Most Construction Sales Reps Are Fake Consultants - Real Sales Strategy from Ediphi's Director

Bricks And Bytes

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