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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How to test an ICP against market evidence
Why more leads and demos may not fix conversion
How I use funding and hiring signals in outbound workflows

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 9/21/26 Denis Jung 9/21/26

Everyone is trying to use AI to create more outbound conversations.

In Denis Jung’s outbound experiments, the decisive change was who entered the campaign. AI workflows source accounts around funding and hiring signals; messaging stays under control.