Cornish: Richter aims to transition to 80% enterprise contracts
Robert Cornish · Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands · Oct 6, 2020 · at 8:56
Robert Cornish, founder of Richter, explains his agency's strategic pivot toward high-ticket enterprise contracts instead of ad-hoc project work.
0:00 / 0:09exact quote · 9.4s
720p mp4 · rendered on demand · StarZero watermark
“You know, we want to have 80% contracts and 20% transactional. Right now we still have probably 80% transactional and moving in and 20% contract.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Robert Cornish
Cornish: Call reluctance stalls B2B sales reps at three follow-ups
“We found that on average people follow up about three times, but it takes a team plus contacts to actually close a deal. So there's a big discrepancy between those two. And you start looking and go, why are they not following up? And you start finding that the…”
Cornish: Enterprise clients buy strategic communication rather than video production
“I don't believe that clients are coming to us for video. I believe they're coming to us for communication. Our job is to actually understand who's watching this, why they're watching this, what are the pain points, how to get in their head and how to move peop…”
Cornish aims to build a billion-dollar agency conglomerate over software
“I want to do the first thing you said. I've always wanted to do the first thing you said.”
Cornish: Richter secured SAP and HP as early enterprise clients
“To get the initial logos, I remember getting SAP and getting HP and sort of getting traction there, but it was very hard initially and we had to really aggressively sell and kind of fly under the radar on some companies like maybe win a little sale and then ge…”