Lost $100,000 before even breaking ground on a construction project

It happens more often than you think in the construction industry.

In today's episode of Bricks, Bucks & Bytes, we had Victor Zhang from Trestle and we got to learn about the hidden profit leaks in construction, why phone calls still beat emails in B2B sales, and how AI is actually being used in construction tech... and many more!

Tune in to find out about:

✅ Why construction companies lose money before projects even start

✅ The real reason email marketing fails with general contractors

✅ How proprietary data creates stronger defensibility than AI algorithms

✅ Why now is the perfect time to start a construction tech company

Victor shared real examples from his 15 years as a civil engineer and how he built Trestle into an AI-driven risk management platform for general contractors.

The talent shortage in construction is so severe that if your startup fails, there will be more jobs waiting for you than when you left.

Listen now on Spotify to hear the full conversation about building in the construction tech space.

"Construction scheduling is completely broken. We're still using PDF files and sticky notes to manage million-dollar projects."

In today's episode of Bricks & Bytes, we had Patrick Hennessy from Harkins Builders and we got to learn about why traditional project management tools are failing the construction industry, how AI could revolutionize daily site operations, and the brutal truth about construction tech pricing... and many more!

Patrick runs planning and analytics for a $600M general contractor and shares unfiltered insights from the trenches of construction technology adoption.

Tune in to find out about:

✅ Why Primavera P6 and traditional scheduling software creates more problems than it solves

✅ How AI daily briefs could replace morning huddles and transform job site management

✅ The real reason construction software pricing is getting out of control and what contractors should demand

✅ Why construction tech websites are completely useless and how startups are losing millions in delayed sales cycles

Listen now on Spotify and get the inside perspective on where construction technology is actually heading from someone who evaluates and implements it every day.

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Chapters

00:00 March Madness and Personal Reflections

01:15 Understanding Project Controls at Harkins Builders

04:06 The Role of Technology in Project Management

09:17 Harkins Builders: Company Size and Structure

11:36 Innovation in Construction: VDC vs. Project Controls

13:01 Evaluating Scheduling Software: The Future of Collaboration

16:06 Traditional vs. Modern Scheduling Practices

20:14 Data Collection and Its Impact on Scheduling

25:28 Accelerating Tech Adoption in Construction

29:32 The Quest for Comprehensive Software Solutions

33:29 The Importance of Clear Messaging in Construction Tech

37:16 Navigating Cold Outreach and Sales Tactics

41:15 The Challenge of Point Solutions vs. Comprehensive Platforms

44:46 Understanding Pricing Models in Construction Software

55:32 The Impact of AI on Construction Processes

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