A sales qualified opportunity (SQO) is a prospect that has progressed beyond initial qualification and meets the criteria for an active opportunity within the sales pipeline.
SQOs typically show clear intent, strong ICP fit, and a defined business challenge, making them viable candidates for structured sales engagement.
In B2B revenue engines, the SQO stage marks the transition from early exploration to meaningful evaluation. This stage is often validated through discovery, confirmation of needs, identification of stakeholders, and alignment around timelines or budget considerations.