402: Sales Leaders Are Doing It All Wrong with Ajay Singh

In this episode of The Predictable Revenue Podcast, Ajay Singh, founder of Pepsales, joins Collin to break down how his team ran 200+ discovery calls before writing a line of code, and why that depth changed everything: their ICP, their positioning, even who they refused to sell to.

But this isn’t just a story about Ajay.

It’s a roadmap for any founder trying to earn product-market fit the hard way, by talking to strangers, chasing clarity, and pushing past the false signals that kill most startups.

Highlights include: Understanding Customer Needs (17:14), Identifying Market Gaps (19:53), Navigating Competition (22:57), Challenges in Sales Processes (27:43), and more...

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