Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart. Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding