MQL (Marketing Qualified Lead)
Detailed Explanation
MQL, or Marketing Qualified Lead, refers to potential customers who have been qualified by marketing activities and show readiness for sales engagement. These leads are identified based on the pages they visit, materials they download, and their level of engagement with your brand.
Example
A visitor downloads your SaaS product whitepaper and attends a webinar → this lead qualifies as an MQL and is ready to be passed to the sales team.
Why MQL Matters
MQLs represent the bridge between marketing and sales. By properly qualifying leads before passing them to sales, you ensure your sales team focuses on prospects with genuine interest and buying potential, improving conversion rates and efficiency.
MQL in B2B outbound
Cold prospects have not engaged yet, so the MQL stage rarely applies to outbound. The equivalent moment is a positive reply, or a known lead coming back to your website after an email. TechSales sorts every reply into stages and shows site visits by known leads as signals, so the hand-off happens on a reply rather than a form fill.