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 10/12/26 Denis Jung 10/12/26

Founders often think they have a sales activity problem. - They don’t.

More leads and demos can hide a lack of clarity about the customer, business case and outcome. That gap becomes visible when the first sales hires struggle to close.

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.

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.