Lead Generation Bio

I've dedicated my 35+ year Marketing and Sales career to helping businesses grow their sales, their market share and their profitability, with a particular focus on companies in highly competitive, innovative and crowded markets.

I hold a Bachelor of Science degree in Biology from Union College, in Schenectady, NY. After receiving my MBA in Marketing and Strategic Planning from Rutgers in 1977, I was trained in a variety of professional sales techniques including PSS, Xerox and Dale Carnegie as a Marketing Representative at the Service Bureau Company, formerly part of IBM, where I sold computer timesharing services to banks and other financial institutions in New York City. While there I developed a successful Mergers & Acquisitions app, and helped create a Foreign Exchange trading system linked to Swift.

After being on quota for several years, I joined the Western Electric Company (the manufacturing division of AT&T) to help start a new Marketing/Strategic Planning unit charged with bringing to market new technologies that were coming out of Bell Labs in the early 1980s such as fiber optics, ISDN, Local Area Networks, digital communications, Broadband, and On-Demand Video; ultimately adding over $1.5 billion in revenue during my tenure. I then switched back to Sales Management where I helped grow the company's New Markets division from zero to $2 billion in less than three years, before leaving in 1992 to start my own sales and marketing consulting firm.

At JV/M, Inc. (d.b.a LeadGen.com) I've helped over 350 client companies achieve success by developing and implementing effective marketing and sales strategies and programs based on the Lead Generation Paradigm - a powerful and innovative approach for generating organic growth that I first developed and published while at Western Electric and Bell Labs. Focusing primarily on B2B, but equally applicable in B2C, the Lead Generation Paradigm has helped many businesses achieve and maintain highly profitable growth rates ranging from a few dozen percent per year to a factor of 10 to 100 or more.

Along the way I was granted a patent for a new database access algorithm that underlies many of today's popular dating apps, and was the basis for The Lead Generator - a tool (branded as BizBond) that was adopted by dozens of Chambers of Commerce to help their members save money and grow sales.

I previously published "The Most Powerful Weapon in Your Marketing Arsenal," a how-to book on cold calling. I've also had dozens of articles published in trade and industry journals discussing case histories, as well as various aspects of marketing, sales, and economics.

And I recently published the definitive guide to new business development, called "Lead Generation: the Missing Link between Marketing and Sales".

My current goal is to bring the Lead Generation Paradigm to a new generation of entrepreneurs, business owners, sales, and marketing professionals as an effective way to counter the high failure rates experienced by users of today's digital marketing solutions, the lack of accountability in marketing, and as an effective push-back to the outsized the influence of the platforms and algorithmic media.