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.

Denis Jung 10/26/26 Denis Jung 10/26/26

You do not pick an ICP. You converge on one.

An ICP emerges from market evidence. Denis Jung explains the testing cycle, the evidence ladder, and the decision gate that stops encouraging conversations from becoming an endless experiment.

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.