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  • Writer's pictureDragos Mihai


Updated: Aug 17, 2023

As a business owner or marketer, you may have heard the terms MQL and SQL when it comes to CRM and marketing. These are two important stages in the lead management process that can help you identify and nurture the right leads, ultimately resulting in more sales.

What are MQLs?

MQL stands for Marketing Qualified Leads. These are leads that have shown some level of interest in your product or service but are not yet ready to buy. MQLs are typically generated through marketing activities such as email marketing campaigns, webinars, or social media ads. They have shown some level of engagement, but may not be fully aware of the value your product or service can offer them.

What are SQLs?

SQL stands for Sales Qualified Leads. These are leads that have been identified as potential buyers and have been passed on to the sales team for further nurturing. SQLs have shown a higher level of interest and engagement with your product or service, and are closer to making a purchase decision.

The MQL to SQL Conversion Process

The process of converting MQLs into SQLs is a crucial step in the lead management process. It requires a well-defined process, clear communication between marketing and sales teams, and effective lead-nurturing tactics.

Here are some tips for converting MQLs into SQLs:

  1. Define your criteria for MQLs and SQLs: To ensure that both marketing and sales teams are aligned, it's important to define the criteria for MQLs and SQLs. This could include factors such as level of engagement, company size, or job title.

  2. Use lead nurturing tactics: To move MQLs through the funnel and towards a sales conversion, it's important to use effective lead nurturing tactics such as targeted email campaigns, retargeting ads, or personalized content.

  3. Use lead scoring: Lead scoring is a process of assigning a numerical value to a lead based on their level of engagement and interest. This helps to prioritize leads and identify the ones that are most likely to convert to a sale.

  4. Communicate effectively: To ensure a smooth handover from marketing to sales, it's important to have clear communication between teams. This could include regular meetings, shared dashboards, or an agreed-upon handover process.


In conclusion, understanding the difference between MQLs and SQLs is essential for effective lead management. By defining clear criteria, using effective lead nurturing tactics, and communicating effectively between marketing and sales teams, you can increase the likelihood of converting MQLs into SQLs and ultimately drive more sales for your business.

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