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EARLY RELEASE
Forget KPIs. This Sales Director Reveals What Actually Closes Deals

In this insightful episode, Trey Darnell, Director of Sales at Ediphi, shares his journey from construction BIM specialist to construction tech sales leader.

With experience spanning general contracting, PlanGrid, Autodesk, and now Ediphi, Trey offers valuable perspectives on effective go-to-market strategies in the AEC technology space and what truly drives successful sales leadership in our industry.

In this episode, you’ll:

• Discover how Trey's hands-on construction experience shaped his consultative approach to technology sales

• Learn why understanding client processes is more critical than product features in construction tech sales

• Gain insights into effective sales cycles, implementation strategies, and time-to-value approaches

• Understand the philosophy that "sales is more qualitative than quantitative" and how this impacts team building

• Hear practical advice on navigating enterprise vs. mid-market sales cycles in construction technology

Chapters

• 00:00 - Trey's journey from construction to tech sales

• 08:10 - The evolution of construction technology: point solutions vs platform

• 19:05 - The pre-construction challenge: why Ediphi exists

• 31:33 - Speed to value: the critical metric in AEC tech sales

• 37:45 - The art of selling to large construction enterprises

• 43:39 - Go-to-market tools and strategies in construction tech

• 48:00 - The pilot process: implementation and pricing approach

• 51:39 - What makes exceptional sales leaders in construction tech

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