Zeb Couch 🤜🤛's Linkedin Analytics

Most reps focus on title. The best ones focus on Tenure. Here’s why that matters: - Everyone talks about how hard it is to get enterprise deals through procurement. - But few stop to ask: Who actually got it done last time? - Buried in your CRM right now are contacts who’ve been at their company for 4, 5, even 10+ years. - They’re not just users or influencers. - They’re institutional memory. - They know the Decision Process. - The Paper Process. - The backchannels. The “let's not write that down, but here’s how it actually works” stuff (you hear something like that, you've got your Champ). Tenured contacts are often the ones who built the process in the first place. They’ve helped vendors like you navigate it before. They’ll do it again—if they recognize your value and if you know who they are. ------- TAKEAWAY FOR REVOPS: - Titles tell you what someone does. - Tenure tells you what they know. - Flag Tenure in your CRM. - It's a shortcut through the noise for a faster close.

There was a time when knowing what tech a company used felt like a cheat code. You’d run a report, see Salesforce, Snowflake, Segment in the stack—and suddenly, the path forward was clear. You knew what to say. You knew when to say it. But that edge? It’s fading. Because the game has quietly changed. Over the last year, the smartest go-to-market teams have started shifting their focus— from the account... to the individual. Not “this company uses XYZ.” But these people, inside this company, are the ones actually deploying it. Maintaining it. Running experiments on it. Scaling it. This shift matters. Especially if you sell to technical buyers—developers, engineers, IT leads—the ones who build more than they buy. These are the folks who spin up a sandbox on their lunch break. Push test data into a free tier. Get half your product running before anyone on the buying committee even sees a demo. (think about that one for a second...) We used to think “intent” lived at the company level. But more and more, it’s the individual contributor who’s lighting the signal flare. And now, for the first time, we know exactly who they are. -------- TAKEAWAYS The question isn’t just who should we sell to? It’s: Who’s already rolling up their sleeves? Who’s already deep in the work? The answers aren’t hiding in titles of an org chart. They’re right there in the data— You just have to know where to look...🧠🕶️