CRM & Sales

Lead Qualification (MQL / SQL)

The process of judging whether a lead is ready for marketing nurture (MQL) or direct sales outreach (SQL).

Definition

Lead qualification is the process of deciding whether and when a lead deserves attention from sales. A Marketing Qualified Lead (MQL) has shown enough fit and engagement to be worth ongoing nurture by marketing. A Sales Qualified Lead (SQL) has been accepted by sales as ready for direct outreach — usually because they've requested a demo, replied to a rep, or hit a high lead score. Frameworks like BANT, CHAMP, or MEDDIC formalize the criteria.

Example

A whitepaper download makes someone an MQL. When the same person books a demo through the calendar link, they become an SQL and a rep is alerted within minutes.

How it relates to WellPlan

WellPlan lets you tag MQL/SQL transitions automatically based on form fills, page visits, or workflow conditions, and route SQLs straight into a sales pipeline. Explore closing features.