SQL FAQ
Quick answers to the most common questions about SQL. For the full definition, formula, and benchmarks, see the SQL glossary page.
What is an SQL?
A sales qualified lead is a prospect that a rep has actively qualified — confirmed fit, budget, authority, need, and timeline — and accepted into the pipeline as a workable opportunity. It is the stage after MQL and before a formal opportunity with a dollar value.
What is a good MQL-to-SQL conversion rate?
B2B SaaS teams commonly see 10–25%, but the number depends entirely on how strictly each stage is defined. The trend matters more than the absolute value: a falling rate means marketing and sales are drifting apart on who the ICP is.
Keep exploring SQL
An SQL is a sales qualified lead — a prospect that sales has vetted as a real opportunity, typically confirming budget, authority, need, and timeline before it enters the pipeline as an opportunity. Read the full SQL definition for formulas, benchmarks, and common mistakes.