SQL or Sales Qualified Lead represents a prospective customer that has been researched and vetted -- first by an organization's marketing department, and then by its sales team -- and is deemed ready for the next stage in the sales process.
In the sales process, the SQL plays a vital role in moving a potential customer from a status of mere interest to one of active pursuit. The transition of a lead from a Marketing Qualified Lead (MQL) to a Sales Qualified Lead (SQL) is a critical step in the sales funnel. A SQL usually indicates that the lead has met certain criteria and shows a high level of interest that justifies a direct sales follow-up.
A lead becomes sales qualified when they have shown a certain level of interest in the company's products or services and are deemed ready for direct sales engagement.
A MQL is a lead who has engaged with the company's marketing efforts but is not ready to receive a sales call. An SQL, on the other hand, has shown enough interest and is deemed ready for a direct sales pitch.
CRM (Customer Relationship Management) software, marketing automation tools, and lead scoring software are commonly used in the process of qualifying leads.
The main benefit of identifying SQLs is that it helps the sales team focus on leads who are most likely to convert, thereby increasing sales efficiency and productivity. It also helps in aligning the marketing and sales teams around the same goals.
In conclusion, SQLs are an integral part of any sales process. They help streamline the sales process, align the marketing and sales teams, and ultimately lead to an increase in conversions and revenue.