309: Andy Buyting — Increasing Sales without Hiring More Salespeople

May 11, 2022

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When trying to scale, too many companies think that their only option is to hire more salespeople. But today’s guest argues that adding more salespeople to your team is not the answer at all.

Andy Buyting is a serial entrepreneur, learning junkie, and Scaling Up coach who brings over 20 years of sales, marketing, operations, business development, entrepreneurship, management, and executive experience to his clients. He is the founder of Tulip Media Group as well as various real estate developments and is the author of Double Sales/Zero Salespeople.

Andy has joined the podcast to share his experiences with doubling sales without hiring additional salespeople. Salespeople certainly have a place in growing businesses, especially as the conduit that connects customers to the needs and wants of a company. But in many cases, there are other employees within a company, like digital marketers or production people, that can fill the sales role, maybe even more effectively than a salesperson.

Andy shares an inspiring success story of helping a company increase its sales without hiring more salespeople. Waypoint Insurance used storybranding to pivot from ineffective marketing and branding and tell a better story about their company. They came to understand that when customers don’t like what they see on your website, they’re most likely going to leave and never come back again.

How can you unlock the full potential of your company? By understanding your core customer. If you know what your customer needs and wants, your biggest challenge will become managing growth. Scaling comes much more easily when companies effectively communicate their brand promises and service attributes.

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