GTM Insights
Field notes from my work on ICP validation, founder-led sales, and the systems that turn market signals into commercial decisions.
I use AI for research, evidence collection and routing. These articles explain where it helps, where context gets lost, and which decisions still need commercial judgment.
Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence
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Explore AI in the sales process: GTM strategy → market signals → buyer context and handoffs → human judgment.
By Dr. Denis Jung, founder of Fit-To-Scale.
AI sales automation is exploding. - GTM strategy is becoming the bottleneck.
AI makes sales execution cheaper. Denis Jung explains why ICP, use case and business case still determine whether that execution creates a pipeline that converts.
The CTO asked me to turn our sales demos into a structured market research program. I refused.
The best product insight often arrives outside the prepared questions. Standardize how the team captures and uses it, while keeping the sales conversation focused on the buyer.
Everyone is trying to use AI to create more outbound conversations.
In Denis Jung’s outbound experiments, the decisive change was who entered the campaign. AI workflows source accounts around funding and hiring signals; messaging stays under control.
An AI bot almost closed me as a customer. Then it lost the deal in the most avoidable way possible.
A buyer was ready to sign, but the automated system lost the conversation when it moved from LinkedIn to email. The failure exposes the cost of missing context and mistimed follow-up.
80% of my job can be done by AI - but I get paid for the 20% it can’t do.
AI can search, analyze and build faster. Denis Jung uses a positioning example to show why understanding the founder, market and commercial consequences still changes the decision.