What is SQL?
SQL is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
An SQL, or sales qualified lead, is a lead that a salesperson has reviewed, accepted, and judged worth active pursuit as a potential deal. It sits one step past the MQL. Reaching SQL status means both fit and intent are strong enough to justify a rep's time creating an opportunity.
Key takeaways
- A lead sales has accepted and deemed worth pursuing.
- One stage past the marketing qualified lead (MQL).
- Confirms both fit and buying intent are strong.
- Often converts directly into an opportunity.
Why it matters
The SQL is the real bridge from marketing effort to pipeline. Tracking how many MQLs become SQLs shows whether marketing's leads are genuinely sales-ready or just meeting a score threshold.
How Ardovo handles it
Ardovo records the SQL step and measures MQL-to-SQL and SQL-to-opportunity conversion, so you see exactly where lead quality holds up or breaks down. Rook can auto-create the opportunity when a rep accepts an SQL.
Frequently asked questions
Who decides a lead is an SQL?
Sales does. A rep or SDR reviews the marketing qualified lead and confirms it is worth pursuing based on fit, timing, and intent. That acceptance is what turns an MQL into an SQL.
Is an SQL the same as an opportunity?
Close but not identical. An SQL is an accepted, sales-ready lead. An opportunity is a created deal with a value and close date. An SQL usually converts into an opportunity right after acceptance.