A lead sales has personally vetted and decided is worth chasing, usually against something like BANT (budget, authority, need, timeline) or whatever version of that your team runs.
The handoff from MQL to SQL is where B2B teams bleed the most pipeline, and it’s rarely because the lead was actually a bad fit. It’s a slow process, unclear criteria, or a rep who just never followed up. SQL conversion rate, what share of MQLs actually become SQLs, is one of the more honest health checks on whether marketing and sales are even speaking the same language about what “qualified” means
A Signal Audit shows you where your marketing is leaking and exactly what to do about it.
Book a Signal Audit