This qualification is based on a series of criteria

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prospects: they are the result of close collaboration between the marketing and sales teams. After careful analysis, these leads stand out for their potential to transform into real customers. This qualification not only optimizes time and resources, but it also considerably increases your chances of conversion.



By integrating SQLs into your sales strategy, you ensure that you interact with contacts who have already taken a decisive step, thus making your approach both effective and targeted. How to qualify a lead in your sales prospecting? Sales Qualified Lead (SQL) refers to a contact that has been deemed ready to be taken on by the sales team. defined by the company, such as the prospect’s engagement or proven interest in the products and services offered. According to a study conducted by HubSpot, more than 60% of companies that implement a lead qualification process , such as identifying SQLs, see a significant increase in their conversions. This highlights the importance of SQLs in any effective sales strategy.



Table of Contents Characteristics of a Sales brazil email list Qualified Lead To better understand what an SQL is, it is essential to know its main characteristics. An SQL is often the result of a well-defined purchasing journey, giving it a certain maturity. In general, an SQL meets specific criteria such as: Purchase Intent : The prospect demonstrates a clear need and shows a willingness to acquire a product or service. Demographic criteria : Characteristics such as company size, industry or position held play an important role. Content Engagement : Interaction with resources like webinars, white papers, or product demos. Interactions with the sales team : A SQL has often had recent, meaningful interactions with the sales department, showing increased interest. A Salesforce study reveals that 70% of MQL (Marketing Qualified Leads)-based classification models within a CRM-backed lead management system lead to increased SQLs, reinforcing the importance of effective stratification during the sales process.