Acquisition MQL / SQL
MQL & SQL
Two lead stages: a marketing-qualified lead shows interest, a sales-qualified lead is ready for sales.
By Tanguy De Keyzer · Founder & digital strategist
What are MQLs and SQLs?
Not every lead is equally far along. Two labels bring order:
- MQL (Marketing Qualified Lead), someone who shows concrete interest (downloads an e-book, watches a demo) but is not yet ready to buy. Marketing keeps nurturing this lead.
- SQL (Sales Qualified Lead), someone who gives enough signals to be approached by sales. The buying intent is clear.
Why the distinction matters
By separating MQL and SQL, sales does not waste time on cold leads and marketing keeps following up warm leads until they are ready. The transition from MQL to SQL is a key moment in the funnel, and that is where lead nurturing proves its value.
In practice
A well-defined handover between marketing and sales (often via lead scoring) ensures that the right lead gets the right conversation at the right time.
Related service The marketing automation agency for better lead follow-up. →
From theory to growth.
We turn MQL & SQL into measurable results for your business.