What It Really Takes to Succeed in Rental Sales with Michael Harwood
February 4, 2026
What does it really take to succeed in equipment rental sales? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Michael Harwood, Key Account Manager at Sunstate Equipment, to discuss how relationship-driven sales strategies, organizational discipline, and authentic leadership transform performance in the rental industry.
What does it really take to succeed in equipment rental sales? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Michael Harwood, an Outside Sales Representative at Sunstate Equipment, to discuss how relationship-driven sales strategies, organizational discipline, and authentic leadership transform performance in the rental industry.
What You’ll Learn:
- How to leverage your liability as your strength
- The single-priority task management system that maximizes field productivity
- Why the construction industry dialect rewrites professional communication norms
- How to navigate friendships with customers without compromising professionalism
- The third-party solution model that solves customer problems while protecting relationships
Michael Harwood is an Outside Sales Representative at Sun State Equipment, specializing in relationship-driven sales within the high-demand equipment rental market. With a background in pharmaceutical sales and a foundational understanding of kinetic learning principles, Michael has built a reputation for strong people skills, a relentless work ethic, and results-oriented problem-solving in fast-paced rental environments.
Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl
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