You may price a job for two years just to get the chance to build it."
That's the brutal reality Trey Darnell shared about construction sales today.
In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!
Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.
Tune in to find out about:
✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them
✅ Why platforms are becoming "jack of all trades, master of none"
✅ How to sell construction tech without being another annoying vendor
This episode will change how you think about buying and selling construction technology.
Listen now on Spotify and let us know what you think in the comments.
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Chapters
# Chapters
00:00 Intro
00:03:00 Introduction and Background of Trey Darnell
00:06:02 Challenges in Construction and BIM Advocacy
00:08:50 Transition to Construction Tech and PlanGrid Experience
00:12:10 Sales as a Consulting Approach
00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions
00:20:58 Go-to-Market Strategy for Edify
00:27:01 Building Relationships and Understanding Client Needs
00:33:07 Understanding Time to Value in Construction Tech
00:37:01 Successful Go-to-Market Strategies
00:41:10 Sales Cycle Dynamics and Compression Strategies
00:46:38 Navigating Small vs. Large Accounts
00:52:02 Pricing Strategies and Negotiation
00:54:29 Traits of Successful Salespeople in Construction Tech
00:57:36 Gaining Experience in the Construction Industry
00:59:13 Advice for Newcomers in Construction Tech Sales
01:00:41 When to Hire a Sales Leader
