"The best salespeople don't need to talk about their successes - they focus on what went wrong and how to improve. At Joist AI, we don't want to hear about past wins, only lessons learned."
In today's episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father's masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI.
Tune in to find out about:
✅ Why matching your product to workflows is crucial in construction tech
✅ How simplicity in sales compensation drives the right behaviors
✅ Why grit and consistency separate average salespeople from top performers
✅ The importance of transparency in building trust with construction clients
Listen now on Spotify to hear insights on building effective go-to-market strategies in construction tech!
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Chapters
00:00 Intro
00:04 Introduction and Background
07:01 Journey into Construction Tech
10:00 Sales Strategies and Lessons Learned
13:10 Revenue Operations and CRM Importance
15:59 Building a Successful Go-To-Market Strategy
18:53 Understanding Customer Segmentation
22:02 Sales Process and Buyer Behavior
24:58 Defining Sales and Building Processes
27:59 Ideal Customer Profile and Messaging
38:14 Leveraging LinkedIn for Networking
39:06 The Power of Video in Sales
41:27 Professional Persistence in Sales
43:55 Common Mistakes in Go-to-Market Strategies
45:09 The Impact of AI on Sales
48:12 Customer Acquisition vs. Expansion
53:31 Sales Compensation Strategies
01:00:20 Effective Pricing Strategies
01:03:07 Future Trends in Construction Tech Sales
