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PROBLEM-CENTRIC SALES
BRIDGING THE GAP
Problem-Centric Selling for AEC
In construction sales, teams often grapple with intricate sales cycles that involve numerous stakeholders and prolonged decision-making. By adopting a problem-centric approach, as outlined in ASG's Gap Selling Methodology​, sales professionals can pinpoint and tackle clients' specific challenges. This strategy enables them to craft customized solutions that bridge the gap between a client's current situation and their desired future state, leading to more successful deal closures.
COMMON CHALLENGES
SALES NOT PERFORMING AS IT SHOULD?
Is your design/build firm struggling with declining win rates, long sales cycles, or a weak pipeline? The solution might lie in optimizing your CRM and tech stack to break free from the Status Quo and drive real growth.
Declining Win Rates and Stalled Pipelines
Missed leads happen when your team can’t see the full picture. We set up easy-to-use systems that help you keep track of every lead so none slip through the cracks.
Missed Opportunities from Ineffective Tools
Tools like HubSpot might not work well without the right setup, and new tools can be hard for teams to use. We make these tools fit your business and teach your team how to use them for the best results.
Slow Sales Cycles and Unclear Processes
Long sales cycles often happen because teams aren’t working together or things take too long. We help fix this by making workflows simple, improving follow-ups, and getting everyone on the same page to close deals faster.
At Go First Consulting, we’re here to make your sales and marketing work better for you. Our goal is to help you get more leads, close more deals, and keep customers coming back.
Take a few minutes to answer some quick questions, and we’ll create a simple, customized report just for you. It will show how your CRM can bring in more business, help you win more jobs, and keep your clients happy for the long run. Let’s unlock your potential together!
1
Create the PIC
  • Purpose: Identify the core issue holding the client back and its business consequences.
2
Understand the Current State
  • Purpose: Deeply assess where the customer is today.
3
See the Future
  • Purpose: Define where the client wants to go and what success looks like.
4
Close the GAP
  • Purpose: Show how your solution (product, service, or strategy) will close the gap between their Current State and Future State.
Understanding the PIC
(Problem, Impact, Cause)
This PIC highlights a common issue construction companies face—investing in HubSpot but failing to maximize its capabilities. Misalignment, poor adoption, and limited training result in inefficiencies that stall growth and hurt profitability.

An Example | HubSpot Underutilization in Construction

Problem The construction company is not utilizing HubSpot to its full capabilities, resulting in disorganized lead management, missed follow-up opportunities, and an inability to track pipeline progress effectively. Leads are falling through the cracks. Sales teams lack clarity on deal stages and follow-up priorities. Reporting is inconsistent, making it hard to measure ROI and performance. Marketing campaigns are not connected to sales efforts, leading to disjointed strategies. Impact Lost Revenue: Missed follow-ups and poor lead management lead to lost opportunities, costing the company tens or hundreds of thousands annually. Low Conversion Rates: Poor visibility into the sales pipeline increases the chances of stalled deals, lengthening sales cycles and reducing win rates. Wasted Resources: Time and money are wasted on underutilized CRM tools, ineffective workflows, and unmeasurable campaigns. Decreased Profit Margins: The inability to prioritize high-value leads and optimize marketing spend puts pressure on margins, further exacerbating financial strain. Root Cause Lack of Training: Sales and marketing teams don’t fully understand HubSpot’s features or how to align them with business goals. Improper Setup: HubSpot wasn’t configured to fit the unique needs of a construction business, leaving key processes unoptimized. Disjointed Processes: Sales, marketing, and operations aren’t connected within the CRM, creating inefficiencies and data silos. No Clear Strategy: A lack of a defined sales process, automation strategy, and reporting framework means the team struggles to use HubSpot effectively.

Purpose-Based Discovery Questions
Probing Questions
Designed to get a wide range of information about the company, their issues, problems, what's working, what isn't, the size of the problem, expectations, etc. Use these to gather as much information as possible.
Process Questions
Focus on “how” your prospect or buyer does what they do. These uncover the execution layer of an organization, revealing technical problems and root causes that your product or service can fix. Essential for positioning your product or service appropriately.
Provoking Questions
Challenge your buyer to consider outcomes, impacts, issues, and risks they may not have considered. These push them to look at the entire picture and examine things they may not have considered on their own.
Validating Questions
Clarify a buyer's statements, intent, beliefs, and position. These ensure you and the buyer are on the same page and that what you heard is what they meant. Always use these at the end of every sales call to confirm understanding before shifting to a new topic.
Our Specialized Services
Strategic Go-To-Market (GTM) Planning
We work with you to define your ideal clients, target your marketing efforts, and develop a roadmap for consistent growth.
Problem-Centric Selling
Our approach emphasizes understanding your clients' needs and pain points, allowing you to offer solutions that truly resonate and win more high-value projects.
CRM and Tech Stack
We implement and customize systems like HubSpot to streamline your sales processes, track client interactions, and boost overall efficiency.
Data-Driven Decisions
We leverage analytics to give you insight into what's working and what needs improvement so you can make informed business decisions.
Lead Generation and Qualification
We develop targeted marketing strategies to attract high-quality leads and implement lead scoring systems to prioritize your sales efforts.
Sales Enablement
We help you automate your sales outreach, prepare your team for meetings, and effectively manage deals.
GTM Tools and Tactics
A Go-to-Market (GTM) strategy can be a game-changer for construction by aligning sales, marketing, and operational efforts to drive sustainable growth. At Go First Consulting, we help you design and implement a results-driven GTM strategy that bridges the gap between your business goals and real-world execution.
Targeting Strategy
We guide you in identifying and reaching your ideal customers.
Channel Selection
We help you choose the most effective channels for your business.
Sales Materials
We create impactful sales decks and talk tracks.
Email Campaigns
We design targeted email strategies to engage prospects.
Value Mapping
Clarifying and communicating the unique value your company delivers to stand out in a crowded market.
Ideal Customer Profiles (ICP)
Helping you define (or refine) detailed customer profiles to streamline prospecting and outreach.
Success Story: Dryft

1

Background
Dryft, a Swedish full-service provider of home improvements and maintenance services, was founded in 2020 and faced rapid growth that outpaced their existing systems.

2

Challenge
Dryft relied heavily on spreadsheets and informal communication methods, which became inefficient as the company expanded.

3

Solution
They adopted HubSpot CRM to centralize their information and streamline processes.

4

Results
The time spent on information sharing was reduced by 75%, significantly enhancing customer service quality. This allowed Dryft's craftsmen to take ownership of their work, leading to higher job satisfaction and improved customer interactions.
Success Story: Bechtel
Comprehensive Case Study Library
Bechtel, a global engineering company, has developed a comprehensive library of case studies that highlight their extensive capabilities across various sectors. Their case studies not only detail project specifics but also include engaging content such as videos that feature historical artifacts discovered during construction.
Enhanced Brand Visibility
This approach not only demonstrates Bechtel's expertise but also attracts interest from those passionate about history and architecture, thus enhancing their brand visibility and credibility in the construction market.
GET STARTED
Our Process
Your home design and construction business deserves a marketing plan as thoughtful and impactful as the spaces you create. Just as you meticulously plan each client's project, we'll craft a strategic marketing blueprint to propel your company forward.
When you partner with us, we begin by designing a comprehensive marketing strategy that seamlessly integrates tactics across all your channels. Everything works in harmony to drive profitable growth for your remodeling business.
Real Progress requires Real Insight.

1

Step 1:
Book a Strategy Call
We begin with a comprehensive analysis of your current operations, your team’s individual functions, your market, and a direct assessment of any existing GTM strategy.
This often includes but is not limited to:
  • Guidance on your targeting strategy
  • Help with channel selection
  • Creation of sales decks
  • Creation of talk tracks
  • Creation of email campaigns
  • Value mapping
  • Ideal customer profiles (even if you already have versions done)
  • Interviews with your team members

2

Step 2:
We'll get to Work
If it looks like you’d benefit from Go First's strategic solutions, we’ll dive into the next step: creating a tailored Action Plan & Blueprint. During this stage, we’ll craft a clear, comprehensive strategy designed specifically for your construction business.
  • No more scattered tactics or hit-or-miss campaigns. Our Blueprints are built to deliver results, with every recommendation laser-focused on driving revenue and boosting profitability.

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GTM

A Go-to-Market (GTM) strategy brings significant value to construction sales teams by aligning their efforts with clear, actionable plans to win more projects, improve efficiency, and drive revenue growth. Here's how..

3

Step 3:
Systems that Scale
Once your Blueprint is complete, the next step is deciding how to bring it to life. Whether you choose to work with Go First, another partner, or your in-house team, the choice is all about what’s best for your construction business. No matter how you implement it, you’ll have peace of mind knowing every tactic is part of a bigger plan focused on your growth and success.

gofirstconsulting.com

Problem-Centric Selling

Implementing the Gap Selling methodology can significantly enhance the effectiveness of construction sales teams by shifting the focus from merely promoting services to deeply understanding and addressing client-specific challenges. Here's how...

1

Reveal The Gaps
We investigate 150+ revenue efficiency factors. We assess the maturity of your revenue engine and establish a starting point.
We then tailor your Revenue Operations Roadmap to meet your specific needs.

2

Visualize A Way Forward
Your Revenue Operations Roadmap is a living document, constantly evolving as progress is made.
It defines your target objectives, key results, and the path to achieve them.

3

Stay Fast and Focused
Your roadmap is executed in bi-weekly sprints.
Each sprint begins with a key stakeholder meeting, reviewing the roadmap to identify the next steps.

4

Challenge Your Thinking
We create breakthroughs in your revenue growth with consistently evolving data insights.
You get visibility into what's working and not, and you continuously improve revenue data over time.

5

Evolve With Progress
Quarterly Retrospectives allow us to review progress made, results produced, and the major initiatives to tackle.
Take the Next Step
Ready to solve your biggest challenges and maximize profitability? Schedule a free strategy call with our team today! Let's build better business together.
Schedule Your Free Strategy Call
Speak with our experts to discuss your specific challenges and opportunities.
Receive a Customized Action Plan
Get a tailored strategy designed to address your unique business needs.
Start Building a Better Business
Begin implementing proven strategies to achieve sustainable growth and success.
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