[Secrets to Success] 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 this 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 setting. We incorporate the criteria for SQL into the lead scoring functions 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 order rates and stable achievement of sales targets. With the establishment of the SQL process, the activities of inside sales representatives become standardized, enhancing the reproducibility of results. As the criteria for SQL are shared across departments, discrepancies in understanding during lead handovers are eliminated, enabling 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 SQLs, the marketing department can focus on improving the quality of leads rather than just the quantity. 【Strengths and Features】 ■Clarification of your company's specific SQL definitions and judgment criteria ■Design of inside sales processes that connect SQLs to business negotiations ■Establishment of a system for SQL handover that strengthens interdepartmental collaboration

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Is your company's inside sales "SQL" clearly defined? 'PROBiZZ' is currently offering a free complete guide on the definition and process of SQL, which is the key to inside sales success. We thoroughly explain the specific definition of SQL that identifies high-probability leads, as well as the processes that lead to successful negotiations, providing you with immediately usable know-how. Transform your sales organization into one that "consistently delivers results based on data" with this complete guide. Download the materials and maximize your sales results through SQL 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 that experienced a disconnect 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', executing measures to incorporate these into their SFA, which resolved inter-department friction and shortened lead time from deals, thereby strengthening 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 under the guidance of 'PROBiZZ', reducing unnecessary activities, which led to a decrease in the cost of generating SQLs and improved the cost-effectiveness of inside sales, thereby enhancing the efficiency of sales activities.