Efficiency: Definition and Process of SQL in Inside Sales

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last updated：Dec 19, 2025

エンジン

A clear definition of SQL (Sales Qualified Lead), which is the key to successful inside sales, and an explanation of the deal-making process.

**Benefits** - Stabilizes the results of inside sales with a clear definition of SQL. - Enables the handover of high-quality business negotiations to field sales. - Creates a common understanding between departments, facilitating smooth collaboration and efficiency. 'PROBiZZ' clearly defines SQL in inside sales as "leads that directly lead to orders" and establishes that process within the organization. Based on data such as your product characteristics, customer purchasing intent, and company attributes, we specifically define "what the optimal SQL is for your company." To ensure that the defined SQL reliably leads to business negotiations, we design a concrete process for inside sales from lead acquisition to negotiation setup. We incorporate the criteria for SQL into the lead scoring function of SFA/CRM, building a system that allows inside sales to make decisions without hesitation. We clarify the rules for information sharing and collaboration processes when handing over SQL to field sales, establishing operations that eliminate friction between departments. 'PROBiZZ' provides a successful model for SQL definition and processes, evolving your inside sales into a highly efficient organization that delivers results.

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basic information

By clarifying the definition of SQL, unnecessary approaches to low-quality leads are eliminated, improving sales efficiency. Field sales can focus on high-conversion SQLs, leading to increased win rates and stable achievement of sales targets. With the establishment of the SQL process, the activities of inside sales representatives are standardized, enhancing the reproducibility of results. As the criteria for SQL are shared across departments, discrepancies in understanding during lead handover are eliminated, allowing for smooth collaboration. The organization develops data analysis skills to define SQL, transforming the previously subjective lead selection into a scientific process. Since inside sales can concentrate on SQL, the marketing department can focus on improving the quality of leads rather than just the quantity. 【Strengths and Features】 ■ Clarification of SQL definitions and judgment criteria tailored to your company ■ Design of inside sales processes that connect SQL to business negotiations ■ Establishment of a lead handover mechanism that strengthens inter-departmental collaboration

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Is your company's inside sales "SQL" clearly defined? "PROBiZZ" is currently offering a free comprehensive guide on the definition and process of SQL, which is the key to successful inside sales. We provide a thorough explanation of the specific definition of SQL that identifies high-probability leads, as well as the processes that lead to successful negotiations, offering practical know-how you can use immediately. Transform your sales team into an organization that "consistently delivers results based on data" with this complete guide. Download the materials and start maximizing your sales results through SQL right now.

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Applications/Examples of results

- An IT company with a low order rate for deals set by inside sales and an ambiguous definition of SQL implemented measures to clarify the criteria for SQL based on past order data under the guidance of 'PROBiZZ', enabling the handover of high-quality deals and improving the order rate of field sales by 18% through enhanced lead quality. - A manufacturing company where there was a discrepancy in the recognition of "high-quality leads" between inside sales and field sales, leading to a lack of smooth collaboration, unified the definition of SQL and handover rules with the support of 'PROBiZZ' and executed measures to incorporate them into SFA, resolving inter-departmental friction and shortening the lead time from deals through strengthened departmental collaboration. - A service company with inefficient inside sales activities and high costs for generating SQLs implemented measures to analyze the SQL process using data and reduce unnecessary activities under the guidance of 'PROBiZZ', resulting in a reduction in the cost of generating SQLs and improved cost-effectiveness of inside sales activities through enhanced efficiency.