How do you define SQL’s at your company, and what criteria do you use to vet an SQL?

Be clear on your sales methodology and discovery best practices, there is several simple tools to use from BANT ( Budget Authority Need and Time ) to Situation, Pain, Impact, Critical Event, and Decision. Generally, a sales rep needs to have a conversation with the customer to move the lead from an MQL to SQL and should have identified Pain points to be able to sell them a solution, identify the criteria for a effective discovery call and use training tools to review with your reps if this is not a SQL and not just " happy ears "