Guide

How AI-driven sales works in construction

The seven building blocks for more orders in project sales, without extra manual work. Free PDF.

Experience from 12+ years and 200+ companies, in 10 pages:

  • The seven building blocks of a sales system that steers rather than just documents
  • The good-news pipeline: why your sales system can’t see the early project phases
  • A tick-box checklist and real-world examples from Holcim and fröscher

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What we see working with more than 200 companies

For more than twelve years, we’ve worked with building products manufacturers and main contractors on their project sales. These four patterns come up again and again.

85%

of early sales work never makes it into the sales system.

Project identification, research and first contact stay invisible, even though that’s where it’s decided who ends up in the specification.

Quote

Only then does a project get created in the sales system.

Many teams only enter a project once the quote goes out. The system then shows just the good-news pipeline, not the path that led there.

Project stage

is missing from almost every pipeline.

Deal stages show where sales stands, but not whether the project is at concept or detailed design. That’s exactly what decides what makes sense right now.

1 contact

per project, often no more.

In many sales systems, a project hangs on exactly one contact. Who else is planning, deciding and influencing isn’t recorded anywhere. If that person moves on, the work starts from scratch.

Sound familiar?

  • Projects only land in the sales system once the quote goes out.
  • The latest project knowledge sits in Excel lists, inboxes and people’s heads.
  • Only the responsible sales rep knows whether a project is at concept or detailed design stage.
  • You prioritise whoever enquires first, not the projects with the best chance.
  • You only hear about some projects once a competitor is already in the specification.

The seven building blocks in the guide

  1. 01

    Projects come in on their own

    From the first lead, not only with the enquiry.

  2. 02

    Clean data without the upkeep

    No duplicates, no outdated contacts.

  3. 03

    Project stages instead of deal stages

    The right activity for the right stage.

  4. 04

    Roles on the project

    Client, architect, consultants and main contractor in view.

  5. 05

    Priority by fixed criteria

    Criteria instead of gut feeling.

  6. 06

    Next step and changes

    Dormant projects flag themselves.

  7. 07

    Knowledge that doesn’t live in people’s heads

    Handovers without losing context.

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