"The best salespeople don't need to talk about their successes - they focus on what went wrong and how to improve. At Joist AI, we don't want to hear about past wins, only lessons learned."

In today's episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father's masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI.

Tune in to find out about:

✅ Why matching your product to workflows is crucial in construction tech

✅ How simplicity in sales compensation drives the right behaviors

✅ Why grit and consistency separate average salespeople from top performers

✅ The importance of transparency in building trust with construction clients

Listen now on Spotify to hear insights on building effective go-to-market strategies in construction tech!

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Chapters

00:00 Intro

00:04 Introduction and Background

07:01 Journey into Construction Tech

10:00 Sales Strategies and Lessons Learned

13:10 Revenue Operations and CRM Importance

15:59 Building a Successful Go-To-Market Strategy

18:53 Understanding Customer Segmentation

22:02 Sales Process and Buyer Behavior

24:58 Defining Sales and Building Processes

27:59 Ideal Customer Profile and Messaging

38:14 Leveraging LinkedIn for Networking

39:06 The Power of Video in Sales

41:27 Professional Persistence in Sales

43:55 Common Mistakes in Go-to-Market Strategies

45:09 The Impact of AI on Sales

48:12 Customer Acquisition vs. Expansion

53:31 Sales Compensation Strategies

01:00:20 Effective Pricing Strategies

01:03:07 Future Trends in Construction Tech Sales