1.
TIMING IS EVERYTHING
Understanding B2B Buyer Behavior
B2B buyer activity and research peaks at different times of the year, week, and day. Software Advice conducted a study gathering data from six
million unique visitors to their site. Their goal was to discover when B2B buyers perform research on the web, when they convert on a website,
and when you can get them on the phone.
12
December
01 02
03 04
11
17 18
19 20
21 22
23 24
25 26
27 28
29 30
31
12
12
Best time of
YEAR
Best time of
WEEK
B2B buyer activity is strongest in
winter and spring.
3
13 14
15 16
9
07 08
09 10
Best time of
05 06
DAY
Tuesday through Thursday is
the best time to reach buyers.
Buyer activity is highest in the first
half of the day.
Time to Call Is Crucial
After a buyer converts on your site, your chance of qualifying
them drops with each second you wait to call.
0-5 Seconds
30%
Qualification Rates at Second Intervals
6-10 Seconds
For buyers that request
product info directly,
faster lead response
times lead to higher
qualification rates.
25%
11-20 Seconds
20%
21-30 Seconds
16%
31-60 Seconds
12%
The Right Time
to Engage
Your Buyer
10%
Time of Year
5%
Average
Rates
Your inside sales team will have
higher qualification rates
depending on the season. Match
their capacity to these variations.
-5%
= Qualification Rate
5%
Dec.
Nov.
Oct.
Sep.
Aug.
July
Time of Week
Overall, B2B buyer activity is highest Tuesday
through Thursday. The rest depends on what you
measure. For instance, while traffic peaks on Tuesday,
conversion rates are highest on Wednesday.
Average
Rates
= Conversion Rate
Fri.
Thu.
Wed.
Tues.
Mon.
0%
June
May
April
Mar.
Feb.
-10%
Jan.
= Conversion Rate
0%
= Qualification Rate
-5%
Time of Day
Most buyer research takes place in the first
half of the business day, with traffic highest
just before and during lunchtime. Your sales
team should be in and active during these
hours, relative to the afternoon.
= Conversion Rate
12
20%
10%
5%
9
3
= Qualification Rate
12
Holiday Activity
Activity around
CHRISTMAS
Conversion rates are
19% above average.
Qualifications are
below average.
Christmas and Christmas Eve may be good days to
plant a seed by sending brand-building campaigns.
*Data was compiled by Software Advice™, a trusted resource for software buyers.
Visit www.softwareadvice.com.
Activity around
NEW YEARS
Conversion rates are
above average.
Qualifications are
above average.
Conversion and qualification rates the week after New Years are
typically up. This is a good time for your inside sales team to work.