I have many new connections and followers here so I thought it was about time to re-introduce myself and what I do: I’ve been an entrepreneur since I was 22 owning multiple companies and started the one I have (Richter) over 16 years ago. I’ve personally been involved in and sold over $50M in B2B deals. Richter, my current company works with many of the largest B2B companies in the world (57 are Fortune 500 companies). The lane we stay in is what we call the end-to-end sales journey meaning everything connected to supporting sales and revenue. This includes pre-sales and advertising to help with: - product marketing - ad campaigns - trade shows and how to route the audience in, through, and out - content strategy - demand gen and net new logo strategies We recently partnered up with Fubo to be able to sell ad space and banners on their sports-first streaming platform which I’m a big fan of. It’s the best in the business. I’m biased but I believe every company we work with should be advertising there. We also partnered up with an out-of-home agency that does incredible billboard work. I had seen their work and felt that they brought something special to billboard campaigns so we partnered up and can now incorporate that into our work. I have ideas for this if you need something. Going back to the sales journey — after pre-sales, we focus on sales enablement which in simple terms means that we work to support the sales team to close the deals they have. How? By mapping the sales process and identifying everything that will make their life easier in a linear way. The pitch deck, the value prop, objection handles, full-page case studies, and videos that are compelling and sell. We also do custom pitch content and consult on sales. And we can create a net new logo or ABS strategy for B2B. After that, we focus on training and internal communications which means things like: - creating the best sales training possible so you have a repeatable model that can train anyone at any time. - Building internal comm campaigns to align people with the vision and ensure everyone is in the loop and coordinated Lastly, we tackle customer experience by mapping the journey and looking at areas that are breaking to fix those and create the experience we want. All of this moves the overall revenue flywheel and is very key and often breaks or is fragmented. The glue is communication for a specific audience and understanding how to combine the outcome + the strategy with the communication for the audience so it all works. We essentially think about this to problem-solve daily and when you think about how much time you set aside per day to daydream, ideate, and imagine ideas or strategies that will help B2B sales and revenue — you’re often so busy coping and doing what you do that there’s not a lot of time for fresh thinking. Fresh perspective. So in many ways that’s also a big part of what we do. Our work has been seen in Times Square New York, TV across the country, at some of the biggest and most prominent trade shows worldwide, at the largest events of the largest companies in the world, and on the news. Our other companies within Richter are: Richter Productions (RP) — that handles all live production work, commercials, docu-series and testimonial content focused on onboarding and recruiting, training and learning and brand promotion > richter.productions ContentOne — is focused on SMB B2B companies to support two things 1) how to get attention from the right audience and route that attention to sales and 2) how to help the sales team close more of what they have. We do that via ad strategy, content strategy and sales enablement > contentonemedia.com General Alchemy — there is a massive need for editing to magnify any and all content made. In other words, if you have a video made, this company will take that content and turn it into 20 pieces of content to share for an affordable rate > generalalchemy.co So, if any of this resonates with you and you have a relevant challenge, we’re always happy to brainstorm and discuss ideas. richter10point2.com and > calendly.com/robertcornish/z…

Years ago, when I was trying to describe something that I'd seen in the workplace many times, I wrote this article called "The Pickle Jar Syndrome."

A brand is something you can feel

What great leaders do in tough times

Comics make learning a lot easier. That's why we had our illustrator create a comic outline of our quadrant strategy, which breaks down the four areas that come up over and over again on every sales call we've ever had The challenges, regardless of the companies we've worked with, are in four areas, starting with the pre-sales area around building awareness and driving demand gen to create new opportunities for sales Then, in sales enablement, to organize the sales process and support the team at every single touchpoint so it makes it easier for them to sell and more likely to sell and close deals Then, in the internal training area, to ensure that all of the sales reps are trained on one repeatable model so they're saying the same things, doing the same things, and working to get a consistent outcome And finally, related to the customer experience, what the onboarding process looks like, and the additional touchpoints to ensure that everything goes as planned and it's as sticky as possible These are the four areas that we essentially focus on, and a combination of strategy and content can handle a lot of the challenges associated with selling through these four areas And that includes things like product launches, go-to-market strategy, trade show experiences, custom pitch content, and internal learning modules All of these areas together form an overall better sales strategy and help move the revenue flywheel forward

A good reminder for anyone selling these days, as the environment has shifted and become more challenging. It's always important to refresh, restudy, and innovate what you're doing. This is from a past podcast on my podcast called Revenue Leaders, and on this podcast I outline four key areas that help sales 👇🏻 hashtag#podcast hashtag#sales hashtag#selling hashtag#b2b

This one thing can sell better than anything else.

It's so true. I was just saying this today - these social media platforms have a serious AI problem and it could be the biggest threat they have. If they don't govern and handle the AI slop content issue, people will be pushed off the platforms. The social media companies should have the biggest incentive to remove it. Users are their main source of revenue. I also think the AI companies that help create AI content are riding a wave that will peter out because no one wants to see or read the content and as people realize that there's no reason to subscribe or use it. Read the comments and look at the stats. People want organic, original content.

22 ideas to help you sell your B2B offering in 2026

A lot of tech has a communication problem. In order to sell something and get adoption you need to communicate well and clear up any and all confusion Confusion blocks sales. Including jargon. I have seen many LinkedIn posts and sites and am often struggling to understand what they actually do and what they're trying to communicate. There's that old saying ... any idiot can make a simple thing complex but it takes a genius to make a complex thing simple. Communicate simply and show a visual example. Combine those two things. It will sell better.

Spoke to an engineer at Apple and I asked him about AI. We got to talking and he said that, basically, something that might have taken 6 months now, they can do in perhaps 2 weeks. It also means that they have to fix the code because a lot of it is trash. Then they have to essentially figure out the language or the programming that went into creating the code and that consumes time. Often they don't really know how it came up with what it came up with so they have to do that in order to figure out how to fix the bugs. I talked about the Y2K situation where the engineers used a two-digit system, not thinking that they would need a four-digit system when the year turned 2000. That had to be figured out to debug that situation in order to avert a possible crisis. He acknowledged that that is a very similar situation. While there are definitely benefits, my feeling is that there's a colossal amount of time being spent and wasted around AI. I'm curious about the legitimate productivity gains. I realize there are some very good use cases but I'm sure there's a lot of distraction and problems associated.

What I've noticed about AI content hype vs. application ... The noise online is deafening, and there's an overwhelming number of tools... But when you use it to make a post of any kind - photo, image, video, blog ... it's an absolute reach killer. The stats plummet. Why? Because the second anyone thinks or realizes it's AI, they scroll past. Ask anyone. Also, each tool now has a filter. You have to click a button on YouTube that it was AI, Instagram labels it, LinkedIn labels it plus has an AI slop button.... Substack can tell how much of the content was done by AI The pendulum swings. And in this case, I think it will swing toward valuing organic, authentic content all the more. If you want your reach to increase and you want to get attention -- lean into creative, original content. It will almost certainly perform better.