A product-qualified lead (PQL) is a lead that has experienced enough value from a product, through a freemium model or free trial, to be considered ready for sales engagement.
PQLs connect marketing and product insights to reveal when a user’s in-platform behaviour indicates genuine buying intent. These behavioural signals, such as repeated feature use or reaching a usage limit, are often more reliable indicators of readiness than traditional actions like form fills or ad clicks.
Tracking PQLs helps revenue teams recognise and prioritise users already experiencing value from a product. By focusing on these accounts, teams can engage with higher intent prospects, shorten sales cycles, and increase overall conversion efficiency.
