From MQL to SQL: qualifying bought leads
Sending sales a lead that isn't ready burns time and morale. Learn to tell an MQL from an SQL and hand off at the right moment.
In any serious sales process two acronyms appear: MQL (marketing-qualified lead) and SQL (sales-qualified lead). The difference sounds textbook, but it has a huge impact when buying leads: sending your sales team a lead that isn't ready yet burns time and morale.
What each one is
An MQL fits your profile and has shown some interest, but isn't ready for a direct sales conversation. An SQL already has intent and timing: ready for sales to work fully. Confusing them throws off the whole funnel.
The border: an MQL needs nurturing; an SQL needs a closing call. Treating them the wrong way is the mistake that makes "leads not work".
How to tell them apart when buying leads
Here's where lead scoring and fast qualification come in: fit + intent. An "intent" or "closing" tier lead usually enters as an SQL; a "volume" one, as an MQL to mature.
The handoff, frictionless
When an MQL matures to SQL, the handoff to sales must carry all the context: what they did, what was said, what interests them. A good CRM does it losing nothing. The rep continues the conversation, doesn't start from scratch.
Don't send sales everything you buy: send what's ready. Mature the rest first.
We deliver pre-classified leads
At CompraLeads we deliver each lead with its intent tier, so you know what's an SQL and what to nurture. Write to contacto@compraleads.es.