MQL (Marketing Qualified Lead)

A lead who has engaged with marketing enough to be worth passing to sales for qualification.

Marketing

Definición

A Marketing Qualified Lead (MQL) is a prospect whose behavior indicates marketing-driven interest strong enough to justify sales outreach. Common MQL triggers include: downloading a whitepaper, attending a webinar, visiting high-intent pricing pages multiple times, or scoring above a threshold in a lead-scoring model. MQLs are the handoff point between marketing and sales pipelines.

Puntos clave

MQL is a marketing-defined threshold; SQL is sales' acceptance
Typical MQL-to-SQL conversion rates: 20-40%
Too-loose MQL criteria creates junk for sales; too-tight starves the pipeline
MQL definition should be reviewed quarterly against conversion data

Ejemplo

A prospect downloads your pricing guide, attends a product webinar, and visits the /pricing page 3 times in a week. Your lead-scoring model crosses the MQL threshold and the record is routed to a sales rep.

Condiciones relacionadas

SQL (Sales Qualified Lead)Lead Scoring ICP (Ideal Customer Profile)Buyer Persona

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