Burn the Ships: How Andy Buyting Increased Sales With Zero Sales People

Raul interviews Andy Buyting, CEO of Tulip Media Group, who shares his unique strategy that focuses on understanding one’s core customer to gain a competitive advantage. Andy reveals his unconventional approach of dismissing his entire sales staff and using digital marketing to meet company targets for the first time in 18 months. He emphasizes the importance of addressing customers’ fears directly and proposes that businesses position themselves as guides rather than heroes. He also recommends companies focus on a specific market for optimal results.

Who’s The Guest? Andy Buyting is a thought leader in content marketing & thought leadership. His “integrated content” strategy has served both himself and his clients exceedingly well.  Andy is the published author of two internationally bestselling books, including; “How to Win Clients & Influence People” and “Double Sales / Zero Salespeople”. Through Tulip Media Group, his team helps to fuel revenue growth for their Client-Partners through differentiated marketing strategies that work!


Episode Highlights

  • How businesses can stand out in today’s saturated market
  • The importance of knowing their core competency and core customer
  • Process of helping clients simplify and determine their unique business proposition
  • Philosophy of increasing sales without increasing the number of sales reps
  • Knowing who should handle sales after letting go of the sales team
  • How the company shifted towards focusing on digital marketing and website optimization to ensure customer conversion
  • The significance of maximizing the effect of website visits
  • The importance of trust in sales and the perils of over-promising solutions

Episode Resources


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