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recon-fundamentals

A collection of 20 issues

How to Use WARN Act Filings to Find Companies Ready to Buy

Most reps ignore WARN filings because they think layoffs mean a dead account. That’s backwards. A WARN notice usually shows up before the public narrative catches up. It gives you a 60-day window into a company that is actively restructuring. And restructuring is when teams change tools, budgets

What a Company’s Job Postings Reveal About Their Tech Stack

Job postings tell the truth technographic tools can’t. A company’s website might expose a few detectable scripts. A hiring manager trying to fill a role will tell candidates what they actually use, what they are rolling out, what they are fixing, and what they are standardizing. If you

How to Track Competitor Moves Using Only Free Tools

You do not need a six-figure competitive intelligence platform to spot what competitors are doing. You need a repeatable system. With a handful of free tools, you can monitor press mentions, customer sentiment, hiring signals, and pricing changes fast enough to use in live deals. The goal is simple:

What AI Agents Can’t Do: The Research Skills That Make You Irreplaceable in 2026

AI agents are now part of the sales stack. That part is over. Salesforce’s 2026 State of Sales report found that 87% of sales organizations already use some form of AI, and 54% have deployed AI agents across the sales cycle. Sellers expect agents to cut prospect research time

How to Use AI Tools to Research Any Account in Half the Time

AI does not replace OSINT methodology. It compresses it. The rep who knows where to look still wins. What changes in 2026 is speed. A seller who understands how to point AI at the right public sources can turn raw signals from earnings calls, job posts, press releases, and company

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