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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.