MQL and SQL are two acronyms that decide whether marketing and sales work aligned or blame each other. Understanding the difference —and designing the handoff well— is one of the biggest levers of sales efficiency.
What an MQL is
A Marketing Qualified Lead is a lead that, according to marketing, fits the ideal customer and has shown interest. It is ready for sales to look at, but the need has not yet been confirmed.
What an SQL is
A Sales Qualified Lead is a lead that sales has confirmed: there is fit, need and timing. It is ready to work as a real opportunity.
The handoff, where it is won or lost
The biggest sales waste happens in the jump from MQL to SQL: marketing passes leads sales considers weak, or sales ignores good leads. The fix is a shared definition and a shared scoring.
Where bought leads fit
A bought lead with high intent and score can enter almost as an SQL, skipping much of the qualification work. That is why the lead tier you buy matters so much.
- MQL: marketing thinks it fits; SQL: sales confirms it.
- The MQL\u2192SQL handoff is where efficiency is won or lost.
- A bought lead with high score enters almost as an SQL.
Receive leads close to SQL.
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