B2B Sales | Lead Generation | Marketing Funnel

HANGAR49

FAQ's

In the world of lead generation and sales, there can be an influx of new terminology and lingo usage that could easily fly over one’s head. We’ve compiled a list of terms to help you understand and utilize so that you’ll be able to pass as a veteran of the industry in no time.

$ 1900000

Value we have raised for our clients

WHAT IS LEAD GEN?

We assist your business in becoming more efficient by delivering warm and validated leads directly to you. Using us will save you both time and effort while ensuring that you won’t lose any potential leads due to mishandled and unclear communication. We also facilitate long-term growth for your company by consulting and guiding you on generating and nurturing leads.

How does h49
help me?

We assist your business in becoming more efficient by delivering warm and validated leads directly to you. Using us will save you both time and effort while ensuring that no potential leads are lost due to mishandling and unclear communication. We will also be facilitating long term growth for your company by consulting and guiding you on generating and nurturing leads.

How are leads generated?

By systematically targeting the ideal industries, fields, and job titles most likely to be receptive towards your company, and engaging and fostering relationships with them in a manner designed to build trust. We will source the entire viable market for you, go over the potentials-list with you, and coach you on how to warm up these leads and establish connections for long-term partnerships and mutual gain.

GLOSSARY

terms at HANGAR49

PROSPECTING

This means that first touch (point of contact) has been made.

CLICK THROUGHS

Prospects who are clicking around less than 3 sites.

MQL

Marketing Qualified Lead – someone who shows necessary interest, but hasn’t engaged yet.

SAL

Sales Accepted Lead – someone who has engaged purposefully.

RESPONDERS

Prospects who respond to messages with a positive or neutral response.

GC

Growth Calculator – tool created by HANGAR49 to measure and calculate various factors within your company, to find areas which need improvement and alterations in accordance with your business goals.

ICP

Ideal Customer Profile – Lists and segmented characteristics of the type of job positions and industries most likely to provide leads on the product or service you’re selling.

TAM

Total Addressable Market – The size of the market that you can access and initiate contact with. Thanks to the internet, this can be worldwide at times.

MIDDLE OF THE FUNNEL MARKETING

This phase of the funnel is where you bridge the passage between the top-of-the-funnel (which focuses on awareness) and the bottom-of-the-funnel (where the buyer makes their decision). Leads at this stage are considering their customer journey, examining solutions to their problem and inspecting your product or service as a possible fit.
Examples include Case studies, white papers, eBooks, webinars, podcasts, and video tutorials.

BOTTOM OF THE FUNNEL MARKETING

This phase of the sales funnel is when you use assets that help persuade a prospect to purchase from your company. Generally, these materials highlight products and services more directly versus top-of-the-funnel content, which is used to build trust initially.
Examples include case studies, customer stories, testimonials, and product pages.

INBOUND MARKETING

This is a marketing strategy used to draw customers to your commodities and services through the process of content marketing, social media marketing, SEO and online business branding.

DOSSIER

File containing information and prep work done before the meeting, in order to have the fullest amount of information available to you possible.

PD

Prospect Document – a more drawn out and detailed ICP.

POC

Proof of Concept – Visual documentation and imagery used to display a future idea, or help visualize an end goal.

QQ

Qualifying questions – what you’d like answers to when you leave your meeting with the client / supplier.

SAM

Serviceable Addressable Market – the smaller percentage within the TAM that pertains to your industry and marketable audience who have an actual chance at converting into leads. You have to take into account the industry, language and cultural barriers, geography and socio-economic factors when determining your SAM.

SDR

Sales Development Representative – employees specifically designed to hunt and generate leads along with building and nurturing the necessary partnerships.

TOP OF THE FUNNEL MARKETING

This term refers to the first stage of the buyer’s journey, where you would look to gain the attention of a large group of viable buyers and attempt to bring in new leads to nurture. At this point, you will be looking to gather the attention of as many leads as possible and continue to narrow them down as they flow through the funnel. Examples include blog articles, social media, web ad pages.