Lead qualification is a process of determining a prospective buyer’s likelihood of becoming a customer.
In other words, this is when you identify if a prospect matches your ideal customer profile (ICP), how likely they are to become a successful, long term customer, and whether they are worth putting your resources into at all.
- Lead scoring is a method of lead qualification that ranks prospects against a certain scale based on the perceived value they represent.
- A Marketing Qualified Lead (MQL) is a person who has shown interest in what you have to offer in response to your marketing efforts and is more likely to become a customer.
- A Sales Qualified Lead (SQL) is a lead vetted by your marketing and sales teams and ready to move to the next stage in the sales process.
- A Product Qualified Lead (PQL) is a lead who has already used your product (e.g., during a free trial or through a freemium model) and knows the value it can offer firsthand.