Right now, there are five main strategies that are driving sales:
Pursue the right person
1) It’s a noisy market, and one strategy that always works is direct, outbound to the person you’re trying to sell. Be armed with the right assets, like a strong deck and video to pitch the offering, and a landing page to make it easy to understand your offering. That and a very sharp message that hits. Then do the work. Research the right people and do the work to make those intros. These days, people are pitching AI to do this work, and some of it can be done this way, but in my view, a lot of it isn’t good, and the personalization feels fake and inauthentic. It's very hard to beat a strong, real connection followed by a conversation with the exact person you need to get to and help.
Over the years, we have earned 180 billion-dollar logos with this one strategy.
Targeted ads
2) Next are ads. Target the right people. Understand the platform they're on and create great ads that pull interest into sales. If it’s B2B, then the likely places are LinkedIn and YouTube. Focus your time and energy there and test. Think about where ads got your attention and where you took action. Done right, they work.
An image-based ad example that caught my attention:
Content strategy
3) We’re all online these days -- which makes content strategy all the more key. Map the content strategy tied to the sales journey and create weekly content that will help drive new business and interest consistently while also growing your following and attention. This includes shorts or reels. Take existing content and turn it into shorts for LinkedIn and YouTube, as well as organic posts on sites like LinkedIn, articles or blogs, images and downloadable content. It can include things like an audiobook or audio article, a custom masterclass to educate and sell your audience, or an informative report. People are scrolling through these, and it will help drive new business and awareness.
Here's a Masterclass we created
AI search
4) Next is inbound via AI. This will continue to grow, and perhaps you haven’t seen the results yet. People are searching on tools like ChatGPT and Claude for answers and for who the best companies are for various products and services. If you look at how to be listed, it comes down to a series of things, including organic content, websites, articles, blogs that help you to be found and recommended by AI. This is considered the new SEO for 2026. You can search AI to find out what's needed to have your company, products or services suggested.
Offline
5) Last is offline. I feel that in 2026, the offline strategy will matter a lot more. This includes trade shows, events, billboards, and hyper-local content. It’s my view that the companies that innovate offline in 2026 will see a strong benefit in sales. Look at ways you can reach and earn the attention of your audience offline, even if that means sending them a book or handwritten note, or an idea we are working is to wrap their office mailroom with an ad.
Here's a digital display we recently created
If you need ideas or examples of strategies that will support these areas, we’re happy to have a call to discuss.
Here's some of our recent work
Here’s my calendar → https://calendly.com/robertcornish/call
Happy New Year and good luck in 2026.
