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.
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.
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.