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 8/31/26 Denis Jung 8/31/26

Hiring sales team on commission alone sounds like a great deal for a founder. - But is it?

A higher commission does not fix an unproven offer or sales motion. Before the first sales hire bets their income on the business, the conditions for closing need to be credible.