Show Notes
In construction tech, selling is really consulting. How BIM software adoption, trust and AI are reshaping construction technology sales.
Construction has a complicated relationship with the word "sales." In an industry built around engineers, architects, and BIM managers, the salesperson is often the most misunderstood person in the room and yet adoption, trust, and whether good technology actually reaches the field depend on getting that role right.
In this episode, Andrea sits down with Gustave de Bardeci, a sales professional and APAC territory manager at Revizto who has spent his career on the commercial side of construction software, including formative years at Aconex. Gus moved from Argentina to Australia with no job, no network, and a language barrier, and rebuilt himself into a trusted advisor for some of the most technical buyers in the market.
Website: https://digitalconstructionpodcast.com/ Episodes: https://digitalconstructionpodcast.com/episodes Episode notes: https://digitalconstructionpodcast.com/episode/construction-tech-sales-explained-with-gustavo-de-bardeci Host: Andrea Ciaffi https://www.linkedin.com/in/andrea-ciaffi-548413113 Guest: Gustavo de Bardeci https://www.linkedin.com/in/gusdebardeci/
00:00 – Intro 02:10 – From Argentina to construction tech 06:30 – Overcoming the language barrier 08:30 – Advice for selling in a second language 10:25 – What a real week in sales looks like 14:00 – Perception vs reality of sales 16:15 – How much technical fluency you actually need 18:25 – Career progression and reputation 20:05 – Incentives that pull reps the wrong way 24:10 – What separates great products from noise 26:10 – Where construction software still gets it wrong 28:55 – How AI is changing sales Hosted on Acast. See acast.com/privacy for more information.
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