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EARLY RELEASE
Building a Construction Tech Sales Engine That Scales

In this episode, we’re joined by Tom Feliz, Head of Growth at Datagrid, as he shares his fascinating journey from working in construction trailers to becoming a leading sales strategist in the construction tech space.

With his boots-on-the-ground experience and tech savvy, Tom offers a refreshingly authentic perspective on what really works when selling technology to an industry that still values a firm handshake.

In this episode, you’ll:

• Discover why solving real industry pain points with immediate "speed to value" is critical for construction tech adoption

• Learn how product-led growth strategies with freemium models can accelerate sales cycles in the traditionally conservative construction industry

• Understand why the industry is moving away from construction volume pricing toward more equitable consumption or seat-based models

• Explore how agentic AI is transforming traditional sales roles into "go-to-market engineers" with more intelligent prospecting capabilities

• Gain insights on why founders should remain deeply involved in the sales process to maintain customer connection before scaling the sales organization

Chapters

• 00:00 - Introduction and Tom's journey from construction to tech sales

• 04:30 - What makes an effective construction tech go-to-market strategy

• 10:15 - Understanding speed to value and solving real industry problems

• 15:45 - Identifying and segmenting ICPs across the construction ecosystem

• 24:30 - Creating value for different stakeholders with agentic AI

• 32:15 - Enterprise sales strategies for various company sizes

• 39:00 - Pricing models and the problems with construction volume pricing

• 47:00 - Key sales metrics and KPIs for construction tech companies

• 54:30 - Sales tools, AI in GTM, and traits of great salespeople

• 01:07:00 - When founders should hire sales leadership

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