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Inquiry Qualified Lead (IQL)
Definition
An Inquiry Qualified Lead (IQL) is a prospect who has shown initial interest in your product or service (e.g., downloading a resource, subscribing to a newsletter) but has not yet met the criteria to become a Marketing Qualified Lead (MQL) or Sales Qualified Lead (SQL).
Expanded Explanation
IQLs represent the earliest stage of lead qualification. They are often generated through top-of-funnel activities like blog visits, social media engagement, or generic content downloads. Unlike MQLs or SQLs, IQLs require further nurturing to determine their fit and readiness to engage with sales.
Why IQLs matter:
Lead Nurturing Foundation: Identify prospects who need education or time before committing (e.g., a startup founder researching ERP systems).
Efficiency: Filter out unqualified leads early to focus resources on high-potential MQLs/SQLs.
Pipeline Insights: Track how IQLs progress through the funnel to refine targeting and content strategies.
Practical Application for B2B SaaS/CaaS
IQLs represent the earliest stage of lead qualification. They are often generated through top-of-funnel activities like blog visits, social media engagement, or generic content downloads. Unlike MQLs or SQLs, IQLs require further nurturing to determine their fit and readiness to engage with sales.
Why IQLs matter:
Lead Nurturing Foundation: Identify prospects who need education or time before committing (e.g., a startup founder researching ERP systems).
Efficiency: Filter out unqualified leads early to focus resources on high-potential MQLs/SQLs.
Pipeline Insights: Track how IQLs progress through the funnel to refine targeting and content strategies.
Example
SaaS Example:
A Compliance SaaS company generates IQLs through LinkedIn ads promoting a free “Data Privacy Checklist.” A startup CTO downloads it (IQL). After engaging with two follow-up emails and attending a webinar on “SaaS Compliance Frameworks,” they meet MQL criteria (company size, demo request).
CaaS Example:
A Sales Strategy Consulting firm’s blog post on “B2B Lead Generation” attracts a VP of Sales (IQL). They download a “Lead Scoring Template” and click three nurture emails. The firm invites them to a free consultation, converting the IQL to an SQL.