How is answering the phone part of the sales process for big dental cases? Because the call doesn't end the sale, it starts the chain. The person on the phone usually owns at least part of the follow-up, and follow-up is where big cases actually get accepted. If you've handed follow-up to your financial presenter, fine, they carry it. But in most practices the phone team is still responsible for chasing the patients who didn't book or didn't move forward. That makes them part of the sales effort whether anyone calls it that or not. A high-value implant case rarely closes [...]