2. Information Gathering:

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Banner Ads: Early forms of online advertising on popular websites, usually with basic targeting.
Qualifying Leads in 2000:
Lead qualification was primarily a manual, human-driven process, relying heavily on salespeople's skills and judgment.

1. Direct Conversation (Phone, In-Person):
Sales Calls: Whether initiated by cold calling or an inquiry, sales reps would engage in conversations to understand the prospect's needs, budget, authority, and timeline (often referred to as BANT, though not always formalized with that acronym).
BANT Framework: Even if the term wasn't universally used, the principles of BANT (Budget, Authority, Need, Timeline) were the core of qualification questions:
Budget: "What kind of investment are you looking to make?" "Do you have a budget allocated for this?"
Authority: "Who else is involved in the decision-making process?" "Are you the final decision-maker?"
Need: "What problem are you trying to solve?" "What are your current challenges with X?"
Timeline: "When are you looking to implement a solution?" "What's your timeframe for this project?"
Listening for Pain Points: Salespeople were trained to identify specific problems or desires the prospect had that their product or service could address.
Asking Open-Ended Questions: To gather more information and gauge the prospect's level of interest and fit.

Company Research (B2B): Before or during calls, salespeople would research companies using annual reports, industry directories, news articles, and early company websites to understand their business, size, and potential needs.
Questionnaires/Forms: At events or on basic websites, forms would ask for more than just ghana phone number list contact info, including fields about company size, industry, or specific interests.
Previous Interactions: For existing customers or referrals, leveraging any known history.
3. Lead Scoring (Rudimentary & Manual):
While not formalized with complex software, salespeople often had an internal "scoring" system. They might use a simple spreadsheet or even just mental notes to rank leads based on perceived interest, budget, and fit.
Leads were often categorized as "Hot," "Warm," or "Cold" based on initial qualification.
4. Referral Source:
Leads coming from trusted referrals were generally considered "pre-qualified" to a higher degree, as they carried an inherent level of trust and relevance.
5. Follow-Up Behavior:
A prospect's responsiveness to follow-up calls, emails, or mailed information was a key indicator of their interest and qualification.
Challenges in 2000:

Limited Automation: Most processes were manual, leading to inefficiencies.
Lack of Centralized Data: CRM systems were nascent, so lead data often resided in disparate spreadsheets, Rolodexes, or even on paper.
Difficult ROI Measurement: Tying leads directly to specific campaigns and measuring precise ROI was challenging.
Slower Pace: The sales cycle was often longer due to less instant access to information and slower communication.
In summary, lead generation and qualification in 2000 were labor-intensive, relied heavily on personal interaction and traditional marketing channels, and were far less data-driven than the sophisticated, automated, and digital-first strategies prevalent today.