Displaying 2 items of Voices from The Bench with the tag "construction".
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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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264: Dancing in the Ivoclar Ballroom at Lab Day Chicago with Patric Frank, Jess Mashewske, and Randi & Scott James
April 17th, 2023 | 59 mins 25 secs
3d printing, 3shape, architect, bench test, bleaching, construction, customer service, dental, dso, electronics, german, hair salon, heart, innovation, ivoclar, laboratory, moving, new york, podcast, removable, technician, training, voices from the bench
We bring you 3 great conversations from the Ivoclar Grand Ballroom at LMT Lab Day Chicago 2023. We talk to Patric Frank, the CMO for Ivoclar. Then we chat to Jess Mashewske who runs a lab for a small DSO, and finish up with the tradition of talking to Randi and Scott James.