In this episode of The Rainmaking Podcast, host Scott Love speaks with Daveed Wagner, personal branding expert, about how professionals can build and manage their personal brand in the age of artificial intelligence. Daveed explains that as AI reshapes industries, professionals need to be intentional and proactive in curating their online presence. He emphasizes that personal branding is no longer optional—it is essential for standing out, building trust, and attracting business opportunities. B...
Apr 11, 2024•24 min•Season 2Ep. 193
In this episode of The Rainmaking Podcast, host Scott Love speaks with Suzette Welling, management consultant and expert in professional services firm operations, about how to take action on strategic plans to drive real business results. Suzette shares insights from her experience working with law firms, explaining that many firms invest significant time and money into strategic planning retreats but fail to execute on their plans once they return to their daily operations. She emphasizes that ...
Apr 04, 2024•24 min•Season 2Ep. 192
In this episode of The Rainmaking Podcast, host Scott Love speaks with Jonathan Porter-Whistman, author of The Sales Boss, about what it takes to become a top 1% sales leader. Jonathan shares insights from his book, explaining that being a true “Sales Boss” is about more than managing a team—it’s about building a high-performance culture, taking full ownership of results, and leading with a clear, strategic vision. He emphasizes that top-performing sales leaders recognize that success starts wit...
Mar 28, 2024•25 min•Season 2Ep. 191
In this solo episode of The Rainmaking Podcast, host Scott Love shares secrets of time management that can help professionals maximize productivity, reduce stress, and achieve their goals more efficiently. Drawing from his experience in executive recruiting, speaking, and business development, Scott emphasizes that time is a finite resource, and how we manage it directly impacts success. He introduces a framework for intentional time management, explaining that clarity, focus, intensity, and exe...
Mar 21, 2024•13 min•Season 2Ep. 190
In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on th...
Mar 14, 2024•28 min•Season 2Ep. 189
In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bracken, professional speaker and consultant, about executive presence and how it impacts trust, influence, and leadership in business development. Rich, who has extensive experience working with law firms and corporate professionals, defines executive presence as a combination of self-confidence, communication skills, and personal branding. He explains that true executive presence is about how professionals present them...
Mar 07, 2024•25 min•Season 2Ep. 188
In this episode of The Rainmaking Podcast, host Scott Love speaks with Ian Campbell, author of The Value Sale, about how professionals can integrate value-based selling into every stage of the sales funnel. Ian explains that many sales professionals make the mistake of presenting value only at the end of the sales process when building a business case, which often leads to stalled deals. Instead, he advocates for a dual-sided sales funnel, where value is introduced early, reinforced with example...
Feb 29, 2024•27 min•Season 2Ep. 187
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. David Burkus, organizational psychologist and author of Best Team Ever, about the fundamentals of leading small teams effectively. Dr. Burkus explains that while leadership in large organizations is often about managing systems and processes, leading a small team requires a deeper focus on culture, communication, and accountability. He highlights that leaders of small teams have a unique advantage: they can directly influ...
Feb 22, 2024•26 min•Season 2Ep. 186
In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Morgan, marketing and advertising executive, about the importance of strategy in business development and how professionals can ensure their marketing efforts are aligned with their long-term goals. Eric explains that many firms mistake tactics for strategy, focusing on individual marketing actions (like social media posts or ad campaigns) rather than crafting a comprehensive, well-researched plan. He emphasizes that tru...
Feb 15, 2024•27 min•Season 2Ep. 185
In this episode of The Rainmaking Podcast, host Scott Love speaks with Waldo Waldman, retired fighter pilot, professional speaker, and bestselling author of Never Fly Solo, about the importance of building a strong personal brand and reputation in business. Waldo shares insights from his experiences in the Air Force and corporate world, emphasizing that a personal brand isn’t just about strategy—it’s about authenticity, trust, and the daily actions that define how others perceive you. He explain...
Feb 08, 2024•28 min•Season 2Ep. 184
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dan Warburton, management consultant and expert in leadership within the legal industry, about three secrets to profitable delegation for rainmakers. Dan explains that many law firm partners struggle with delegation because they were never trained in leadership and management, leading to exhaustion and inefficiency. He shares how professionals can free up their time, empower their teams, and dramatically increase profitabilit...
Feb 01, 2024•26 min•Season 2Ep. 183
In this episode of The Rainmaking Podcast, host Scott Love speaks with Katherine Porter, a management consultant specializing in legal project management, about the power of human-centered design in attracting and retaining clients. Katherine explains that professionals, particularly those in legal and professional services, can improve business development by focusing on the client journey and creating a seamless, personalized experience. She emphasizes that human-centered design isn't just abo...
Jan 25, 2024•29 min•Season 2Ep. 182
In this episode of The Rainmaking Podcast, host Scott Love speaks with Ryan Estis, keynote speaker and author of Prepare for Impact, about the evolving nature of leadership and business development in a rapidly changing world. Ryan shares insights from his extensive experience working with Fortune 1000 companies, emphasizing that leadership today requires a human-centered approach. He explains that the traditional top-down management style is outdated, and organizations that prioritize adaptabil...
Jan 18, 2024•28 min•Season 2Ep. 181
In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Marsh, keynote speaker, sales expert, and former CEO of two category-creating companies, about the power of selling with simplicity. Bob shares lessons from his extensive sales leadership career, during which he raised millions in venture capital and sold two companies. He explains that in today’s fast-paced, information-saturated world, buyers are more distracted than ever, making it essential for professionals to commun...
Jan 11, 2024•28 min•Season 2Ep. 180
In this episode of The Rainmaking Podcast, host Scott Love speaks with Rachel DiAlto, professional speaker and author of Relatable, about how professionals can build authentic connections to strengthen business relationships and improve client engagement. Rachel shares insights from her research on relatability, explaining that human connection is the foundation of trust, loyalty, and long-term success in professional services. She emphasizes that being relatable isn’t about being liked by every...
Jan 04, 2024•26 min•Season 2Ep. 179
In this episode of The Rainmaking Podcast, host Scott Love speaks with Paul Epstein, former NFL and NBA executive, keynote speaker, and author of Better Decisions Faster. Paul shares insights from his book, which offers a practical framework for making high-quality decisions quickly—an essential skill for professionals at critical inflection points. Drawing from his extensive leadership experience in the sports industry, Paul introduces the Head, Heart, Hands Equation, a simple yet powerful tool...
Dec 21, 2023•29 min•Season 2Ep. 178
In this special solo episode of The Rainmaking Podcast, host Scott Love shares personal insights on building resilience muscles—a critical skill for professionals in business development, legal recruiting, and B2B sales. Drawing from his extensive experience as a high-stakes headhunter and professional speaker, Scott discusses the challenges of facing adversity when deals fall through or prospects choose competitors. He emphasizes that the most successful professionals excel not only in communic...
Dec 14, 2023•19 min•Season 2Ep. 177
In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, u...
Dec 07, 2023•31 min•Season 2Ep. 176
In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Jones, leadership coach and expert in management development, about the essential skills and strategies new managers need to succeed. Chris shares insights from his extensive experience coaching leaders at various levels, highlighting how transitioning from an individual contributor to a management role requires a new set of competencies. He explains that the skills that make someone a top performer are not the same as ...
Nov 30, 2023•25 min•Season 1Ep. 175
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Theresa Larson, former U.S. Marine, professional speaker, and founder of Movement Rx, about how health can be a powerful competitive advantage in business. Dr. Larson emphasizes that for high-performing professionals, especially rainmakers and leaders, physical and mental health directly impact productivity, resilience, and long-term success. Drawing from her experiences in the military, athletics, and business consulting...
Nov 16, 2023•28 min•Season 2Ep. 174
In this episode of The Rainmaking Podcast, host Scott Love speaks with Glenn Poulos, veteran B2B sales professional and author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn shares practical sales advice drawn from decades of experience, emphasizing how professionals can get in front of clients, act appropriately during meetings, and remain top-of-mind. He explains that successful salespeople are those who not only secure the first meetin...
Nov 09, 2023•23 min•Season 2Ep. 173
In this episode of The Rainmaking Podcast, host Scott Love speaks with Aaron Gutowski, Chief Sales Officer at Chief Outsiders, about achieving sales readiness and building scalable sales organizations. Aaron shares insights from his extensive experience working with operationally focused firms that struggle to grow beyond a certain point. He explains that “sales readiness” involves evaluating and optimizing four key areas—people, process, platform, and performance—to create a cohesive sales stra...
Nov 02, 2023•25 min•Season 2Ep. 172
In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Cocca, president of Strategic Sales Solutions, about the importance of having a comprehensive sales playbook for driving consistency and scaling business development efforts. With over 20 years of sales leadership experience across multiple industries, Chris explains how a well-structured sales playbook helps professionals streamline their sales processes, improve efficiency, and ensure consistent messaging across teams...
Oct 26, 2023•28 min•Season 2Ep. 171
In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken,...
Oct 19, 2023•26 min•Season 2Ep. 170
In this episode of The Rainmaking Podcast, host Scott Love speaks with Maureen Zappala, former NASA propulsion engineer and keynote speaker, about overcoming imposter syndrome in professional services. Maureen shares her personal journey of battling imposter syndrome during her 14-year career at NASA and how it impacted her confidence despite her achievements. Now a professional speaker and author, she helps high-achieving professionals overcome the self-doubt that holds them back from realizing...
Oct 12, 2023•21 min•Season 2Ep. 169
In this episode of The Rainmaking Podcast, host Scott Love speaks with Brooke Lively, founder of Cathedral Capital and author of From Panic to Profit, about the six key financial numbers every firm should track to ensure profitability and long-term success. Brooke explains that while professionals are often passionate about their practice areas, they may lack the business acumen needed to manage firm operations effectively. Her framework focuses on fundamental financial indicators that serve as ...
Oct 05, 2023•29 min•Season 2Ep. 168
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jean Oursler, also known as the “Results Queen,” about the Caveman Brain Business Growth System. Dr. Oursler, who holds a Ph.D. in business psychology, explains how our brain’s primitive wiring—the “caveman brain”—can sabotage business development efforts by triggering fear and self-limiting beliefs. She highlights how these mental roadblocks, rooted in culture, life experiences, parents, and childhood, often manifest as ...
Sep 28, 2023•27 min•Season 2Ep. 167
In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Bartsch, strategic storytelling expert and founder of Story Greenlight, about building trust through the power of story. Jeff, who spent 20 years shaping stories in Hollywood, explains how professionals can use storytelling as a strategic tool to earn trust and connect with prospective clients. He emphasizes that storytelling is not just about entertainment but about thoughtful communication designed for a specific audie...
Sep 21, 2023•29 min•Season 2Ep. 166
In this episode of The Rainmaking Podcast, host Scott Love speaks with C.J. Webster, tech sales expert and founder of C Webster Consulting, about the transformative role of artificial intelligence (AI) in sales and business development. C.J. shares insights on how AI is reshaping the sales landscape by helping professionals target the right prospects, refine value propositions, and mine data to uncover hidden opportunities. He emphasizes that AI enables more personalized and strategic approaches...
Sep 14, 2023•27 min•Season 2Ep. 165
In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Schembra, Wall Street Journal bestselling author of Gratitude Through Hard Times and Gratitude in Pasta, about how human connection is the future of rainmaking. Chris, known as the “gratitude guru” by USA Today, shares his expertise on fostering meaningful relationships by connecting deeply with ourselves, our teams, and our clients. He explains that only 22% of global B2B relationships report being engaged, and only 13...
Sep 07, 2023•31 min•Season 2Ep. 164
