Displaying 2 items of Voices from The Bench with the tag "pricing".
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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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217: Making America Smile, One Lab at a Time with Keith Crittenden
May 23rd, 2022 | 1 hr 5 mins
artistic, commission, dental, internet, laboratory, mailers, marketing, milling, one voice, podcast, postcards, pricing, supplies, technician, trade school, voices from the bench, website, zirconia
This week we talk to Keith Crittenden, the man behind AmericaSmiles. But behind the man is a great story of a lab owner finding a way to help his clients succeed so his lab could succeed. He comes on to shares his knowledge to other labs.