Robert Cornish

Founder/CEO @Richter102media 5x #Inc5000 | work with 55 Fortune 500 | author of What Works | host Revenue Leaders podcast on iTunes, AG1 ambassador

[Robert Cornish @robertmcornish]

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 > https://t.co/ohraHYoYVi

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 > https://t.co/m0VK36yUYp

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 > https://t.co/poffxzObJU

So, if any of this resonates with you and you have a relevant challenge, we’re always happy to brainstorm and discuss ideas.

https://t.co/tIsfgfK06C and > https://t.co/m3uohRNVVM

[Robert Cornish @robertmcornish]

You invest so much time and resources into the product or service that it makes very little sense to skimp on the content that will do a lot the heavy lifting to sell it.

[Robert Cornish @robertmcornish]

Any content is meant to be consumed by an audience. The audience you want ideally. In order to move them to an outcome. Perhaps for them to share it or buy it or recommend it.
That’s the goal.

[Robert Cornish @robertmcornish]

Invest in talent and story. It’s worth it. It will help build the brand, build awareness and become something that people actually want to watch start to finish.