When overseas B2B companies consider entering the Japanese market, they often face real obstacles: Japanese business culture tends to value trust, relationships, and direct contact, which means cold email campaigns or purely digital outreach often underperform. According to a recent survey of B2B companies that engage in outbound sales, 89% of those firms reported that their business grew thanks to outbound efforts — suggesting that well‑executed outreach still matters. (1)
Indeed, for firms familiar with direct outreach, “inside‑sales” or outbound calling remains effective when integrated into a broader medium‑to‑long term nurturing strategy. (2)
That’s where targeted telemarketing becomes a solution for overseas companies entering Japan: by using culturally aware, Japanese‑native or Japanese‑speaking sales staff who understand local business etiquette, you can reach decision‑makers — not just generic inboxes — build trust through direct voice contact, and pre‑qualify leads before deploying heavier resources like meetings or demos. A case in point: I&D Inc., which has 25‑plus years of experience in telemarketing for Japanese clients, reports that although overall “effective completion rates” dropped from roughly 60 % pre‑COVID to about 45 % after, they still consistently deliver contacts and qualified leads for clients operating in Japan. (3)
For overseas B2B firms, that means entering the Japanese market does not have to rely solely on digital campaigns or trade shows. With I&D Inc.’s support — including experienced culture‑aware telemarketers, carefully researched call lists, and a process refined over decades — companies can more effectively connect with Japanese decision‑makers, build credibility, and shorten the path from initial contact to qualified lead or partnership.
Source
1.Outbound marketing effectiveness in B2B sales: “BtoB営業の実態調査” by 株式会社Sales Marker (2024) https://prtimes.jp/main/html/rd/p/000000052.000097462.html
2. Learning from Companies with Over 50% Conversion Rate: Survey on Successful Inside Sales Practices, 株式会社ラクス (Rakus Co., Ltd.).
3. Insights into telemarketing / outbound‑call effectiveness, including post‑COVID contact rates: I&D Inc. “2022年テレマーケティング結果総ざらえ ” I&D Inc. https://emktg.jp/archives/2834
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