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 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.

The best product insight often arrives outside the prepared questions. Standardize how the team captures and uses it, while keeping the sales conversation focused on the buyer.