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.
AI sales automation is exploding. - GTM strategy is becoming the bottleneck.
Without sound GTM strategy, these systems do not scale growth. They scale noise.
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.
Most teams now ask AI to write every outbound email.
Most companies use AI to generate more messages. I would rather use it to make fewer, better decisions.
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.
Your Pipeline Isn’t Weak. It’s Misaligned.
Most pipelines are full of interest. Very few contain real buying intent.
You Don’t Know Where Your Pipeline Actually Breaks.
Don’t just look at where deals stop. Look at what qualified them in the first place.
More sales activity won’t fix your pipeline.
You’re feeding volume into a system that is not built to convert. And on the buyer side: confusion → low urgency → no decision → no revenue.