Tested $15K platforms. Pays for Lusha out of pocket instead.
Guido Mangani is a National Account Executive at Field Control Analytics, a cloud-based construction labor data analytics platform. With 50-200 employees based in Dallas, Field Control Analytics provides real-time project labor data to help construction teams manage risk, scheduling, compliance, and resource planning.
Guido’s targets: 20 new construction projects annually, plus revenue goals. His territory: New York and Washington DC, focusing on ENR 400 companies—the largest construction firms in the country.
His prospects: Construction executives and project managers who move constantly between job sites, contractor offices, and corporate headquarters. The kind of people who don’t sit at desks. The kind you can’t reach through switchboards or generic company numbers.
Direct dials are the only way in.
Guido’s been in sales nearly a decade. He’s used $15,000/year enterprise platforms. He’s tested affordable alternatives. He knows the B2B sales intelligence space intimately.
Now he pays for Lusha out of pocket.
Not because his company doesn’t provide tools. Because the economics of paying personally work better than using company-provided alternatives that cost more and deliver less.
One project in 2021: 800% ROI on his Lusha investment.
On one project alone in 2021 I made 800% ROI on Lusha. I’m extremely satisfied with the value I receive.
When an experienced AE with access to expensive enterprise tools chooses to pay for a platform personally, the value proposition is undeniable.
70% data accuracy for construction executives. Affordable pricing for individual purchase. Top-performing results that made Guido one of the highest performers at Field Control Analytics.
Asked to describe Lusha in one word: “User-friendly.”
Because when you’re prospecting mobile executives between job sites, complexity kills deals. Simple infrastructure that delivers direct dials wins.
Reaching executives who don’t sit still
Construction executives don’t work from desks. They move between active job sites, contractor meetings, and corporate offices. Project managers spend more time on-site than in front of computers.
That mobility makes traditional prospecting impossible.
Office phone numbers? Route to empty desks or voicemail systems nobody checks.
Generic company lines? Transfer to receptionists who don’t know where executives are.
Email? Gets buried under hundreds of messages executives check intermittently.
Direct mobile numbers are the only reliable access point.
These prospects are extremely difficult to reach, and are constantly on the move between construction sites, contractor offices and their own office. Direct dials are really the only way to get an ‘in,’ and Guido’s goal is to get the number and make a connection.
Guido’s workflow reflects that reality. He visits construction sites physically. He calls prospects directly. He doesn’t rely on inbound marketing leads alone—he actively hunts for accounts that fit Field Control Analytics’ profile.
That hunting requires infrastructure: verified mobile numbers for executives who are never in one place long enough for traditional outreach to work.
Testing competitors with personal money
Guido occupies a unique position: he pays for his prospecting tool personally.
That changes evaluation criteria entirely. When you’re spending personal money, you care deeply about:
Data accuracy → Every wrong number wastes your time
Pricing → Must justify the ROI with personal commission
Usability → Can’t spend hours learning complex platforms
Results → Must deliver contacts that actually convert
Guido is in a unique position. Guido currently pays for his B2B contact data tool out of pocket, and needed to find the vendor with the best quality data and highest accuracy rates for the lowest price.
He tested multiple competitors across different price points. Enterprise platforms costing $15K+ annually. Mid-market solutions. Affordable alternatives.
Lusha won on a simple equation: highest accuracy at the most affordable price.
After trying a number of competitors at different price points, Lusha was his draft pick. Of all of the competitors, Lusha had the highest data accuracy rates at the most affordable price.
That’s not vendor loyalty or feature preference. That’s economic calculation. When you pay personally and measure ROI directly through your commission, the math becomes very clear.
70% accuracy for prospects who matter
Guido estimates 70% accuracy on the contact data Lusha provides.
For some buyers, 70% might sound low. For someone targeting mobile construction executives? 70% is infrastructure that works.
I’ll take 70% data accuracy rates all day because I have a million prospects to call now.
That perspective matters. Guido doesn’t need perfect data for everyone. He needs verified direct numbers for construction executives and project managers at ENR 400 companies—large firms managing major projects where Field Control Analytics’ labor data platform delivers significant value.
70% hit rate means: Find 10 prospects → Get 7 working direct numbers → Reach decision-makers without gatekeepers → Have actual conversations about project needs
Compare that to:
- Generic office numbers: 0-10% chance of reaching the right executive
- LinkedIn InMail: 5% response rate if you’re lucky
- Email sequences: Get buried in inboxes checked sporadically
70% direct dial accuracy isn’t perfect. But it’s dramatically better than every alternative for reaching mobile construction professionals.
800% ROI from one project
When you pay for tools personally, ROI isn’t abstract—it’s your commission check.
Guido calculated returns on one closed deal in 2021: 800% ROI on his Lusha investment.
On one project alone in 2021 I made 800% ROI on Lusha. I’m extremely satisfied with the value I receive.
One project. 8x return on entire annual cost.
That math explains why paying personally makes sense. If one deal pays for 8 years of subscription, every additional deal is pure profit. And Guido needs 20 projects annually—which means multiple opportunities for those returns to compound.
For Field Control Analytics, construction projects aren’t small deals. Labor data analytics for major construction sites represent significant contract values. Getting the direct number for one project executive who approves the platform deployment can mean tens of thousands in commission.
When one mobile number turns into 800% ROI, the tool isn’t a nice-to-have. It’s financial infrastructure.
Becoming a top performer
After nearly two years using Lusha, Guido consistently ranks among the top-performing sales executives at Field Control Analytics.
After almost two years using Lusha, Guido shows no signs of slowing down. He’s one of the top-performing sales executives at Field Control Analytics, consistently smashing his targets.
Top performance in enterprise construction sales doesn’t happen by accident. It comes from:
Reaching executives competitors can’t contact
Converting direct conversations that competitors never start
Building pipeline from accounts others abandon
Hitting 20+ projects annually when many AEs struggle with 10
Guido’s success traces directly back to infrastructure: verified mobile numbers for construction executives who are impossible to reach through traditional methods.
While other AEs waste time on switchboard transfers and unanswered emails, Guido calls direct numbers that connect immediately. While competitors struggle to reach project managers on-site, Guido has their mobile numbers in his CRM.
That access advantage compounds across every prospect conversation.
The ENR 400 challenge
Guido targets ENR 400 companies—the Engineering News-Record’s list of the top 400 construction companies in the United States.
These are massive organizations. Multi-billion dollar revenues. Hundreds of active construction projects. Complex decision-making structures.
Getting meetings with executives at these companies isn’t prospecting—it’s enterprise sales that requires reaching people with titles like VP of Operations, Regional Project Manager, Construction Director.
Guido is expected to make inroads with ENR 400 companies, and grow the list of those companies working with Field Control Analytics.
That ABM approach to major accounts requires different infrastructure than volume prospecting. You’re not calling thousands of random prospects. You’re targeting specific executives at strategically important companies where winning one relationship opens doors to multiple projects.
For that work, data accuracy matters more than data volume. Guido doesn’t need a million contacts. He needs verified mobile numbers for the exact executives who control construction labor data decisions at ENR 400 firms.
70% accuracy on those specific targets delivers more value than 90% accuracy on general business contacts who don’t matter to Field Control Analytics’ sales motion.
When personal economics prove value
Most sales tools are company-provided. RevOps negotiates enterprise contracts. Sales teams use whatever platforms the organization purchases.
Guido pays personally.
That choice validates Lusha’s value proposition more powerfully than any marketing claim. When an experienced AE with access to company-provided alternatives chooses to spend personal money on a tool, the ROI calculation is transparent.
The math works:
Affordable pricing individuals can justify
70% accuracy on construction executive contacts
800% ROI on single deals
Top-performer status at Field Control Analytics
20+ projects closed annually
Consistent target-smashing performance
I’m extremely satisfied with the value I receive.
That satisfaction comes from clear economic returns. One deal paid for Lusha 8x over. Every additional deal leveraging those direct numbers compounds the value.
Asked to describe Lusha in one word, Guido chose: “User-friendly.”
Not “powerful” or “comprehensive” or “enterprise-grade.” User-friendly.
Because when you’re paying personally and measuring ROI directly, you don’t care about feature complexity. You care about: Does it work immediately? Can I find contacts fast? Do the numbers connect?
Lusha delivers that simplicity while enabling 800% ROI. That’s infrastructure worth paying for personally.
