# What is an SQL vs an MQL in B2B outbound?
> An MQL is a marketing-qualified lead. An SQL is sales-qualified. Outbound LinkedIn replies are usually neither until a human says they fit and want a next step.
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MQL usually means marketing thinks they are worth sales time: a form, a score, a webinar. SQL usually means sales accepted them as a real opportunity to work. Companies fight about the handoff because the words are vague.

A LinkedIn accept is not an MQL. A "tell me more" is closer. A booked meeting with fit is closer to SQL. Write your own definitions in one sentence each or the CRM will lie.

Outbound teams often skip MQL entirely. The same person found the lead, talked, and booked. That is fine. Do not invent a marketing stage for a two-person company.

When you add an SDR, the fight starts: they want credit for every reply, AEs want only people who can buy. Solve it with a written SQL bar (ICP plus need plus a next step), not with more stages.

If a tool auto-marks every positive sentiment as SQL, turn that off. Sentiment is not budget.

## Related

- [How do I qualify a LinkedIn lead?](https://omentir.com/help/how-to-qualify-a-linkedin-lead.md)
- [What is BANT and should I use it?](https://omentir.com/help/what-is-bant-in-b2b-sales.md)
- [What is a good outbound meeting booked rate?](https://omentir.com/help/what-is-a-good-outbound-meeting-booked-rate.md)

## Frequently asked questions

**Where does a demo sit?**

Often after SQL, sometimes as the SQL event. Pick one and keep it still.

**Is a referral an MQL?**

Treat it as a warm inbound with a shorter path. Do not make them fill the MQL form as punishment.

**Should LinkedIn leads go to marketing automation?**

Only if they opted into email. A DM reply is not a newsletter signup.

**What is an SAL?**

Sales accepted lead, a middle stage some teams use. If you do not have a dispute, you do not need it.

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