Choose the deal-winning traits role, company size, industry, tech stack, pain, urgency. Document them on a single page titled SQL Definition v1.0 and store it in the playbook.
Equip reps with a short, natural language checklist (not robotic interrogation). Example for an architecture firm using the BANT criteria :
Budget – “Have funds already been earmarked for design and planning?”
Authority – “Who else will review our proposal?”
Need – “What challenges prompted your search for a new architect?”
Timing – “When must planning permission be submitted?”
The rep fills four CRM fields each “Yes”, “No”, or “Unknown.” Only when three or four show “Yes” does the lead advance to SQL.
HubSpot workflow: when rep sets property BANT = Qualified → update Lifecycle stage to SQL, create Deal in Pipeline “New Business,” assign to AE, notify via Slack and email.
Pipedrive automation: dragging card into stage “Discovery” triggers task “Send recap and next-step email,” sets forecast amount, and reminds the rep in 48 hours if no activity.
Inbound SLA – Marketing must ensure at least 70 % of SQLs arrive with Budget and Need confirmed.
Outbound SLA – SDRs contact every MQL within 24 hours and either convert to SQL or recycle within five working days.
Weekly dashboards expose SLA breaches so teams can course-correct quickly.
Run a monthly MQL→SQL→Won review. If SQL→Won exceeds target but MQL→SQL lags, tighten marketing filters or improve SDR scripts. Continuous loops keep the funnel healthy.
Each case shows budget, authority, need, timing and therefore qualifies as SQL.
An SQL is where interest turns into opportunity. By defining clear shared criteria, embedding a friendly but firm BANT script, automating pipeline conversion, and enforcing SLAs, B2B teams keep the sales queue packed with winnable deals and the revenue forecast honest. Consistent SQL discipline unites marketing and sales, protects rep time, and signals to delivery and finance exactly how fast the business will grow.
Sales reps need more than a pitch deck. They need email templates that don't sound robotic, case studies that prospects recognise themselves in, calculators that quantify ROI, and videos that explain complex value quickly. Build the collateral that makes selling easier.
See playbook
