I work with B2B accounts all the time. Decision makers can be well defended by staff members who literally aren't doing their jobs unless they keep sales calls at bay. Nonetheless, when you know where you clients are, you're ahead of the game. The trick is reaching the right person.

This won't come as news, but unless and until your message connects with the decision maker who can press the "Make it so" button and buy what you're selling, you're not in touch with the influencer whose approval you need. You want to reach people who recognize the value of what you offer and can push through an actual transaction. That may mean putting the connections you need to make ahead of your preferences about connection methods.

On the phone, you may have your best chance at presenting the value you offer and showing that you understand a real problem that your prospects need to solve. I would suggest that you work on your phone skills and figure out how you can gain comfort in using them. Script part of your pitch and practice it till you feel comfortable delivering it. That helps avoid hemming and hawing and feeling lost. Rehearse with someone who'll give you honest feedback. Record your practices and analyze what's holding you back.

Do you travel to race venues? Perhaps you can use phone calls to set up times to meet in person and pitch your product in a real-world setting.

Honestly, most people hate any activity that smacks of cold calling, but in some cases, it's the best way to connect. E-mail is really easy to avoid and ignore; many messages don't make it through spam filters that only whitelist messages from known contacts.

You might also consider direct mail, using a letter that shows you understand your prospects' needs and can offer a targeted solution to them, followed up with a phone call to make a more direct connection.

Best of luck to you! I'll be happy to talk with you if I can offer further advice.