Sales Glossary > Lead Qualification

Lead Qualification

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.

Related terms:

  • 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.

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