Because of Sales

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Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down how selling changes depending on who you’re talking to — from cultural differences across countries to subtle nuances between cities like Portland, Texas, and New York.

They also dive into major shifts happening in the sales world, including the rise of AI, the importance of building an audience, and why traditional career paths are becoming less stable — highlighted by massive tech layoffs across companies like Oracle, Amazon, and Microsoft.

The conversation explores the real economics behind insurance sales, exposing the gap between top-line revenue and actual take-home income, and why understanding margins matters more than hype.

They also discuss one of the biggest opportunities right now: selling AI-powered services like voice agents to local businesses, and how sales reps can leverage this trend to build high-margin, recurring revenue businesses.

If you want to stay ahead in sales, understand where the market is going, and find new ways to make money, this episode is packed with actionable insights.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

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BOS X: https://x.com/becauseofsales

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Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

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Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down a powerful concept: every purchase is an identity purchase.

They explore how buyers don’t just purchase products — they buy into identities, beliefs, and worldviews, whether it’s in online business, B2B software, or enterprise deals.

They also dive into a mindset shift inspired by Kobe Bryant — why failure doesn’t actually exist, and how top performers detach from outcomes to focus on growth and learning.

The conversation continues with how sales remains one of the most transferable and future-proof skills in a rapidly evolving AI-driven world, and why mastering sales can unlock opportunities across any industry.

They also unpack the pros and cons of shortening vs extending your sales cycle, the power of inbound vs outbound strategies, and how building trust over time can dramatically increase revenue.

If you want to understand buyer psychology, level up your mindset, and build long-term leverage in sales, this episode is packed with insights.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

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Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down the real truth behind moving from individual contributor to sales leadership — and why it’s not what most people expect.

They share the biggest surprises when stepping into management, including why leadership is a completely different skill set and why you can’t “manage” someone into becoming a top performer.

The conversation also dives into how perception impacts sales success, why investing in a high-quality Zoom setup can dramatically increase your close rate, and how small upgrades can create massive ROI in your career.

They also challenge the idea that enterprise sales is the ultimate goal, unpack the realities behind high-stakes deals, and discuss alternative paths to making serious money in sales.

Finally, they break down what actually stands out on a sales resume — from door-to-door experience to athletics, military background, and leadership roles — and how to position yourself to land better opportunities.

If you’re in sales and thinking about leveling up your income, positioning, or career path, this episode is packed with real-world insights.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

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Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

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Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down a powerful truth from Citadel founder Ken Griffin: “If we’re all going to eat, someone has to sell.”

They dive into why sales is the foundational skill behind every successful career — from hedge fund billionaires to athletes and entrepreneurs — and why mastering it gives you leverage in any industry.

The conversation also explores different paths to wealth for sales professionals, from building a “boring” agency with recurring revenue to joining high-growth companies early and riding equity to millions.

They also unpack how to build demand before you need it, why referrals are the most underrated growth channel, and how “unselling” can actually increase trust and close more deals.

If you're in sales and thinking about long-term wealth, leverage, and positioning, this episode is packed with practical insights.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

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Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick dive into the rapid shift happening in the sales world as AI tools, custom software, and automation start giving sellers massive leverage.

Dylan shares how he built a custom AI sales chatbot using Claude, GitHub, and transcripts from real customer success stories — turning it into a lead magnet that can answer objections, educate prospects, and sell without pressure.

They also break down the concept of “vibe coding”, why sellers should learn basic AI tool building, and why sales skills are still the real moat in a world where anyone can build software.

The conversation also covers executive presence on sales calls, conviction in high-stakes deals, building side income through consistent compounding, and why most entrepreneurs underestimate the power of sales skills.

If you're a seller trying to stay ahead of the AI curve while building leverage in your career, this episode is packed with insights you don’t want to miss.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

–

Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down why sellers need to think in decades, not quarters. From the “internet graph” of success to the risks of staying comfortable in a safe job, they explore what separates top performers from everyone else.

They also discuss why AI is spreading faster than the internet, how even small-town America is adopting tools like ChatGPT, and why sales professionals must adapt before they get left behind.

You’ll also hear about the surprising connection between competitive video games and high-performing sellers, how newsletters can nurture pipeline deals over time, and why the best companies pay top talent and get out of their way.

If you’re building a sales career, growing a business, or trying to stay ahead of the AI curve, this episode is packed with insights you won’t want to miss.

Subscribe for more real conversations about sales, entrepreneurship, and building leverage in the modern economy.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

–

Connect with Dylan: https://serialsales.co

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In this episode of Because of Sales, Dylan and Jake break down why handwritten notes and custom Canva gifts still outperform automation, how East Coast vs West Coast sales culture shapes competitiveness, and why texting prospects before a call can dramatically increase close rates.

They also unpack a wild story from Jeremy Haynes about a closer who made $100K in a month after a single leverage decision, and debate what niche they would choose if they had to start from zero today.

From door-to-door vs tech sales to job security myths and commission leverage, this episode is a masterclass on positioning yourself close to revenue and opportunity.

If you’re serious about sales and long-term leverage, this one hits.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

Convuu x BOS Discount: https://www.convuu.com/?via=bos

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

–

Connect with Dylan: https://serialsales.co

–

In this episode of Because of Sales, Dylan and Jake break down the rise of Giuliano Mastarelli, the “new college” model of young killers living together and selling insurance, and why proximity to ambition might be the biggest competitive edge in 2026.

They dive into Konvuu (real-time video lead capture), why enterprise deals close over text messages (not email), and how small relationship habits like Starbucks gift cards and handwritten notes can accelerate your career faster than cold applications ever will.

They also unpack the “XY Axis” of sales careers — why it’s rare to land high income, high integrity, and high longevity all at once — and how to think strategically about your first few roles.

If you’re in sales and thinking about entrepreneurship, this one’s loaded.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

–

Connect with Dylan: https://serialsales.co

–

In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down what’s happening at the intersection of sales, AI, and opportunity.

They discuss Shelby Sapp’s explosive growth to nearly $5M per month, why female sales reps are outperforming expectations, and what separates Goggins-type grinders from seasoned “boomer-type” closers who print money with calm precision.

The conversation also dives into AI advertising as the next Facebook ads moment, Claude bots and agentic AI for sales workflows, data security risks, and whether your next sales manager could literally be AI. They close with a reality check on LinkedIn “Open to Work” banners and how perception affects hiring leverage.

If you’re in sales heading into 2026, this episode is about staying sharp, staying relevant, and not getting left behind.

Subscribe to Our Weekly Newsletter: https://www.becauseofsales.com/subscribe

Sponsor: The Serial Sales Community: https://serialsalescommunity.co/

BOS Youtube: https://www.youtube.com/@becauseofsales

BOS Instagram: https://www.instagram.com/becauseofsales/

BOS LinkedIn: https://www.linkedin.com/company/because-of-sales

BOS X: https://x.com/becauseofsales

–

Jake’s X: https://x.com/jakelazyrich

Jake’s YouTube: https://www.youtube.com/@jakelazyrich

–

Connect with Dylan: https://serialsales.co

–

In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down practical sales execution in a world obsessed with tools, automation, and “new frameworks.” From using visual whiteboards like Excalidraw to replace slide decks, to creating urgency, asking directly for the sale, and balancing GTM engineering with old-school selling, this episode is a grounded look at what actually moves revenue.

They cover why visual selling dramatically increases close rates, how “10 out of 10 urgency” changes sales performance instantly, why the hardest part of sales is often just starting, and how direct leadership-style selling is making a comeback as buyers grow fatigued by over-polished tactics.

The episode closes with a thoughtful discussion on GTM engineering vs banging the phones, tool overload, key-man risk, and why sales remains a human-first skill despite rapid advances in AI.