B2B Sales, Lead Generation and Marketing Blog

The Best Days and Times for B2B Sales Prospecting

Posted by Vendere Team on Tue, Nov 9, 2010 @ 10:11 AM

In the course of my career in B2B lead generation, I've often wondered when exactly is the best time to call on sales prospects. From my own experience, I have a gut feeling, but have long yearned for hard facts.

So I decided to find some facts. I've read a few blogs on the subject of when is the best time to call a prospect. Some cite a study by InsideSales.com headed by MIT's Dr. James Oldroyd - pretty credible stuff. They analyzed 3 years of data across six companies that generate and respond to web leads, from 15,000+ leads and 100,000+ phone call attempts.

All to answer the question:

When should companies call web-generated leads for optimal contact and qualification ratios?

Here are some data points from that study:

Day of the week

 

Time of Day

 

Response time for creation by hours

 

Analysis:

  1. It seems that the best days to follow up on web leads are Wednesdays and Thursdays.
  2. The best times to catch someone in the office are at the beginning and end of the day; specifically, between 8-10AM and 4-6PM.
  3. The most statistically significant revelation is that you increase your chances of reaching/qualifying a web lead 6 TIMES OVER if you call in the first hour of them submitting their information.

This data, keep in mind, is for INBOUND web leads only. 

I decided to pull Vendere Partners data from our own sales prospecting efforts, which represents 7,700+ touches and a mix of (1) response on inbound leads, and (2) outbound B2B appointment setting:

 

appointment conversion by day

 

appointment conversion by time

Analysis:

Our data seems to corroborate much of the "web lead only" figures.  Here's a few points of note from our data set:

  1. Wednesdays and Thursdays are indeed the best days to prospect.
  2. As it pertains to our calling efforts, for one reason or another, early morning proves NOT to be a great time for prospect calls. This is strange because my anecdotal experience tells me otherwise.  What about you?
  3. In addition to the traditionally "hot calling times" of early in the morning and late in the afternoon, we would also add that lunch time is a great time to call also.

What has been your experience with calling times?  Please comment!

Happy hunting - and make sure you're hunting at the right time!

Topics: prospect lists, appointment setting, cold calling

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