GTM Insights

Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence

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AI workflows in practice

"I tried this, but the quality was not right. So now I am doing it by hand again."
"Market signals" have become a sales trend for outbound tools. And their relevance is near zero, unless you build them yourself.
What is it like to train AI models with micro1 and Ethos for the world’s leading AI companies? - Here is what I found.

Denis Jung 10/5/26 Denis Jung 10/5/26

The CTO asked me to turn our sales demos into a structured market research program. I refused.

You cannot standardise the question. You can only standardise what happens to the answer.

Denis Jung 7/13/26 Denis Jung 7/13/26

"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.

Denis Jung 6/8/26 Denis Jung 6/8/26

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.

Denis Jung 4/27/26 Denis Jung 4/27/26

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.