Timing is Everything: Understanding B2B Buyer Behavior

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Information about Timing is Everything: Understanding B2B Buyer Behavior
Business & Mgmt

Published on January 14, 2014

Author: Salesforce

Source: slideshare.net

Description

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. Check out this infographic 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 and put this insight into practice for your business.

Learn more about B2B sales with this free ebook, The Guide to Winning Sales Every Time: http://bit.ly/1hmJWjU

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.

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