Revenue and sales
A qualified lead is a commercial enquiry that has been verified and is ready to be worked: a recognised need and someone who can decide.
Enrico Giubertoni treats it as the term on which two departments split without noticing. To marketing a name with a contact detail is enough, to sales the check is the point, and the acronyms MQL and SQL (marketing qualified lead and sales qualified lead) look like one shared definition while being two.
An example
In an industrial services company the question of what counted as a qualified lead stayed open for twelve months. Marketing delivered volume, sales called it empty, and for a year the search for the culprit ran downstream, where the result was missing, instead of upstream, where the ambiguous word sat.
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