An SQL is a lead that marketing has passed to sales because they meet specific qualification criteria and show genuine buying interest. SQLs are further along in the buying journey than Marketing Qualified Leads (MQLs).
MQLs show interest through engagement (downloads, webinar attendance) but may not be ready to buy. SQLs have been vetted by marketing/sales development and demonstrate clear buying intent and fit.
Define clear SQL criteria with alignment between marketing and sales, implement lead scoring to identify SQLs automatically, ensure smooth handoff from marketing to sales, and track SQL-to-customer conversion rates.