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AI is what everyone seems to be talking about lately—and for good reason. By its own exponentially expanding nature, AI has infused itself across a myriad of aspects of our daily lives seemingly overnight:
We constantly hear how AI is going to make processes far more efficient. But there are also alarmists ringing the bell that it’s going to make countless jobs obsolete.
As a sales leader here at INGENIOUS.BUILD, not a week goes by where I don’t get at least one email trying to catch my interest in leveraging AI “salespeople” to do the arduous, low-success-rate job of opening up conversations—conversations that match decision makers who need modern technology with consultative subject matter experts who can guide the buying process.
But for now, I’m going to stick with the naturally intelligent, dedicated, and personable human beings on my team to be the tip of the INGENIOUS.BUILD spear. Here’s why:
The most important step in any sales cycle is establishing trust. It’s the first thing any fledgling sales professional is taught: "You have to build trust." Trust in your company’s reputation. Trust in your product or service. Trust in you. Nobody is going to take a meeting with someone they don’t trust.
Building trust in myself with others was something I learned over decades in hospitality—a high EQ profession—with a couple forays into sales along the way.
Six years ago, I made a permanent career change and have never looked back. Since then, I’ve been the tip of the spear for SaaS companies delivering excellent products in CRM & marketing data hygiene, large-scale data pipelining, and AI-driven customer experience insights.
I love warming up the decision makers who take the cold calls. I love getting them excited about a game-changing product that can help them keep complex projects on schedule and the teams that execute them collaborating in real-time. I’m genuinely interested in what humans care about. I’m a people person.
But the decision makers in construction? They're a little different.
This is an industry where it's vital to listen to many voices and opinions to ensure costly mistakes aren’t made and safety standards are upheld. So—get this—they actually answer their phones and hear out the person on the other end. I have a theory why:
The built world is an industry that runs on reputation and trust.
No one is going to hand over the design and construction of a multi-million dollar building to a company they don’t have confidence in.
Completing a complex project requires managing a myriad of moving parts and collaborating with several stakeholder groups. The old ways of doing this worked—but not well:
Technology has leapt forward, and companies know: if they’re slow to adopt it, they’ll fall behind.
But through all this change, trust and reputation remain at the core of the industry.
In that environment, who’s going to trust a company that won’t invest in humans—to learn the technology, speak the language of the customer, and guide stakeholders through solutions that affect timelines, budgets, and lives?
The personal touch is key to our sales process at INGENIOUS. Consultative and involved, we want to guide every step. Because in construction, cutting corners ruins reputations.
Make no mistake: just because I don’t want bots running our early-stage sales conversations doesn’t mean INGENIOUS isn’t embracing AI.
A forward-thinking organization, INGENIOUS is actively developing ways to integrate AI into our platform to eliminate even more of the manual work we already help solve. This work is time-consuming, error-prone, and keeps high-value talent from focusing on strategic planning and delivery.
The stats speak for themselves:
Globally, this costs billions—and much of it comes down to inefficient risk management and poor communication.
AI will play a critical role in improving both.
INGENIOUS already empowers teams to collaborate in real-time around RFIs, change orders, risk items, and more. But we’re going further.
We're building tools to:
I’m excited to see how AI will continue driving efficiency in CONTECH and the built world. And my business development team will be thrilled to share every innovation as we roll them out.
But until AI can imitate the heart and passion my team brings every day—when you get a call from INGENIOUS, you can count on a human being being on the other end of the line.
Authored by James Shand | Director of Business Development for INGENIOUS.BUILD
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