Glossary
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
Definition
A Sales Accepted Lead (SAL) is an MQL that a sales rep has accepted as worth working — confirming the basic data is accurate and the lead matches ICP — but has not yet qualified for full pipeline.
Why it matters
Tracking SAL volume catches the classic failure mode where marketing throws MQLs over the wall and sales silently ignores them.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
BANT (Budget, Authority, Need, Timing)
A classic four-part lead qualification framework.
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