While you may not be able to gain insight into what the company’s buying cycle is from and earnings call transcript, at the very least you can formulate an idea of what their budget might be (based on if they state that they are attempting cost reductions or will be investing more) and also what kinds of business problems they are trying to solve within the company. Being sensitive to these issues and approaching a potential sale in a new account can only benefit from empathy and a pitch that is custom tailored toward easing their woes.