SQL vs MQL — the difference (and how to move leads between them)
An MQL (marketing qualified lead) has shown interest; an SQL (sales qualified lead) has been vetted by sales as worth pursuing. The handoff between them is where most pipeline leaks. Here's how to define both.
Short answer: an MQL (Marketing Qualified Lead) has shown enough interest — downloaded, signed up, engaged — that marketing calls them worth sales' time. An SQL (Sales Qualified Lead) is one a rep has vetted for fit, need and timing and judged worth actively working. Most pipeline leaks at the MQL→SQL handoff, so nail down what each one means and get both teams to agree.
The difference
- MQL: behavior-based (engaged with content/product), not yet vetted.
- SQL: sales-vetted — confirmed ICP fit + a real need + reachable timing.
Fixing the leaky handoff
- Agree the SQL bar between sales + marketing (write it down).
- Fast follow-up — contact MQLs within hours; interest decays.
- Feedback loop — sales tells marketing which MQLs converted, to refine targeting.
Keep both stages in one CRM with the full activity timeline and the handoff stays clean — the definitions become something you can actually enforce.
> Start free — track MQL→SQL with one source of truth.