Source: “Lead Response Management New Research Summary” by Dave Elkington and James Oldroyd.

A recent survey by Inside Sales and MIT uncovers some interesting stats about when the best time to contact new prospects might be. Among the findings:

• Wednesday and Thursdays are the best days to contact new prospects. In addition to being almost 50% more effective when trying to make first contact than making calls on Monday, these two days are also much more effective as afar as qualifying prospects for the first time.
• 4-6 p.m. is the best time to make contact with a prospect. Although early morning (8-9 a.m.) is still the best time to qualify a lead, late in the afternoon and shortly after regular business hours have ended are the best times to make contact with a new prospect.

From a managerial point of view it may be worth relegating Wednesday or Thursday as the afternoon when salespeople are expected to be in the office making prospecting calls.

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