Today we’d like to introduce you to Todd Bay
Hi Todd, can you start by introducing yourself? We’d love to learn more about how you got to where you are today?
I’ve been in sales my entire life. I started at 19 and never looked back. Selling isn’t just something I do—it’s who I am. Everywhere I’ve been, I’ve excelled. I don’t compete with others; I compete with myself. Before stepping into the world of natural stone, I was selling SaaS for Fortune 500 companies. My last year in SaaS, I was the number one salesman worldwide. I hit my annual quota by July and was on track to double it by year’s end.
Then, just before Thanksgiving, everything changed. My son got sick—very sick. We saw specialists all over Utah, ran tests with labs back east, and spent more time in hospitals, emergency rooms, and doctors’ offices than we cared to. His condition brought unimaginable pain, and in the middle of all of it, I had to make a choice. My son needed me. My family needed me. So I left my high-paying job and stayed home. My wife and I worked whatever jobs we could to make ends meet while taking care of him. It was devastating. I had set myself up for massive success, forecasted to quadruple my sales, and then the sky fell. Watching your child suffer—that’s something no amount of sales training prepares you for.
Someone mentioned a local company looking for a salesman. I walked through the front door unannounced, resume in hand, and won them over in minutes. When I met with the owner, I laid everything out. I told him my situation, and they didn’t hesitate. They brought me on and gave me the flexibility to be there for my family. That was 18 months ago. Now, here I am, in an industry I knew nothing about—construction, stone, fabrication. I had no idea what I was getting into. But I learned. I studied early in the morning, studied late at night. The difference between calcareous and siliceous stone, the applications, the cutting, the fabrication—everything. It was a trial by fire, but I came out on the other side.
One thing Fortune 500 companies do exceptionally well is sales training. They spend tens of thousands of dollars to make you sharper, faster, more adaptable. I took every lesson, every technique, and burned it into my mind. I learned to read personalities in seconds, to shift gears on the fly. The stone industry is different, though. It’s hands-on. It’s not about reading spreadsheets in a boardroom—it’s boots on the ground, hard hats, and sawdust. I went from selling software to suits in boardrooms to standing in quarries, watching 12-foot-wide saws cut through the stone that we’ve quarried from the earth.
Natural stone isn’t just another building material. It’s ancient. It’s raw power. It’s permanence. The people in this industry are built differently—salt-of-the-earth men and women who don’t just build things; they create legacies. And what sets this industry apart is the willingness to lift each other up. In the SaaS world, everyone’s out for themselves. In natural stone, a rising tide lifts all ships. Delta Stone Products welcomed me, trained me, gave me every tool to succeed. The Natural Stone Institute pulled me in and introduced me to some of the best in the business. Even Women In Stone—a group within the NSI—took me under their wing, teaching me the ins and outs. These people want you to succeed. Because when you win, they win.
I started as a regional rep covering Southern Utah, Nevada, Arizona, and New Mexico. In just 18 months, I’m now representing Delta Stone Products across most of the U.S. I secured a deal with Outdoor Living Supply, one of the largest outdoor living suppliers in the country, putting our stone in 44 locations and counting. That partnership means nearly 200 salespeople across the U.S. are now moving our stone and fabrication services. That’s the power of working smarter, not harder.
The toughest part? Going from SaaS to something tangible, something that physically exists. In SaaS, you sell solutions and ideas. Here, I sell a product that people can see, touch, and build with. It was a shock going from boardrooms to job sites, from executives to builders in work boots. In this business, people want answers now. My first year was full of moments where I had to admit, ‘I don’t know, but I’ll find out.’ That kind of humility is tough when you’re used to always having the answers. But I’ve learned that this industry respects honesty and hard work more than smooth talk.
One of the greatest lessons I’ve learned is to ask more questions. In the Fortune 500 world, nobody helps you unless it benefits them. In stone, it’s the opposite. You ask, you learn, you grow. That mindset shift changed everything for me.
A defining moment for me was working on the Aspen Meadows expansion at Brian Head Ski Resort. I sold the stone for their inspiration home. Seeing that project go from a hole in the ground to a finished masterpiece was surreal. When my sales manager and I drove up to see it, all we could say was ‘Wow.’ Over and over. The stone was striking, the craftsmanship flawless. It was my first major project, and even now, when I see pictures of it, I get chills.
What I love most about this business is how hands-on it is. Last week, I personally delivered a hearth to a mountain home in Utah. I watched the contractor set it in place, and when it clicked in perfectly, everyone turned to look at me like I had just pulled off a miracle. That one perfect fit did more for my reputation than any sales pitch ever could. That’s the power of this industry—you’re selling something that lasts forever. You’re part of something bigger than yourself.
The one who understands cut stone and how it’s fabricated will always have the edge in sales. That’s why I run @TheStoneBay on Instagram. People love seeing the process. I post videos of 12-foot saws cutting through rock, machines with enough horsepower to tear through the earth. I average over 25,000 views a month. Why? Because this industry is visceral. It’s raw. And when people see the process, they don’t just appreciate the product—they want it. Delta Stone Products does what no one else in the Western U.S. can do. The more people see that, the more they come to us first.
If I had to give one piece of advice? Sell yourself before you sell anything else. People don’t just buy products; they buy you. They buy your confidence, your expertise, your reputation. In a world of stone, steel, and power, the strongest force is still the man who knows how to sell himself.
Would I do it all over again? Absolutely. If I had known what I know now, I would have entered the construction industry sooner. The SaaS world is cutthroat. This industry? It’s built on strength, skill, and respect. Here, when the tide rises, we all rise.
This isn’t just a job. It’s a legacy. And I’m just getting started.
Pricing:
- Contact me for pricing.
Contact Info:
- Website: www.DeltaStoneProducts.com
- Instagram: @TheStoneBay
