GTM
Sales Qualified Lead (SQL)
A lead considered ready for direct sales engagement.
Definition
An SQL is a person-level lead that meets agreed qualification criteria and is accepted for active sales follow-up.
Why It Matters
SQL quality affects conversion efficiency and rep productivity.
Practical Interpretation
Use this to connect strategy choices to concrete stage transitions and owner actions. Sales Qualified Lead (SQL) should be connected to specific owners and review moments so decisions are repeatable.
How It Shows Up in Laserreach
Signal and sequence workflows can be tuned to push high-readiness people/accounts to seller action.
Laserreach Context
Where it lives: Usually reflected in stage definitions, handoff rules, and opportunity review cadences.
Execution impact: Signal and sequence workflows can be tuned to push high-readiness people/accounts to seller action.
Operator review question: Does this term map to a clear stage, owner, and next action in the GTM system?
Implementation Checklist
- Define one owner per stage transition.
- Set response-time standards for key handoffs.
- Track stage aging and remove avoidable lag.
Metrics to Track
- Pipeline coverage against plan
- Pipeline velocity by segment
- Stage aging and stage-to-stage conversion
Common Pitfalls
- Confusing more top-of-funnel activity with healthier pipeline
- Skipping handoff definitions between teams
- Using generic sequencing without segment adaptation