What is Sales Qualified Opportunity?
Sales Qualified Opportunity is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
A sales qualified opportunity, or SQO, is a deal that has been vetted and accepted as a genuine, worth-pursuing opportunity with real potential to close, one step beyond a sales qualified lead. Reaching SQO status usually means the deal meets defined criteria for fit, need, and buying intent, and belongs firmly in the active pipeline.
Key takeaways
- A vetted, accepted opportunity worth active pursuit.
- One step beyond a sales qualified lead.
- Meets defined criteria for fit, need, and intent.
- Belongs firmly in the active pipeline.
Why it matters
The SQO is the point where a deal is real enough to forecast and invest in. Tracking SQL-to-SQO conversion shows how well early qualification predicts genuine, workable opportunities.
How Ardovo handles it
Ardovo records the SQO milestone and tracks conversion from lead to SQL to SQO, so you see where qualification holds up. Rook flags opportunities marked SQO that lack the criteria to justify the label.
Frequently asked questions
What is the difference between an SQL and an SQO?
A sales qualified lead is an accepted lead worth pursuing. A sales qualified opportunity is a vetted deal that has met deeper criteria for fit, need, and intent and is a genuine, forecastable opportunity in the pipeline.
Why track SQOs separately?
Because not every accepted lead becomes a real opportunity. Measuring SQL-to-SQO conversion reveals how well early qualification predicts workable deals, helping refine the criteria that define a real opportunity.