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תוכן מסופק על ידי Bricks And Bytes. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Bricks And Bytes או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
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Selling To Owners Is Harder - Why Construction Tech Companies Should Target Developers Over Contractors To Make Money

1:13:12
 
שתפו
 

Manage episode 508075269 series 3481938
תוכן מסופק על ידי Bricks And Bytes. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Bricks And Bytes או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

"If you're a VP of Sales and things go wrong, you either failed or got a bad plan. But if you're a CRO and things go wrong, you probably shouldn't have taken the job."

In today's episode of Bricks & Bytes, we had Mike Pettinella and we got to learn about scaling construction tech from zero to a $275M exit, the brutal realities of international expansion, and why targeting owners instead of contractors is the harder but smarter play... and many more!

Tune in to find out about:

✅ Why sales is only two things: volume and efficiency (and you can't train volume)

✅ The real difference between selling to American vs British buyers

✅ How Building Connected went from zero revenue to Autodesk acquisition

✅ Why dedicated reality capture beats DIY solutions every time

Mike's journey from forensic construction consulting to leading sales at unicorn startups reveals hard-won insights about building in the most relationship-driven industry on earth.

Listen on Spotify now to hear the full conversation.

-----------

Our Sponsor:

Archdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.com

BuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.io

---------------

Chapters

00:00 Intro

02:49 Understanding Roles: CRO vs. VP of Sales

03:58 Building Connected: The Journey to Acquisition

06:05 Transitioning to Monetization: Challenges and Strategies

07:55 Sales Strategies: From Inside Sales to Enterprise Deals

11:49 Geographic Sales Dynamics: Where's the Business?

14:03 Consulting to Sales: Skills and Strategies Transferred

16:22 Managing Sales Volume: Efficiency and Technology

19:14 Cultural Shift: Selling in EMEA vs. North America

24:59 Expanding Markets: Product Adaptation is Key

28:58 OnSight IQ: The Journey and Vision of a Startup

33:34 Characteristics of Great Founders: Relentlessness and Empathy

37:25 Cooking and Morning Routines

38:38 Targeting Owners in Construction

42:54 The Importance of Construction Data Ownership

46:12 Strategies for Targeting Developers

49:14 Reality Capture in Construction

53:04 Best Practices for Reality Capture

56:08 Future of Data Utilization in Construction

58:45 Speeding Up Sales Cycles

1:00:35 Managing Multiple Stakeholders

1:02:09 Closing Big Deals

1:04:04 Pricing Strategies in Construction Tech

1:05:48 Mentoring in Sales

1:09:02 The Story Behind the Art

1:11:29 Exciting Product Developments

  continue reading

229 פרקים

Artwork
iconשתפו
 
Manage episode 508075269 series 3481938
תוכן מסופק על ידי Bricks And Bytes. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Bricks And Bytes או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

"If you're a VP of Sales and things go wrong, you either failed or got a bad plan. But if you're a CRO and things go wrong, you probably shouldn't have taken the job."

In today's episode of Bricks & Bytes, we had Mike Pettinella and we got to learn about scaling construction tech from zero to a $275M exit, the brutal realities of international expansion, and why targeting owners instead of contractors is the harder but smarter play... and many more!

Tune in to find out about:

✅ Why sales is only two things: volume and efficiency (and you can't train volume)

✅ The real difference between selling to American vs British buyers

✅ How Building Connected went from zero revenue to Autodesk acquisition

✅ Why dedicated reality capture beats DIY solutions every time

Mike's journey from forensic construction consulting to leading sales at unicorn startups reveals hard-won insights about building in the most relationship-driven industry on earth.

Listen on Spotify now to hear the full conversation.

-----------

Our Sponsor:

Archdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.com

BuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.io

---------------

Chapters

00:00 Intro

02:49 Understanding Roles: CRO vs. VP of Sales

03:58 Building Connected: The Journey to Acquisition

06:05 Transitioning to Monetization: Challenges and Strategies

07:55 Sales Strategies: From Inside Sales to Enterprise Deals

11:49 Geographic Sales Dynamics: Where's the Business?

14:03 Consulting to Sales: Skills and Strategies Transferred

16:22 Managing Sales Volume: Efficiency and Technology

19:14 Cultural Shift: Selling in EMEA vs. North America

24:59 Expanding Markets: Product Adaptation is Key

28:58 OnSight IQ: The Journey and Vision of a Startup

33:34 Characteristics of Great Founders: Relentlessness and Empathy

37:25 Cooking and Morning Routines

38:38 Targeting Owners in Construction

42:54 The Importance of Construction Data Ownership

46:12 Strategies for Targeting Developers

49:14 Reality Capture in Construction

53:04 Best Practices for Reality Capture

56:08 Future of Data Utilization in Construction

58:45 Speeding Up Sales Cycles

1:00:35 Managing Multiple Stakeholders

1:02:09 Closing Big Deals

1:04:04 Pricing Strategies in Construction Tech

1:05:48 Mentoring in Sales

1:09:02 The Story Behind the Art

1:11:29 Exciting Product Developments

  continue reading

229 פרקים

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