Pending leads might be viable prospects. You're still actively engaging them. Stalled leads, on the other hand, have gone radio-silent. And, because they seem to just be stuck in the pipeline, nothing gets done with them. However, these leads may actually still be active and can be closed at some point in the future. The key is to re-engage these leads until they are definitively lost or they no longer want to be engaged. In many cases when contact is re-established, the stalled lead actually becomes a solid opportunity. When you demonstrate a continued interest, the prospect often responds and a relationship may start to take shape. Depending upon how much time has passed, you can move the original opportunity forward or you may uncover a new opportunity. And new sales can be generated simply by conducting lead opportunity analysis and contacting stalled leads. What Makes for a Good Sales Lead Opportunity Analysis? Sales lead opportunity analysis is a valuable and economical practice. It can fully leverage every generated lead to close more business. A meaningful solution for sales lead opportunity analysis will also offer a variety of sophisticated features. The solution should include both graphical and narrative depictions. It should segment lead data into stages, status, revenue range, industry, geography, investment level and more. In addition, a good solution needs to project revenue for all open opportunities, as well as the actual revenue of won and lost opportunities. Other things important for lead opportunity analysis would be vendor perceptions, evaluation factors, selection reasons, sales cycle analysis, vendor short lists and other insight to help hone future strategies. A magazine called The Web used donations to fund the awards, which recognized sites in 15 categories. Around 700 people attended the first Webby Awards ceremony, which was held at a San Francisco nightclub. In 1998, The Web folded, and the newly formed International Academy of Digital Arts and Sciences took over the Webby Awards. The Academy still exists today -- it's a voting body of Internet experts, business leaders and others. Its purpose is to recognize and encourage high-quality Internet content as well as to provide education and networking for technology professionals and the public. As with the Academy of Motion Picture Arts and Sciences, membership in the Academy of Digital Arts and Sciences is by invitation only. In 2000, about 3,000 people attended the awards ceremony at the San Francisco Opera House. By 2002, after the collapse of the bubble, the size of the production had shrunk dramatically -- about 600 people attended the event, which was more like a conference than a flashy awards show.
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