Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL) sit right at the intersection between the Marketing and Sales teams. Defining team responsibilities is easier when you have a good understanding of both MQLs and SQLs.

Keep in mind, at the point that Marketing hands over a Marketing Qualified Lead (MQL), that the lead has raised their hand, and is receptive to learning more, but is likely not yet ready to buy. When Sales takes over and engages, and further educates the prospect, they will typically designate the prospect as an SQL.

Once there is a stated need, a timeline, a budget, and the person has buying authority, an Opportunity might be created as part of the sales process.

How MQLs and SQLs are defined will vary for each company, but these general ideas will hold true.