![]() ![]() “It didn’t need to think about multiple personas or multiple problems. “It didn’t need to be multifaceted,” Ben recalls. “We started off as an employee engagement software,” says Ben, and back then, they had a standard lead scoring process. Since joining Culture Amp, Ben has faced the challenge of measuring buyer intent across a multi-product offering. “I think the underlying story is, find a unique data point that will help you sell and market to these people better,” says Ben. “The only job left was to find the person with the authority and send them a pretty compelling message…and the message could be really personalized because we knew what tool they were using. ![]() “We knew that they had budget for the tool, because they were using it we knew that they had the need, and we knew about the timing,” Ben explains. He used the BANT (budget, authority, timing, and need) model for sales qualification. “That was a pretty clear aid that we could qualify that they needed a tool.” ![]() “We were pounding the Facebook API, because our TAM (total accessible market) was anybody who needed a social media marketing tool, and the Facebook API gave us information about how they were using a tool, and when they were posting,” says Ben. In his previous role at Falcon.io, he created a sales engine by using third-party intent data to gather information on prospective buyers. Ben Lewinsky, Director of Sales Operations at Culture Amp, is no stranger to using data in creative ways to solve a problem. ![]()
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