When Is the Best Time to Cold Call? B2B Cold Calling Tips to Improve Pickup Rates

You’ve done everything right — built a qualified list, crafted a sharp pitch, and hit dial. But instead of booking meetings, all you get is voicemail after voicemail. What’s going wrong?

According to HubSpot's 2024 State of Sales report, only 18% of buyers answer cold calls, and less than 24% of sales emails are opened. Yet, cold calling remains one of the most effective ways to start real sales conversations — when executed with precision.

It’s not always your message that’s falling flat. It’s your timing. Optimizing when you call can drastically improve your connect rates and overall pipeline velocity. Backed by data, behavioral patterns, and real-world examples, this isn’t a list of tips — it’s a blueprint.

B2B Cold Calling Tips to Improve Pickup Rates

Now that you know the best times to cold call, let’s focus on how to make your cold calling even more effective. These tips are proven to increase cold call answer rates and make your outreach stand out from the crowd.

1. Call Twice (Double Tap Technique)

The 'double tap' is a simple but powerful follow-up technique where you call twice within a short span (30 to 60 seconds). Many decision-makers ignore unknown numbers, but a second immediate call can break that hesitation.

Why it works:

• Signals urgency or familiarity, prompting curiosity.
• Mimics call behavior of known contacts, encouraging engagement.
• Especially effective when paired with voicemail or a follow-up message.

Tip: If your tech stack supports it, set up your dialer to auto-redial after 60 seconds for unanswered calls to streamline the process.

2. Use a Local Number

Most prospects are cautious about answering calls from unknown or out-of-area numbers.
Calls from familiar area codes feel more trustworthy and less like spam. Using a local presence can increase answer rates by up to 40%.

Why it works:

• It reduces the perception of spam.
• It taps into psychological familiarity — people tend to engage with what they recognize.
• It creates a sense of proximity and relevance, especially important in B2B outreach.

Tip:
Use a sales dialer or VoIP system that allows for dynamic number presentation based on the prospect's location. Some platforms even rotate numbers to avoid carrier flagging.

3. Test Timing by Persona

Different job roles follow different daily rhythms. When you align your outreach with persona behavior, you naturally improve cold call answer rates by reaching them when they’re most receptive
For example, a tech lead might prefer early calls, while an ops manager might be free in the afternoon. Segment your leads and test call times by persona to see what works best. 

Why This Matters

• Relevance increases connect rate
• Improves conversation quality
• Boosts conversion chances

How to Apply This in Your Workflow

• Segment leads by job role
• Use CRM tags to align timing
• A/B test call timing by persona
• Adjust daily call blocks accordingly

4. Use a Weekly Cold Calling Planner

To turn timing insights into consistent results, SDR teams need a plan that aligns with how buyers behave across the week. Here’s a simple planner to help structure outreach:

Why It Works

• Avoids low-response windows (like Monday chaos and Friday fatigue)
• Aligns with buyer availability and mindset
• Helps SDRs stay productive without burning out their lists

5. Build a Time-Optimized Cold Calling Engine

Knowing when to call is powerful — but building it into your system is where efficiency multiplies. A static strategy won’t scale. To drive repeatable outcomes, timing needs to be baked into your tools and workflows.

How to Operationalize Your Timing Strategy

• Tag High-Intent Time Blocks in CRM: So SDRs engage at the right time
• Trigger Calls from Buyer Activity: Use tools like HubSpot or Outreach to prompt calls based on behaviors
• Analyze Time-Based Performance: Review dialer data every 2–3 weeks to see what’s working
• Coach SDRs on Persona Patterns: Educate teams on how timing varies by role and industry
  With these systems in place, your team won’t just dial more — they’ll connect more, convert more, and move faster through the pipeline.

When Is the Best Time to Cold Call?

Cold calling isn't just about persistence — it's about timing. Patterns matter. Data from top sales engagement tools and independent studies consistently show that certain days and times offer higher chances of reaching your prospect when they’re actually receptive.

Best Days for B2B Cold Calling

Your prospect’s mindset and workload shift dramatically from Monday to Friday — and your timing should reflect that.(1)

Avoid Mondays and Fridays
It’s tempting to get ahead on Monday or catch the stragglers on Friday — but resist. Monday brings chaos - meetings, inbox cleanup, and planning. Friday sees mental check-outs and early exits - not ideal for conversations.

Best Timings To Cold Call

Nailing the right day is only half the equation. The time of day you call also plays a huge role in whether you reach a decision-maker or just their voicemail.

A 2024 study by RingDNA found that calls between 10:00 AM and 11:30 AM had a 46% higher connect rate than those made earlier or later.

The Worst Timings to Call

Knowing what to avoid is just as important as knowing what to aim for.

Calling in these windows often leads to low pickup rates, rushed conversations, or voicemail dumps. Worse, it can burn leads by creating a negative impression.

Final Thoughts

Cold calling is far from dead. But dialing blindly without considering timing is a waste of effort and budget. When your outreach is built around buyer availability, every call becomes more than just a touchpoint, it becomes a real opportunity.