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 10/19/26 Denis Jung 10/19/26

AI sales automation is exploding. - GTM strategy is becoming the bottleneck.

AI makes sales execution cheaper. Denis Jung explains why ICP, use case and business case still determine whether that execution creates a pipeline that converts.

Denis Jung 9/14/26 Denis Jung 9/14/26

An AI bot almost closed me as a customer. Then it lost the deal in the most avoidable way possible.

A buyer was ready to sign, but the automated system lost the conversation when it moved from LinkedIn to email. The failure exposes the cost of missing context and mistimed follow-up.