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.

Denis Jung 10/12/26 Denis Jung 10/12/26

Founders often think they have a sales activity problem. - They don’t.

This usually shows up right after the first sales hires. Activity goes up - more leads, more demos. But downstream, nothing really improves.

Denis Jung 9/28/26 Denis Jung 9/28/26

Early deals are often closed by the founder.

Early deals can depend on trust in the founder. A sales team needs a value proposition and business case that the buyer can defend without that personal trust.

Denis Jung 8/31/26 Denis Jung 8/31/26

Hiring sales team on commission alone sounds like a great deal for a founder. - But is it?

A higher commission does not fix an unproven offer or sales motion. Before the first sales hire bets their income on the business, the conditions for closing need to be credible.