Displaying 2 items of Voices from The Bench with the tag "acquisitions".
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413: Jay Collins: The Art of Aggressive Calming Sales for a Dental Lab
February 23rd, 2026 | 1 hr 11 mins
1099, 2008 crash, abundance mindset, accountability, acquisitions, aggressive calm, branding, china, cold calling, commission, consistency, construction, crown and bridge, customer service, deal fatigue, decision maker, dental, dental lab, door-to-door, entrepreneurship, family business, firing clients, front desk, gatekeeper, growth, implants, irish catholic, laboratory, leadership, legacy, margins, mergers, mindset, multi-location, office dynamics, outsourcing, persistence, philadelphia, pricing, private equity, prospecting, prosthodontics, psychology, quality, recession, relationship building, removable, retention, sales, sandler system, solution selling, steamfitters, technician, thedentalab.net, turnaround time, voices from the bench
Jay Collins shares his journey from a split Philadelphia family of steamfitters and dental technicians to becoming the bold, growth-driven leader behind thedentalab.net. After the 2008 crash forced him out of construction, he dove into dental lab sales with relentless cold-calling, developing his “aggressively calm” approach that challenges traditional lab-owner mindsets. This episode is a fast-paced, hilarious deep dive into sales psychology, growth through mergers, and why labs must treat sales as seriously as production if they want to survive and scale.
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369: Cal-Lab 2025 Part 2 with Liam Johns, Tom Wiand, Scott Lowrey, and Matt Cushing
April 21st, 2025 | 1 hr 8 mins
acquisitions, aox, arizona, bego, cut, delivery driver, dental, dentures, digital partials, european league, father, finisher, fires, football, framework, full arch, hiring, ivobase, laboratory, lucitone, manager, milled dentures, nfl, phone, photogrammetry, printed flexible, processor, prosthodontist, public speaking, sales, smart denture conversion, steelers, technical support, technician, voices from the bench
We are back with a packed episode from the 2025 Cal-Lab Association Meeting. First up is Liam Johns from Derby Dental Laboratory, Tom Wiand & Scott Lowrey from Wiand Dental Lab, and Matt Cushing from First Choice Dental Lab.