Dentistry Needs to Get Over Its “Sales Complex

Sales in dentistry has a bad reputation. But what if the problem isn’t sales… it’s how we think about it? In this episode of Dental Operations Unpacked, Jake Larson and Clint Berry sit down with Dr. Jason Gladwell (CEO of Gladwell Orthodontics) and Emily Abecasis (Senior Director of Operations at Lightwave Dental) to break down: • Why sales feels uncomfortable in clinical environments • The real reason patients don’t move forward with treatment • How education—not persuasion—drives case acceptance • The metrics every practice should be tracking • Why your treatment coordinator role might be hurting your growth This episode is a must-listen for operators, DSOs, and dental leaders looking to improve patient experience and unlock growth.