MQL vs. SQL. MQL is when people have responded positively to higher level messaging. SQL is about ensuring the value prop and timing align. The quicker you can identify these options, the quicker you can qualify them as a SQL or get them off of the list. SQL’s are deeper in the weeds, helping to identify timing. Identifying the communication channel is important to getting to a SQL. Personal call, LinkedIn, gifting, etc. The important thing is that it is personalized and identifies the target need and timing to get to a SQL. There is psychology involved in understanding what makes them tick and driving towards a SQL.