SalesInt Weekly

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recon-fundamentals

A collection of 15 issues

How Prospect Research Differs Between US and European Accounts — and What to Do About It

Most reps learn OSINT on US accounts. They get used to SEC filings, deep LinkedIn coverage, and enrichment tools that work well enough out of the box. Then they move to Europe and the workflow breaks. The signals are still there. Companies still hire before they buy. Leaders still change.

How to Use SEC Filings to Research Public Company Prospects

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,

How to Land Your Next Sales Role Using the Same OSINT Techniques You Use to Close Deals

Most reps make the same mistake in a job search that bad SDRs make in pipeline generation: they confuse activity with strategy. They mass-apply. They click Easy Apply 40 times before lunch. They paste AI-polished summaries into generic cover letters and hope volume wins. It usually doesn’t.

How to Use Government Grants and Regulatory Changes as Buying Signals

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

Recon Fundamentals: How to Tell if a Target Account Is Really Investing in AI

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