Bricks And Bytes Most Construction Sales Reps Are Fake Consultants - Real Sales Strategy from Ediphi's Director
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May 27, 2025 Trey Darnell, Director of Sales at Ediphi, shares his journey from writing user guides on construction sites to leading sales in construction tech. He highlights the broken state of construction sales, explaining why 90% of salespeople falter. Darnell emphasizes the hidden costs of prolonged pricing and how many platforms are overwhelmed by trying to do too much. He advocates for a consultative sales approach that prioritizes building relationships and understanding client needs, transforming how technology is sold in the construction industry.
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Sales Is Consulting Now
- Sales today requires a consulting approach focused on people and process rather than just technology.
- Engage clients early with data-driven discussions rather than merely pricing jobs repeatedly without winning them.
User Guide Led to Job Offer
- Trey wrote a PlaneGrid user guide for his company which led to a job offer from PlaneGrid.
- He began as a customer success manager and later transitioned to sales, leveraging deep product knowledge.
The Platform Pendulum Swing
- Platforms in construction tech tend to be jack of all trades but master of none.
- Integrated best-of-breed tools for each business area provide better data and process support.