477: Abbie White - Redefining Sales

The Savvy Dentist

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

Now if there is one word in dentistry that gets people sweating, it's the word ‘sales’.
Sometimes the term ‘sales’ can have a negative connotation. Sales is helping people achieve better outcomes, whether it's in healthcare or otherwise, it's about understanding your patient or your customer and helping them with a solution. In dentistry, we use other words like ‘case acceptance’ or ‘case presentation’ in an effort to not use the word ‘sales’.

However, if it walks like a duck, if it talks like a duck ... then let’s just call it a duck!

In today’s episode, Dr. Jesse Green is joined by Abby White who specialises in high performance sales and charting the future of sales and AI in the dental industry.
Most people agree that Abbie White is a mover and shaker and one of Australia’s most dynamic sales experts.

Abbie’s superpower is being the marriage counsellor for sales AND marketing, in order to deliver an astronomical ROI. Leveraging this superpower, she brings together revenue generating teams to achieve in excess of 2000% + ROI on lead generation campaigns for leading Tier 1 global corporations.

Abbie has 17 years of sales experience in the trenches working with leading companies. Now, she's the founder of Sales Redefined, which is a B2B company, which helps dental practices grow and scale your ‘sales’.

• [3:30] - Let’s redefine the word and meaning of ‘Sales’.
• [6:22] - Giving your patient ‘options’ for treatment, and not giving your professional opinion can be costing you sales.
• [8:38] - How to build your confidence to ensure you utilise your authentic sales skills.
• [9:54] - Is your Marketing helping your Sales? SMARKETING is the new dental business term. Statistically only 8% of businesses have a strong alignment between their sales and marketing and those that do generate 209% more revenue!
• [14:36] - The $money$ is in the follow up!
• [17:29] - The value of your relationship with your patient and the direct correlation to your ability to sell to them authentically.
• [20:44] - Is there anything else I can do for you? I've got time! Why these could be the most profitable set of words you hear this century.
• [27:18] - How we can use A.I in our businesses immediately. (and why if you do not embrace A.I, you might be missing out on revenue)