Just got back from an amazing week in the field with one of my reps, and I'm fired up about what we accomplished. The setup: We visited existing prospects that my rep had been nurturing, using these face-to-face meetings to help push deals across the finish line. The results: - Every contact was genuinely grateful we made the trip – most hadn't had an in-person vendor visit since 2020 - Trust building happened 10x faster than our previous virtual interactions - Conversations went WAY deeper – they shared real challenges and strategic goals they'd never mentioned on calls - Multiple prospects gave us clear next steps to move forward and we closed a deal The bottom line: Digital is efficient, but in-person is effective. There's something about sharing the same physical space that breaks down barriers and creates authentic connection. Question for the community: How are you balancing virtual efficiency with in-person relationship building in your sales process? What's working best for you right now? Share your experience in the comments – let's learn from each other!

Earlier today, I was on a call with one of my sales reps and one of their prospects. During the call, the prospect said they needed "better reporting capabilities." Most reps would have immediately launched into a demo or would start spewing off our reporting features. Instead, my rep asked: "What decisions are you trying to make that you can't make with your current reports?" I smiled. Instead of biting at the initial stated problem, they asked a follow up discovery question to get to the heart of the REAL problem. What they discovered: - The real issue wasn't reporting - it was that their team was making gut decisions without data - They were losing deals because they couldn't identify which leads were actually qualified - The CEO was frustrated because no one could explain why revenue was inconsistent The lesson? Surface-level problems are rarely the real problems. My go-to follow up discovery questions: - "What's the impact of this problem on your business/department/team?" - "How are you handling this today, and what's not working?" - "What's driving your interest in . . . .?" - "What happens if this doesn't get resolved in the next 6 months?" Here's the thing: People don't buy solutions to problems they mentioned casually. They buy solutions to problems that keep them up at night. Asking clarifying discovery questions will help you get to the real issue which will reduce their objections in the future and will increase your closing rate. Now, getting them to relate a personal experience or story related to the real problem brings emotion into play. Real problems + personal emotions = Strong buying desire. Question for everyone: What's your favorite discovery question or follow up discovery questions that always uncovers the real issue? Drop it below - I'm always looking to add to my toolkit!

I'm Sean Todd, and I've spent 15+ years discovering what truly works in sales across industries from commercial landscaping to healthcare technology. This community exists because I believe everyone deserves a solid foundation - whether you're curious about sales, just starting out, or looking to get back to basics. 🏗️ Our Mission Help individuals at every stage build their sales foundation through proven fundamentals, supportive community, and real-world insights that actually work. 📋 Community Guidelines: ✅ DO: - Be respectful and supportive - we're all learning together - Ask questions, no matter how basic - that's what we're here for - Share your experiences and challenges openly - Focus on building strong fundamentals first - Celebrate small wins and progress ❌ DON'T: - Spam or promote other communities/courses - Be negative or discouraging to members - Share confidential company information - Use inappropriate language or behavior - Overcomplicate simple concepts 🎯 What You'll Learn Here: The foundational principles that transformed my career from struggling with door-to-door sales to leading successful sales teams. Success starts with mastering the basics - communication, process, and problem-solving. 💪 Introduce Yourself: - Name: - Current Role/Situation: - Sales Experience Level: - What brought you to sales: - One fundamental skill you want to develop: - Biggest question about sales: Ready to build your sales foundation? Let's start strong! 🚀 Sean M. Todd Founder, Bedrock Sales Academy 15+ Years Sales Experience | Foundation-First Approach