Building High-Performance Rental Teams That Customers Trust with Mark Miller

Why are the construction rental industry’s most successful companies ditching transactional sales and rebuilding around relationships, and what does it mean for your bottom line? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Mark Miller, Director of Sales, Marketing, and Business Development at Complete Equipment Rentals, to discuss how strong leadership, intentional culture-building, and relationship-driven sales transform rental operations.

What You’ll Learn:

How to shift your team from transactional to consultative selling
Why starting training at "zero point zero" dramatically improves team performance
The ‘flashlight in the dark tunnel’ principle for recruiting and retaining top talent
How to turn equipment failures into retention opportunities and brand ambassadors
Why smaller, agile organizations win on customer service where larger competitors can't

Mark Miller is an accomplished sales leader, strategist, and team builder, bringing over 25 years of expertise in the construction and equipment rental industries. With a proven track record at industry leaders including Hilti, Makita, and Durante Rentals, Mark specializes in transforming organizations through relationship-driven sales strategies, process optimization, and cross-functional leadership. As a board member of the American Rental Association, he actively shapes industry best practices and advocates for progressive change in rental operations.

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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