In the dental industry, practices expect a sales representative to help them get started with a product. They also often see several sales representatives coming into their practice daily trying to earn their business. For many dental providers, the expectations for partnership are low.
At CandidPro, however, our expectation is that our Account Executives be active partners in the success of the practices they serve.
That’s why, when we asked CandidPro dental partners what has helped them successfully launch and grow their aligner programs, it didn’t surprise us that one theme emerged again and again: the impact of their Account Executive.
Practices that offer CandidPro—of all sizes—don't see our Account Executives as salespeople. They see them as partners, advocates, trainers, and growth consultants. That's a differentiator worth leaning into.
The Foundation of Partnership
The relationship between our team and a practice often begins like any other. An Account Executive makes a new relationship with a practice and has to earn their trust as much as their business.
“We want our team to start off on the right foot,” says Scott Hemnes, Area Sales Director, West. “Some practices have had poor experiences with sales reps in the past. We want to signal that we’re different straight away.”
One practice highlighted how they felt supported from day one. Their Account Executive immediately took the time to dig into their practice structure, target demographic, and what their goals were. They then provided marketing materials and resources that were pertinent and beneficial for their patients. This helped them kick off with momentum and keep growing.
These comments reflect something we hear often: our Account Executives don't disappear after the sale. They work alongside practices to help them implement CandidPro successfully and achieve meaningful results.
As another practice shared: their Account Executive was “more of a true partner, not just a salesperson.”
Helping Practices Navigate Change
Implementing a new clinical workflow can be challenging for a busy dental team. Introducing clear aligner treatment efficiently often requires some changes, from scheduling to patient conversations, office processes, and even new team responsibilities. At CandidPro, our Account Executives are well-equipped to guide their practices through these changes with simple resources, personalized coaching sessions, and more.
One provider reflected on the importance of hands-on onboarding support:
"I liked the scheduled list of classes from Brian. He got the team excited which is necessary because adding a system flips the whole office upside down."
For more in-depth training, our Account Executives can call on our Practice Development team to lead strategic coaching sessions that are proven to help practices operate more efficiently while driving profitable growth.
“We’re just one of the many important resources in our Account Executives’ toolbelt,” says Jennifer Pinder, Director of Practice Development. “They identify practices that need our attention, and help us facilitate effective training and follow-through.”
The willingness to invest time in education, training, and team engagement helps practices build confidence and momentum that sustains far beyond implementation.
Advocates for Practice Success
Many providers described their Account Executive as an advocate who is genuinely interested in helping their practice grow, not just another client.
“The truth is, practices are strapped for time and resources. Some of them are operating at a high level already. Some need a little extra push to thrive,” says Alex Cagle-Sanchez. “We’re here to make sure they see the full benefits of our products and services—and that’s only achieved through building a strong relationship.”
One partner practice shared:
"Alex is an amazing representative of CandidPro. As long as we maintain that relationship, I'm sure we can overcome any issues."
Another prime example from Alex is his work with Napa Valley Dental Group. They wanted to improve their aligner workflow, so he set them up with a Hygiene Mastery training session. The result was a 7x increase in month-over-month productivity. All because he advocated for their success.
Support That Stands Apart
One of the most striking themes from providers is how often they compare the CandidPro experience to other aligner systems they’ve used.
One doctor said they don’t recall anyone ever helping them with their other aligner systems. With CandidPro, they love the support they’ve received from their CandidPro rep.
“We want our team to feel like an extension of the practices we serve,” says Chelsie McWhorter, Area Sales Director, Central. “The thing that sets us apart shouldn’t just be our technology or results—those are important, but it’s deep support that drives results that really makes a strong relationship.”
Creating Seamless Relationships
For many providers, the relationship extends well beyond implementation and even through territory changes. No matter who is tasked as the point of contact for the practice, the provider experience is always the priority. As one provider put it:
"We were welcomed into the CandidPro community by Brian, who is an amazing representative and advocate for the brand. Brian educated us on CandidPro and the ease of the process and helped us see the financial benefit of the product for our practice. Brian introduced us to Kendra, who is our current Account Executive. Kendra has been a great advocate for our practice and our patients, and we absolutely love working with her."
What stands out isn't just the praise. It's the language providers consistently use: advocate, partner, support, education, community, success.
The Difference is in the Relationship
While providers often point to CandidPro's technology and clinical capabilities as key differentiators, they are just as likely to highlight the people behind the platform and the support they receive along the way.
Whether it's helping a team through implementation, providing marketing resources, supporting case conversations, delivering training, or simply being available when challenges arise, our Account Executives play a critical role in the success of our partners.
As one practice shared:
"The CandidPro team has been a huge help in getting CandidPro up and running in our practice. Our local representative has been especially amazing—always ready to offer tips for improving case acceptance or stepping in to support us during case deliveries. Thanks to their support, we feel way more comfortable incorporating CandidPro into our practice. We believe the whole team at CandidPro is genuinely invested in helping our practice succeed."
That's the standard our Account Executives strive for every day, and the customer-obsessed nature of what we do as a business. We’re not simply selling a product. Our goal is to be a true partner in the growth and success of every practice that puts their trust in our products.
This article originally appeared on Candid's LinkedIn page. View the article here.
