Building Trust in Sales Development: Lessons from the Construction Industry

AEC Tech Journeys with Mayur Mistry

In this conversation, Mayur Mistry hosts Mark Facciani, who shares his journey from teaching to the construction industry and his insights on sales development, onboarding, and hiring strategies. Mark emphasizes the importance of leadership, hands-on experience, and building trust in sales. He also discusses the dynamics between sales development representatives and account executives, as well as the significance of character traits in hiring. Mark provides valuable advice for founders looking to enhance their sales processes and emphasizes the need for continuous learning and community support.

Takeaways

• Mark transitioned from teaching to construction sales.
• Education is about building teams and relationships.
• Hands-on experience is crucial in learning a new industry.
• Onboarding should include real-world experiences.
• Building trust is essential in sales.
• Sales development representatives should focus on meaningful outreach.
• Account executives should spend time on prospecting.
• Hiring should prioritize character traits over experience.
• Founders should know their sales metrics before hiring.
• Continuous learning and community support are vital for success.

Chapters

00:00 Introduction to Mark Facciani

00:56 Mark's Career Highlights

06:46 Transitioning from Education to Business

07:05 Navigating Unknowns in Construction

11:13 Onboarding Playbook for Construction

13:24 Sales Strategies in Construction

17:11 Effective Communication in Sales

24:12 Building a Successful SDR Team

30:01 Optimizing Account Executive Performance

33:31 The Role of SDRs in Sales Teams

38:28 When to Hire Sales Support

43:34 Understanding Ramp-Up Times for New Hires

46:29 Compensation Strategies for Sales Roles

50:53 Recommended Reading for Founders

52:54 Common Hiring Mistakes to Avoid

53:55 Advice for Aspiring Sales Professionals

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