Healthcare Marketing Glossary

A Sales Qualified Lead (SQL) is a potential customer who has been vetted by the sales team and determined to be a good fit for the company’s products or services. In other words, an SQL is a lead that has been qualified as having a higher likelihood of converting into a paying customer.

Qualifying leads

The process of qualifying leads involves identifying which leads are most likely to convert into customers and prioritizing those leads for sales follow-up. This process is typically carried out by the sales team, but may also involve marketing, customer service, and other departments.

There are a variety of methods that can be used to qualify leads, including:

• Lead scoring: Assigning a score to each lead based on factors such as demographics, behavior, and engagement with the company. Leads with higher scores are considered more qualified.
• Lead grading: Assigning a grade to each lead based on factors such as the lead’s budget, authority, need, and timeline (BANT). Leads with higher grades are considered more qualified.
• Lead nurturing: Building a relationship with leads over time by providing them with valuable content and resources, with the goal of eventually converting them into customers.

Benefits of Qualifying leads

Once a lead has been qualified, the sales team can focus their efforts on the most promising leads, which can result in a higher conversion rate and a more efficient sales process. Qualifying leads also allows companies to prioritize their resources and allocate them where they will have the most impact.

Additionally, it allows to identify the leads that are not a good fit for the company’s products or services and avoid wasting time on them.

Moving from Lead to SQL

Once a lead has been qualified, the next step is to move them from a lead to an SQL. This typically involves some form of follow-up or outreach from the sales team, such as a phone call or email.

During this follow-up, the sales team will gather more information about the lead and their needs, and determine if they are a good fit for the company’s products or services. If they are, the lead will be classified as an SQL.

It’s important to note that not all leads will convert into SQLs. Some leads may not be ready to make a purchase, while others may not be a good fit for the company’s products or services.

Qualifying leads is an important step in the sales process, as it helps companies identify the most promising leads and prioritize their resources. Once a lead has been qualified, the sales team can focus on moving them from a lead to an SQL, with the goal of eventually converting them into customers. By following a systematic approach, companies can ensure that their sales process is as efficient and effective as possible.

Sales Qualified Lead FAQ

What is a Sales Qualified Lead (SQL)?

A potential customer vetted and determined to be a good fit for the company’s products or services.

How are leads qualified?

The process of identifying and prioritizing leads most likely to convert into customers, carried out by the sales team and other departments using methods like lead scoring, lead grading, and lead nurturing.

What are the benefits of qualifying leads?

Higher conversion rate and efficient sales process, and better allocation of resources.

How do you move from a lead to an SQL?

Through follow-up or outreach from the sales team, gathering more information about the lead, and determining if they are a good fit for the company’s products or services.

What is the conversion rate for leads to SQLs?

It varies depending on the company and industry, not all leads convert into SQLs.