Qualified Lead
A Qualified Lead is a lead that meets the criteria for sales follow-up — combining ICP fit, engagement signals, and (typically) explicit interest — and is therefore ready to move from marketing handling to sales handling.
What is Qualified Lead?
Qualified Lead is the umbrella term encompassing MQL, SQL, and other qualification thresholds. The discipline is in the criteria. Loose qualification ('they downloaded an ebook, must be a lead') wastes sales time; tight qualification ('they explicitly requested a demo and match every ICP criterion') leaves money on the table. Strong sales-marketing alignment shows up as shared, written qualification criteria — and the absence of debate over whether a given lead is qualified.
Why it matters
- Defines the handoff between marketing and sales — discipline is essential.
- Shared qualification criteria is the foundation of sales-marketing alignment.
- Qualification conversion rate (MQL → SQL → Opportunity) reveals funnel-health.
Use cases
- Qualification-gated routing. Qualified leads go to AE; unqualified go to nurture.
- Funnel-conversion reporting. Qualified-lead rate per stage diagnoses funnel health.
- Marketing SLA. Marketing accountable for delivering Y qualified leads per month.
How turgo helps
turgo's lead-scoring model produces qualification signals automatically — and routes qualified leads to the right destination in real time.
See turgo in action →
