A Marketing Qualified Lead (MQL) is a prospect who has demonstrated sufficient interest or engagement to be considered ready for further marketing or sales attention.
Qualification criteria vary by organisation.
Examples in Action
- Reaching a lead scoring threshold
- Repeated engagement with key content
- Requesting high-intent resources
- Behaviour indicating buying interest
Typical Outcomes / Results
- Improved alignment between marketing and sales
- Reduced volume of low-quality leads
- Clearer prioritisation of follow-up
- More efficient pipeline progression
This definition reflects common RevOps and marketing usage.
Applying this in practice
The criteria for qualification need to be understood by both marketing and sales. Our guide to improving lead quality in HubSpot explains how to connect those criteria with lifecycle stages and handover ownership.