One of the most important factors in deferenciating the two types of leads is the person’s behaviour, more specifically the way the person interacts with the digital presence of the company or the way the person gets in touch with the company.
Usually, a person that has interacted with your company’s website, or some sort of digital presence of yours, and revealed an interest by your contents (filled out a form, participated in a poll, etc.), providing a little bit of information (name or email), is considered a MQL.
What the company needs to define is what behaviours fit the definition of each lead.
It is also important to define the demographic parameters, like regions, billing, number of employes, etc.
In the exemple given above, depending on the kind of revealed information, it could be a SQL. Many times, when a person describes its need and its budget, for instance, it is already considered as a SQL, even though it came from the same method as the MQL.
To give different scores to each of the criteria identified as essential for each of the leads, allows the sales team to prioritize their follow-up contacts. Besides this, it also offers the marketing department a way to evaluate their inbound efforts.