Most reps ignore SEC filings because they look dense. That is a mistake. If you sell into public companies, 10-Ks, 10-Qs, and 8-Ks are one of the best free intelligence sources you can use. They tell you what leadership is worried about, where the company is spending, what changed this

Most reps wait for a prospect to raise a hand. That is too late. Government grants and regulatory changes create demand before the buyer starts a vendor search. A grant means money has been allocated to a project. A new regulation means a deadline is coming whether the prospect likes

Every company says it is doing AI in 2026. Most are not doing it in any meaningful way. That matters for sellers because real AI investment creates real budget across data platforms, cloud, infrastructure, security, observability, model governance, and services. Narrative-only AI creates meetings, decks, and stalled deals. If you