MQL vs. SQL: How to Know the Difference

Marketers are often pressured to send leads straight to sales for quick follow up. So, marketers send the leads over, sales calls on them, deals are made, revenue rolls in, and everyone wins, right? If closing deals were that easy, we wouldn’t be one of the fastest growing vendors in B2B marketing.

Most marketing qualified leads are simply not ready to speak with sales. That’s why they’re “marketing qualified,” not “sales qualified.” Not sure about the difference? Here’s a quick rundown:

  • A marketing qualified lead (MQL) is someone who is interested in beginning a relationship with your brand.
  • A sales qualified lead (SQL) is typically someone who has a confirmed budget, the authority to spend it, a confirmed business need, and a timeline to solve it.

While particular definitions for MQLs and SQLs vary, our more than 200 clients agree on these basic characteristics. They also agree MQLs need to be nurtured before they’re converted into an SQL.

Find out how to do that in our next blog. Stay tuned. If you have any thoughts on how to make marketing easy, send us a note and we’ll add them here.