A sales-qualified lead (SQL) is a potential customer who has been researched and vetted by the marketing department and sales teams within an organization. First, operational and data teams within the marketing division qualify a lead using lead scoring tactics. Once the lead is qualified, it is then considered sales-ready.
Once a lead is deemed as sales-ready, it then moves to the sales team(s) and they assume the responsibility of managing that relationship. From here, sales reps can qualify the lead even further by performing activities such as cold calling and emailing. Once a sales rep finds a decision-maker, determines an organization’s pain points, and finds out more information about a lead, they can move them closer to a purchase decision.