Discover the best times for sales outreach to boost your conversion rates. From the optimal time of day to the most successful days of the week, this data-driven guide reveals the strategic timing that can supercharge your sales efforts. Find out how to make the most of follow-ups, respond quickly to leads, and personalize your approach for maximum impact. Don't miss out on the scientific secrets to sales success!


When it comes to sales outreach, timing plays a crucial role in determining its success. Reaching out to potential customers at the right moment can significantly increase the likelihood of engagement, conversion, and ultimately, sales. But what are the best times for sales outreach? In this article, we will delve into the research and expert opinions to identify the optimal times for reaching out to prospects and explore the factors that contribute to effective sales outreach timing. So, let’s dive in and discover the scientific and data-driven approach to boost your sales outreach efforts!

The Best Times to Reach Out to Prospects

Timing your sales outreach strategically can make a significant difference in your conversion rates. According to the research and insights gathered from various sources, here are some key findings on the best times to reach out to prospects:

1. Time of Day:
– The best time to cold call prospects is between 4:00 p.m. and 5:00 p.m. their local time [^1].
– Late morning before lunch, between 10:00 a.m. and 11:00 a.m., is also a good time to call potential buyers [^1].
– Calls made between 4:00 pm and 6:00 pm were found to be the most common [^12].

2. Days of the Week:
– Wednesday and Thursday are considered the best days of the week to call prospects [^1].
– Thursdays specifically have shown a 49% difference in lead qualification rates compared to Tuesdays [^13].
– A 2017 survey found that Wednesdays and Thursdays were the most successful days to call prospects [^13].

3. Worst Time of the Day:
– The worst time to make sales calls is before 10:00 a.m. during the workweek when people are still settling in at work [^1].

4. The Best Response Time:
– Contacting a lead within the first five minutes of them downloading content increases the odds of getting a response by 400% [^13].
– Following up with new leads within the first hour they become qualified has shown a 450% difference in response times compared to those that didn’t receive a follow-up call in that time frame [^1].

5. Persistence Pays Off:
– Over 30% of leads never receive a follow-up call after initial contact [^1].
– Salespeople have a 90% success rate in making contact with their lead on the sixth call [^1].

6. Speed-to-Call:
– Sales teams that don’t respond within five minutes to inbound leads experience an 80% decrease in lead qualification [^1].
– 78% of buyers purchase from the first company to respond to their inquiry [^1].

While these guidelines provide a good starting point, it’s important to note that the effectiveness may vary depending on the industry, target audience, and specific circumstances. It is always recommended to test different strategies and adapt them to fit your business and target audience.

Factors to Consider for Effective Sales Outreach Timing

Apart from the best times highlighted above, several other factors can influence the effectiveness of your sales outreach timing. Here are a few factors to consider:

1. Industry and Time Zones:
– Different industries may have their own peak hours and busy periods. Understanding your industry’s dynamics and aligning your sales outreach with your prospects’ time zones can improve your chances of connecting with them.

2. Buyer Personas and Preferences:
– Researching and understanding your target audience’s behavior, preferences, and communication preferences can help you tailor your sales outreach timing, messaging, and channel selection to match their needs and preferences.

3. Follow-up Strategy:
– Having a well-defined follow-up strategy is vital for successful sales outreach. Determining the frequency and timing of follow-up attempts can significantly increase your chances of converting leads into customers.

4. Personalization and Value Proposition:
– Personalizing your sales outreach by addressing the prospect’s pain points and demonstrating value can make a significant impact. Ensuring that your message resonates with your prospect’s needs and provides a clear value proposition can enhance the effectiveness of your outreach efforts.

5. Use of Automation and AI:
– Automation tools can assist in optimizing and streamlining your sales outreach timing. Utilizing AI-based systems and analysis can provide valuable insights into the best times to reach out, based on historical data and prospect engagement patterns.


Timing is a critical factor in sales outreach success. Understanding the best times to reach out to prospects and considering various factors such as industry dynamics, buyer personas, and personalization can significantly enhance the effectiveness of your sales outreach efforts.

Based on research and expert insights, it is advisable to target Wednesday and Thursday for your sales calls, preferably between 4:00 p.m. and 5:00 p.m. local time. Responding to leads quickly, within the first five minutes to one hour, can make a substantial difference in terms of engagement and conversion rates. Persistence and strategic follow-up are also essential elements of successful sales outreach.

It is worth noting that these guidelines provide general recommendations, and it is crucial to adapt them to fit your specific business, target audience, and industry. Testing different strategies, tracking conversions, and analyzing data will help you fine-tune your sales outreach timing to maximize success.

So, gear up, leverage the power of data-driven sales outreach timing, and watch your sales soar to new heights!


[^1]: ‘The Best Time(s) of Day to Make a Sales Call in 2021’: HubSpot
[^12]: ‘The Ultimate Guide to Prospecting: How Many Touchpoints, When, and What Type’: HubSpot
[^13]: ‘The Optimum Time to Follow Up Leads – The Science from HBR’: The Sherpa Group

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