Last week, our Business Director, Jorrit Wijtsma, had the privilege of stepping into the world of face-to-face sales and fundraising—not from behind a desk, but by experiencing it firsthand. He spent a day on the ground with Activate in Leiden and volunteered with De Zonnebloem in The Hague. Why? Because at Briggs+Walker, we believe the best way to build solutions for field teams is to walk in their shoes. We don’t just develop technology—we work side by side with the people using it, learning from their successes and struggles. What Jorrit found was more than just insights into how our software fits into their daily workflow. He saw what drives these teams, what challenges they face, and what makes them thrive. Read about his experience.
A culture that drives success
One thing that stood out immediately was the strong sense of community within these teams. The energy in the room before heading out into the field was electric—people getting each other pumped up, sharing tips, and cracking jokes. This wasn’t just about hitting targets. It was about working hard and having fun while doing it. That culture of support and motivation isn’t just a nice-to-have; it’s a key ingredient to success in field sales and fundraising.
Listening to the people who use our software
The main reason I was there? To listen.
By talking to everyone—from field reps to managers—I got an unfiltered view of how they use our software in real time. What helps them? What slows them down? What do they wish they had? There’s no better way to improve our tools than by learning directly from the people relying on them every day. These conversations give us the insights we need to keep making fieldwork smoother, smarter, and more rewarding.
Respect for the resilience of field agents
Let’s be real—face-to-face fundraising and sales isn’t easy. You have to be driven, personable, and able to handle rejection—over and over again. But here’s the thing: these are some of the most valuable skills you can develop.
✓ Active listening.
✓ Building trust quickly.
✓ Handling objections with confidence and empathy.
Watching the Activate team in action reminded me just how much grit and adaptability this job takes. It’s not just about getting sign-ups—it’s about connecting with people in a way that sticks.
B2B vs. F2F Sales: different game, same rules
Spending time in the field also made me reflect on the differences—and surprising similarities—between B2B consultative selling and F2F sales. In B2B, the focus is on understanding pain points and offering tailored solutions over time. In F2F sales, you have seconds to spark interest and build trust. But no matter the setting, the fundamentals are the same:
- Believe in what you’re offering.
- Communicate with clarity and authenticity.
- Make it about the person in front of you, not just your pitch.
The power of a genuine approach
One of the biggest takeaways from fundraising for De Zonnebloem? People respond to authenticity. The best fundraisers don’t rely on a scripted pitch—they start a real conversation. They listen, adapt, and make it personal. And when you approach people with curiosity instead of pressure, they’re far more likely to stop, listen, and engage. This was a powerful reminder that technology should never replace human connection—it should enhance it.
A shoutout to the teams making an impact
A massive shoutout to Activate International, De Zonnebloem, and every field agent out there making a difference every day. Your work isn’t just about numbers—it’s about conversations, relationships, and impact. And at Briggs+Walker, we’ll keep making sure our tools work as hard as you do. Thinking about stepping into the world of F2F sales or fundraising? Try it for a day. You’ll walk away with more than just experience—you’ll gain skills that stick for life.