TIMING IS EVERYTHINGTIMING IS EVERYTHINGUnderstanding B2B Buyer BehaviorUnderstanding B2B Buyer Behavior
YEAR WEEK DAY
0-5 Seconds
6-10 Seconds
11-20 Seconds
21-30 Seconds
31-60 Seconds
Time to Call Is Crucial
B2B buyer activity is strongest in winter and spring.
Tuesday through Thursday is the best time to reach buyers.
For buyers that request product info directly, faster lead response times lead to higher quali�cation rates.
After a buyer converts on your site, your chance of qualifying them drops with each second you wait to call.
Buyer activity is highest in the �rst half of the day.
AverageRates
AverageRates
10%
-10%
5%
-5%
0%
0%
Jan.
Feb.
Mar.
April
May
June
July
Aug
.
Sep.
Oct.
Nov
.
Dec
.
Mon
.
Tues
.
Wed
.
Thu.
Fri.
5%
-5%
12
39
12
12
39
12
10%20% 5%
CHRISTMAS NEW YEARSActivity around
Conversion rates are19% above average.
Quali�cations arebelow average.
Activity around
The Right Timeto EngageYour Buyer
Conversion rates areabove average.
Conversion and quali�cation rates the week after New Years are typically up. This is a good time for your inside sales team to work.
Christmas and Christmas Eve may be good days to plant a seed by sending brand-building campaigns.
Quali�cations areabove average.
Time of Year
December01 02
03 04 05 06 07 08
09 10 11 12 13 14
15 16 17 18 19 20
21 22 23 24 25
27 28 29 30 31
26
Best time of Best time of Best time of
30%
25%
20%
16%
12%
Quali�cation Rates at Second Intervals
Time of Week
Time of Day
Holiday Activity
Your inside sales team will have higher quali�cation rates
depending on the season. Match their capacity to these variations.
Most buyer research takes place in the �rst half of the business day, with tra�c highest just before and during lunchtime. Your sales team should be in and active during these
hours, relative to the afternoon.
Overall, B2B buyer activity is highest Tuesday through Thursday. The rest depends on what you
measure. For instance, while tra�c peaks on Tuesday, conversion rates are highest on Wednesday.
B2B buyer activity and research peaks at di�erent 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.
*Data was compiled by Software Advice™, a trusted resource for software buyers.
= Conversion Rate = Quali�cation Rate
= Conversion Rate = Quali�cation Rate
= Conversion Rate = Quali�cation Rate
Visit www.softwareadvice.com.
