GTM Insights
Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence
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Founders often think they have a sales activity problem. - They don’t.
Everyone is trying to use AI to create more outbound conversations.
AI workflows in practice
You do not pick an ICP. You converge on one.
Interest is free. The only evidence that validates a customer profile is behaviour that costs the buyer something: a named deadline, a budget owner in the room, money paid.
I'm testing a new GTM diagnostic for founder-led SaaS and AI infrastructure companies - and looking for 5 founders to try it for free
Before a prospect ever talks to you, they've already built a mental model of your company. From your website. Your positioning. Your pricing signals. Your proof. Your founder narrative. Your sales entry points.
Few founders wake up wanting to hire a GTM strategist.
At this point, creating more things is no longer progress by default. The challenge becomes aligning the things you have already created.
Most B2B founders think a wider ICP means more opportunity to sell.
There's nothing wrong with serving multiple segments. But every segment needs its own positioning, messaging, and sales motion - and until one segment carries you, adding another only adds cost.
Your first sales conversation isn't a conversation.
Before a serious buyer ever speaks to you, they've already read you: your homepage, your pricing page, your press.
Your market is not the tree.
TAM creates appetite. An honest SOM creates credibility. And credibility is what gets tested in the next funding round.
Exploring the market is not the same as building a scalable GTM.
Market testing needs variety. But scalable GTM needs constraints. You cannot build repeatability while treating every customer as a new category.