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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Use KPIs to Support and Coach
- Use KPIs to improve, not punish, salespeople.
- Focus on qualitative engagement quality in the sales funnel along with close rates.
Sales Leader Balances Selling and Coaching
- Trey spends 75% of his time outselling and 25% coaching at Edify.
- He values relational selling and spreading the mission over process-focused activities.
Price Based on Value and Implementation
- Price SaaS products based on the actual value delivered to users.
- Charge for implementation separately as it is critical for success, especially with integrated solutions.