GTM Insights
Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence
Start here
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
An AI bot almost closed me as a customer. Then it lost the deal in the most avoidable way possible.
The message was well crafted and on topic. The demo was a success. I was ready to buy.
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.
Are you using AI to comment on your competitors’ LinkedIn posts with generic, matter-of-fact wisdom to drive sales? - I know it’s a trend, but does it work?
For a potential buyer, your comment is a small sample of your judgement. If you sell expertise, that sample matters.
"We had a good conversation" is not the same as having a great demo.
Model the business impact with their numbers, not yours. ROI built from your figures gets discounted the moment it leaves the room. ROI built from their cycle times and headcount survives the CFO.
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.
If your buyer leaves the demo thinking, “I need a week to figure out if this is actually useful,” the demo did not do its job.
If your demo creates homework, it creates friction. If it creates clarity, it creates urgency.
You’re Not Losing Deals. You’re Confusing Them.
The real challenge is not product explanation. It is value translation: Capability → Outcome → Business Case.