Staffing & Recruiter Training Podcast

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 He explains that the traditional top-down management style is outdated, and organizations that prioritize adaptability, emotional intelligence, and psychological safety will be the ones that thrive. His book explores how leaders can prepare for continuous disruption while still driving performance and growth. Key topics include the concept of human-centered leadership—a shift from hierarchical performance management to a more relational and purpose-driven leadership model. Ryan outlines key leadership traits such as adaptability, vulnerability, and vision, explaining how they contribute to long-term success. He shares research-back

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 communicate with clarity, confidence, and simplicity. By eliminating unnecessary complexity in sales conversations, professionals can stand out, help buyers make faster decisions, and win more business. Key topics include Bob’s four core components of selling with simplicity. First, Noise-Canceling Confidence, which focuses on eliminating self-doubt and projecting confidence that reassures buyers. Second, Make the Putt, emphasizing the need to focus on what truly matters to buyers rather than getting distracted by superficia

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 everyone—it’s about showing up as your most authentic self and fostering meaningful interactions that resonate with clients and colleagues. Key topics include the Connect, Communicate, Inspire framework, which helps professionals establish real relationships through authenticity, effective communication, and the ability to inspire trust. Rachel discusses strategies such as curious listening, which goes beyond active listening by showing genuine interest in the other person’s perspective. She also highlights the role of self

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 that helps professionals overcome decision paralysis, fatigue, and overwhelm. He explains that by aligning mindset (head), authenticity (heart), and action (hands), individuals can confidently navigate pivotal decisions without falling into the trap of indecision. Key topics include how the Head, Heart, Hands Equation works—where green lights indicate full alignment and go-ahead decisions, red lights signal a stop, and yellow lights require assessing gaps between head and heart alignment. Paul also discusses the dange

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 communication and persistence but also in their ability to recover quickly from setbacks. Scott introduces his "Seven-Step Daily Motivation Ritual," a framework designed to help professionals regain peak performance and maintain motivation, even after disappointing outcomes. Key topics include setting ultimate career and income goals, visualizing future success through sensory-rich scenarios, and using positive mantras to foster a peak performance mindset. Scott explains how professionals can "pre-play" future successes and "r

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, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensure client loyalty even in competitive markets. Key topics include developing a deep understanding of clients’ business objectives, conducting regular business reviews, and segmenting clients to prioritize relationship-building efforts. Jay and Tom also highlight the importance of creating key contact lists for personal

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 those needed to lead a team effectively. Instead, new managers must learn how to delegate, build trust, and implement leadership frameworks that support team success. Key topics include the four phases of effective delegation—direct instruction, observation and feedback, act and report, and full handoff—and how moving through these phases helps team members take full ownership of their responsibilities. Chris emphasizes the importance of regular one-on-one meetings with team members to discuss recent successes, key per

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, she explains that small, consistent health improvements can significantly boost performance and help professionals show up as the best version of themselves in their careers and personal lives. Key topics include the five essential pillars of health—sleep, nutrition, mindset training, movement (both planned and unplanned), and social support. Dr. Larson shares practical strategies for optimizing these areas, such as creating a sleep-friendly environment, prioritizing daily movement beyond workouts, and surrounding on

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 meeting but also ensure they are a pleasure to do business with, thereby earning repeat opportunities. Glenn discusses how his book compiles essential sales rules designed to help professionals close high-ticket deals while fostering long-term client relationships. Key topics include the significance of the book’s title, Never Sit in the Lobby, which serves as a metaphor for staying alert and prepared during client interactions. Glenn also outlines techniques for building genuine rapport, avoiding “implied familiarity” that

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 strategy. By aligning these areas, companies can transition from relying solely on the CEO as the rainmaker to developing a sustainable, scalable sales team. Key topics include identifying the right attributes in successful salespeople, creating repeatable sales processes, selecting the appropriate tech stack (such as CRMs and data tools), and tracking key performance metrics like outreach and conversion rates. Aaron also shares real-world case studies, including how he helped a legal recruiting firm double its revenue by

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. He emphasizes that a sales playbook is essential not only for large organizations but also for solopreneurs who need to maximize limited business development time. Key topics include the three core elements of a sales playbook: sales strategy (defining ideal clients and aligning goals), sales story or messaging (crafting compelling client narratives to replace outdated sales pitches), and sales process (qualifying leads, understanding buyer personas, and executing a repeatable sales framework). Chris shares actionabl

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, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes. Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the pro

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 their full potential. Maureen emphasizes that imposter syndrome is not a flaw but a mindset issue rooted in self-perception and fear of being exposed as inadequate. Key topics include understanding the sources of imposter syndrome—such as cultural background, corporate environments, and personal experiences—and how it affects performance by causing professionals to hold back, overcompensate, or avoid new opportunities. Maureen outlines actionable strategies for overcoming imposter syndrome, including recognizing that

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 a scorecard for operational performance and strategic decision-making. Key topics include tracking cash flow forecasts weekly to ensure financial stability, monitoring budget versus actual reports monthly to evaluate operational performance, and assessing ideal ratios to ensure owners are compensated fairly. Brooke also highlights the importance of tracking work in progress (WIP) to maintain productivity, measuring the number of sales calls booked to predict future revenue, and monitoring net new cases to manage team c

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 stories we tell ourselves, such as fears of being perceived as pushy or salesy. Dr. Oursler emphasizes that overcoming these stories requires creating new neural pathways by replacing negative thoughts with empowering beliefs, allowing professionals to unlock their full business development potential. Key topics include identifying and reframing limiting beliefs, using neuroscience-based strategies to form new habits, and leveraging the four-phase Caveman Brain system: alignment, accountability, expansion, and addressi

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 audience and purpose. By understanding what clients desire, the obstacles they face, and the transformation they seek, professionals can craft stories that resonate and build meaningful relationships. Key topics include the concept of strategic storytelling, defining stories through desire, obstacles, and change, and tailoring narratives to meet the unique needs of prospects. Jeff shares practical techniques for developing a "story bank" of client success stories, origin stories, and value-driven narratives that demonstrate

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, allowing sales professionals and rainmakers to scale their efforts efficiently without sacrificing authenticity. Key topics include practical strategies for leveraging AI in sales, such as using prompts to create customized buyer personas, developing targeted outreach campaigns, and employing AI tools like OpenAI, BARD, and CLAWD for brainstorming and content generation. C.J. discusses adaptive selling, where AI assists in understanding clients' intrinsic motivations through personality assessments and behavioral dat

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% are fully engaged, highlighting the significant opportunity for professionals to use human connection to drive revenue and retention. Key topics include the importance of presence and authenticity in building trust, the impact of employee engagement on customer engagement, and strategies for fostering deeper connections through inquisitive empathy. Chris introduces his “Empathy Express” framework, which leverages three core techniques: mirroring, labeling emotions, and asking insightful "what" or "how" questions to c

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best practices less effective. Key topics include the "Sales Innovation Paradox," where scaling sales activities leads to declining results, and the "SIP cycle" (Sales Innovation, then behavioral shift) that explains how buyers adapt to overused sales tactics. Dr. Dover shares real-world examples, including Microsoft’s successful strategy of human-assisted digital funnels that led to an 8x increase in pipeline and 10x in revenue.

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured. Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, a