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"Getting in the Door"

If you sell into the B2B market, then you know that getting in the door is half the battle. But you have to know what works, and how to make it work for you. Otherwise, you're just wasting your time and your money.

At we have lead generation solutions that can get you in the door with decision makers who need your company's products or services, and who want to talk with you about how you can help. (And once you're in the door, see here.)

  • Professional B2B Telemarketing - The fastest, least expensive and most effective way to get in the door is through professional B2B telemarketing - good old-fashioned cold calling. The problem, though, is that most call-center based telemarketers don't have the right skills. And most good salespeople hate cold calling. At we'll make the calls for you - using experienced, domestic B2B sales professionals who have an average of 15+ years of experience - and set high-quality appointments with decision makers who need your products or services, and who want to talk with you about how you can help.

  • Executive Appointment-Setting - Getting in the door with C-Level executives at large companies is a little like breaking into an exclusive club. There are political issues, incumbent relationships, gatekeepers, and a natural tendency to delegate. But if you really need that high-level entry, we have proven techniques to get you in the door, especially if it's the door to the corner office.

  • Getting Specced In - Getting in early, before your competition even knows there's an opportunity, is the most effective way to control the spec and insure that you get the business. At we'll get you in the door with the hidden decision influencers - the ones who can wire the job for you, so you can shut out your competition, win the job, and protect your margins.

  • Texting - Push Notifications are a great technology. But you have to get the prospect to subscribe first - a big hurdle in B2B. But many decision makers will prefer to be contacted by text, particularly if they spend a lot of time on the road. It's a fast, simple and convenient way to keep in touch.

  • Pre-Qualification - Paring a list of 1,000 suspects down to the hundred who actually need your product is the secret to minimizing your waste and cost-per-lead. At we'll pre-screen your list by making sure the contacts are correct, that they have an application or need, and that they're actually worth going after.

  • Surveys - Market research is a great way to understand market needs. So why shouldn't it also be a great way to generate leads? It is. You just have to know how to convert a survey response into an appointment. Call us, and we'll show you how.

  • PR - While PR is the grandfather of "inbound marketing," it's possible to make it generate leads for you if you know how to drive your prospects to your articles. We can drive them to read your material, and then drive them to your front door, too.

  • Nurture Campaigns - The conventional "drip" campaign is a waste of time and money because the contacts rarely see or read your material. But a Nurture campaign, where we call periodically - and actually engage with the prospect - can keep you "top of mind," and make sure you know about it when the prospect is ready to pull the trigger.

  • Social Media - Despite what you hear, Social Media is NOT a broadcast medium. And so-called "Inbound Marketing" is a fantasy when it comes to B2B. Decision makers simply don't have the time to find your content amid a sea of news and views. At, however, we know how to use Social Media as a direct marketing tool - the only way to make it work for you.

  • Faxing - Do people still use fax machines? Surprisingly, many still do - especially older, senior executives who aren't comfortable with technology. And especially their Executive Assistants. If she tells you to fax something, do it!

  • Call Prep - It's one thing to set an appointment, even a qualified one. But it's another thing to prepare you for the call. You may not like to read call notes, or you may want more background than they normally provide. With Call Prep, we can provide you with as much information as you need, the way you need it. We can even structure the call for you!

  • Email Marketing - Email marketing is useless if you don't call the prospect as soon as they open your email. Otherwise, by the time you get to them, they've forgotten all about you. At, we can make the calls before they've even finished reading your email.

  • Inside Sales - If you prefer to use in-house resources for your next campaign, has all the tools you need. We can help you plan your campaign, write your scripts, recruit and train your telemarketers, and track their performance. So you get results, not just activity.

  • Direct Mail - Everybody bad-mouths snail mail. "It's expensive. And no one has the time to read long letters." But did you know that the most successful marketing programs ever is Publishers ClearingHouse? And why do politicians use it? Because it doesn't work? Anyway, if your competition is parked on LinkedIn, maybe that's the time to hit the post office.

When it comes to marketing and sales, the difference between B2B and B2C is that there's no such thing as mass marketing in the B2B world. Successful B2B marketing is personal. It's high touch. And decisions are rational. Think about it this way:

  • Do you really believe that your decision makers are lurking on FaceBook, looking for you? (Of course not, they have better things to do.) And if they advertise their needs, do you really think you'll be anything other than "column fodder"?

  • Do you honestly think that sending out a bunch of blind emails is going to do anything besides get you blacklisted? When your response rate has more digits to the right of the decimal point than the left, you've already lost the battle.

  • Do you really believe that just putting a bunch of "content" out there is going to make your cash register ring? You would - only if you think that decision makers have nothing better to do than stare at your musings all day.

  • Did you know that the best way to get a high ranking for your company in the search engines is to include your town's name in the meta tags? (We just saved you $5,000 on SEO fees. Your welcome.) But if your business isn't local, and you don't have a ton of money, SEO is an "arms race" you can never win.

  • And have you finally figured out that the list vendors have appropriated the term "sales lead," when what they're really selling are merely names on a mailing list? The same holds for clicks, white paper recipients, Webinar attendees, and trade show traffic. If it isn't an appointment with a decision maker who needs your product or service, and who wants to talk with you about how you can help, it isn't a sales lead.
At we don't go for the hype. We go for the kill. is a service of JV/M, Inc.
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