MQL vs SQL: What’s the Difference? (Stop Pretending They’re the Same Thing)

Let’s settle this argument once and for all.

Because every marketing and sales team has had this fight:

Marketing: “We sent you 100 leads!” Sales: “Bro, these aren’t leads. These are random people who downloaded a checklist at 2am.”

Sound familiar?

Let’s demystify the jargon: MQL vs SQL.

⚡️ TL;DR Up Front

✅ MQL = Marketing Qualified LeadSomeone showing interest but not yet sales-ready.

✅ SQL = Sales Qualified LeadSomeone who’s been vetted and is ready for direct sales engagement.

Simple. But let’s break it down so even your cousin who just started in marketing can get it.

1️⃣ What Is an MQL?

An MQL is someone who has:

✅ Interacted with your marketing.

✅ Shown buying intent signals.

✅ Matched some criteria you care about.

Examples:

⭐️ Downloaded your e-book.

⭐️ Attended your webinar.

⭐️ Signed up for a free trial.

⭐️ Clicked on your ad, filled a form.

⭐️ Visited pricing page multiple times.

They’re interested. But interested ≠ ready to buy.

Think of them as:

“Hey, tell me more, I’m curious.”

🎯 Key Point

✅ MQL = Marketing’s job to capture and nurture.

❌ Not sales’ job to pitch right away.

Because let’s face it: if sales calls too early, they’ll get ghosted harder than your Tinder date.

2️⃣ What Is an SQL?

An SQL is when that lead:

✅ Has been qualified (by marketing or SDRs).

✅ Shows clear buying intent.

✅ Fits your Ideal Customer Profile (ICP).

✅ Is ready for a sales conversation.

Examples:

⭐️ Asked for a demo.

⭐️ Filled “Contact Sales” form.

⭐️ Said “We want pricing now.”

⭐️ Has budget, authority, need, timeline (BANT).

They’re not just interested. They’re in-market.

It’s basically them saying:

“Let’s talk. I want to buy (or at least evaluate seriously).”

🎯 Key Point

✅ SQL = Sales’ job to close.

❌ Not marketing’s job to endlessly nurture.

3️⃣ Why This Difference Matters

Marketing loves big numbers:

“We got 1000 leads this month!”

Sales rolls their eyes:

“99% are trash.”

That’s what happens when you don’t filter MQLs into SQLs.

You’re sending unripe fruit to sales. They can’t sell to someone who’s just researching.

🤦‍♂️ The Classic Mistake

❌ Calling every signup a “lead.”

❌ Counting MQLs as SQLs.

❌ Overloading sales with uninterested tire-kickers.

That’s how sales teams burn out, marketing loses credibility, and the company wastes money.

4️⃣ How Do You Define MQL vs SQL?

Honestly? It depends on your business.

But you need clear criteria.

✅ MQL Criteria (Example):

⭐️ Matches ICP (industry, size, geography).

⭐️ Engages with content.

⭐️ Scores 50+ on lead scoring.

⭐️ Downloaded key assets.

✅ SQL Criteria (Example):

⭐️ Requested demo/contact.

⭐️ Explicit buying signal.

⭐️ Passed qualification call.

⭐️ Budget, authority, need, timeline confirmed.

5️⃣ The Lead Qualification Flow

Here’s a simple funnel view:

👉 Raw Leads (any signup)

👉 Marketing Qualified Leads (MQL)

👉 Sales Qualified Leads (SQL)

👉 Opportunities (in pipeline)

👉 Customers (closed)

Your job is to move them down that funnel—not skip steps.

6️⃣ “But Can’t They Be the Same Thing?”

Occasionally, yes.

For example:

⭐️ A hot inbound lead fills a demo form with perfect details.

Marketing → Sales instantly.

That’s a direct SQL.

But usually?

❌ Most need nurturing.

❌ Most aren’t ready to buy yet.

If you pretend everyone is sales-ready, you’re going to spam 1000 people to close.

7️⃣ Stop the Finger-Pointing

Sales and Marketing love blaming each other:

“Your leads suck!”“You can’t close!”

Solution?

✅ Define MQL and SQL criteria together.

✅ Align on scoring.

✅ Build handoff SLAs.

✅ Share feedback.

Marketing’s goal: Send better leads.

Sales’ goal: Close them.

Revenue’s goal: Grow.

It’s a team sport.

8️⃣ MQL vs SQL in India (Bonus Note)

For my fellow marketers:

➡️ Don’t call every WhatsApp opt-in a “lead.

”➡️ Don’t call every Facebook form a “sales lead.

”➡️ Stop promising “1000 leads for ₹5000.”

99% of those are unqualified.

Qualify. Score. Nurture. Then sell.

Your sales team will thank you.

⚡️ TL;DR (Again)

✅ MQL = Marketing Qualified Lead = Interested, needs nurturing.

✅ SQL = Sales Qualified Lead = Ready for sales conversation.

Don’t mix them up. Don’t lie to yourself.

If you want your marketing to actually drive revenue, get these definitions right.