Wasted Marketing Spend
Every uncontacted lead represents burned marketing budget. At $200 CPL, 100 uncontacted leads/month = $20,000 in wasted spend. That's $240K/year funding your competitors' pipeline.
Your Lead Flow
505,000
10500
$500$50,000
1%30%
Include in Model
Local-First
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The Bleed - Your Revenue Leakage
Total Annual Leakage
$7,356,428.57
$613,035.71/month bleeding from your pipeline
Leads Never Contacted
400
80.0% of total leads
After-Hours Loss
$43,750.00
35% of leads after 6pm
Weekend Loss
$25,000.00
20% of leads on Sat/Sun
Follow-Up Gap Loss
$4,285.71
3 vs 7 touchpoints
Lost to Competitors
$40,000.00
40% of uncontacted leads
Nurture Pipeline Loss
$500,000.00
25% needed more touchpoints
Pipeline Efficiency Breakdown
Lead Coverage
20.0%
Revenue Capture
20.0%
Capturing $25,000.00/mo of $125,000.00 potential
Performance vs. 2026 Industry Standards
You
Your lead coverageBottom 20%
Stop the bleed
You're leaving $613,036/month on the table. Glimpss Real-Time AI monitors buyer signals 24/7 so you never miss another deal.
Recover lost revenue with GlimpssRelated Calculators
Calculator Knowledge Base and Scientific Documentation
Quick Reference
Quick Reference
The average B2B company loses $47,000/month in revenue from coverage gaps - leads arriving after hours, on weekends, or falling through due to insufficient follow-up. 40% of uncontacted leads buy from competitors. 35% of B2B leads arrive after 6pm, and 20% arrive on weekends when most teams aren't available. Only 8% of sales teams follow up the optimal 7+ times.
The Scientific Model
The Scientific Model
Revenue Leakage Model
Formula
Total leakage is the sum of losses from each coverage gap: after-hours leads, weekend leads, insufficient follow-up, competitor poaching, and nurture pipeline loss.
Why this approach: Most companies calculate lead gen ROI without accounting for leakage. A campaign generating 100 leads at $200 CPL looks profitable until you realize 40 leads (40%) were never contacted due to coverage gaps - turning your $20K investment into $12K of actual opportunity.
People Also Ask
People Also Ask
- How do I calculate opportunity cost from missed leads?
- Opportunity Cost = Uncontacted Leads × Conversion Rate × Average Deal Value. Then add: after-hours loss + weekend loss + follow-up gap loss + competitor poaching (40% of uncontacted × conversion × deal value). Most companies have 30-50% lead coverage gaps.
- What percentage of leads go to competitors if not contacted?
- Research shows 40% of uncontacted B2B leads purchase from a competitor within 12 months. The first vendor to respond wins 35-50% of deals. If you don't contact a lead within 24 hours, there's a 60% chance they've already talked to a competitor.
- How many follow-ups should sales make per lead?
- Optimal follow-up is 7-8 attempts. 80% of sales require 5+ follow-ups, but 92% of salespeople give up after 4. Following up 7 times (vs 3) can increase conversion by 25-30%. Space follow-ups: Day 1, 3, 7, 14, 21, 30, 45.
- What is lead coverage rate and how do I improve it?
- Lead coverage rate = (Leads Contacted ÷ Total Leads) × 100. Average B2B coverage is 60-70%. Improve with: 24/7 chatbots, distributed teams across time zones, automated first-touch sequences, intent monitoring tools, and on-call SDR rotations.
- How much revenue do companies lose to after-hours leads?
- Companies lose 35% of potential revenue to after-hours leads (6pm-9am). If you generate 500 leads/month at $5,000 ACV with 10% conversion, that's $87,500/month lost. Weekend leads add another 20%, totaling ~55% of leads arriving when teams are unavailable.
Contextual ROI: The Intangibles
Contextual ROI: The Intangibles
Revenue leakage extends beyond the numbers. These hidden costs compound the damage from coverage gaps:
Team Demoralization
Sales teams working cold leads lose confidence. 'Dead' leads from coverage gaps train reps that 'inbound doesn't work' - creating self-fulfilling prophecies and higher turnover.
Market Position Erosion
Every lead you miss, a competitor wins. Beyond the immediate deal, that customer becomes a competitor reference, case study, and referral source working against you.
Data Pollution
Uncontacted leads contaminate your CRM. Stale records skew reporting, trigger bad automation, and make future outreach less effective. Clean data is worth 23% more in pipeline.