From Project Sales to Enterprise Deals: Scaling Construction Tech the Right Way
Scaling Construction Tech36 min
In this insightful interview, Anton Marinovich, CRO at Joist AI, shares his extensive experience in SaaS and construction tech. He discusses the evolution of GTM strategies, the challenges of selling AI in construction, and practical advice for founders and sales teams aiming for growth in the industry.
What this episode covers
- GTM strategies in construction tech
- Challenges of selling AI in construction
- Building and scaling sales teams
- Effective GTM tactics for startups
- Data-driven decision making in sales
Chapters
- 00:00Introduction to Anton Marinovich and His Journey
- 02:42Lessons Learned from Hard Work and Career Challenges
- 05:11Scaling HoloBuilder: From $350k to $4 Million ARR
- 07:45GTM Strategies: Transitioning from Project Sales to Enterprise Sales
- 10:11Hiring for Sales Teams: Key Traits and Tips
- 12:47Founder's Role in Sales and Early Team Building
- 15:05Joining Joist: The Decision Process and Vision
- 17:53Transforming AEC Marketing with Joist AI
- 20:10Regional vs. National Sales Strategies in AEC
- 22:48Building a Modern Business Development Team
- 25:14Common GTM Mistakes by First-Time Founders
- 27:37Data-Driven Sales: Key Metrics and KPIs
- 30:23Effective Channels for Construction Tech Sales
- 32:49Rapid Fire Round: Personal Insights and Advice
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