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In this episode of Because of Sales, Dylan Vergara and Jake Pastick dig into the realities of modern sales as AI accelerates, competition increases, and the bar for sales professionals continues to rise.

They discuss building practical AI tools for sales reps, why sales is likely the last role AI can truly replace, the psychology behind elite performers’ “villain arc,” and how sales remains one of the fastest paths to leverage—even in a saturated market. The conversation also breaks down cushy vs high-performance sales roles, salespeople pivoting to client success, coaching decision-makers behind the scenes, and why long-term consistency compounds into credibility, referrals, and opportunity.

They wrap with reflections on hate mail, audience building, and why you’re not really in the arena until someone disagrees with you.