The Rainmaking Podcast

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 superficial details. Third, Lead the Journey, where sales professionals guide clients through the decision-making process, offering options and relinquishing control to the buyer to build trust. Finally, Clarity Over Complexity, which stresses the importance of communicating value propositions in a succinct and easy-to-understand manner. Bob shares practical tips for overcoming the “subservient mindset” in sales, maintaining confidence without arrogance, and simplifying messages to cut through the noise. This episode offers actionable strategies for professionals looking to refine their sales approach, improve client engagement, and close deals more effectively.

Visit: https://therainmakingpodcast.com/

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Keynote speaker and sales expert Bob Marsh spent his career in sales and sales leadership. Bob has been a sales leader and CEO at two category-creating companies, has raised millions in venture capital, sold two companies, and has won and grown business from some of the top brands in the world. In addition to professional speaking, Bob is an active Chief Revenue Officer of Bluewater Technologies, one of the nation's leading audio-visual technology firms, which means he’s in the trenches of today’s business world. In 2022 Bob was selected as SellingPower’s Chief Revenue Officer of the Year, and a Top 25 Sales Expert to Learn From. He has spoken at industry-leading events including Dreamforce, SaaStr, Sales 2.0, and HubSpot’s INBOUND, and has been published in Inc., Entrepreneur, Fast Company, and the Harvard Business Review.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

LinkedIn: https://www.linkedin.com/in/bobmarsh5/

Twitter: https://twitter.com/bobmarsh5

YouTube Channel: https://www.youtube.com/@BobMarshSpeaks

Website: http://meetbobmarsh.com

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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-awareness in professional growth, the importance of slowing down to reflect on interpersonal interactions, and how intentionality in networking can create more impactful business relationships. This episode provides actionable steps for professionals looking to enhance their presence, connect more effectively, and develop stronger business relationships that drive long-term success.

Visit: https://therainmakingpodcast.com/

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Rachel Dealto is a communication and relatability expert, media personality, and speaker. She is the author of “relatable: How to Connect with Anyone Anywhere (Even if It Scares You)” (Simon & Schuster’s Tiller Press, Fall 2021).

Rachel has appeared as a relationship expert on Lifetime’s Married at First Sight and TLC’s Kate+Date. Rachel DeAlto maintains a law degree, a Master’s in psychology, and an influential social media presence.

In addition to her regular appearances, Rachel has also been featured on a multitude of media outlets including The TODAY Show, Access Hollywood Live, and Fox News. She has also given three TEDx talks including Being Authentic in a Filtered World which is featured on TED.com.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.racheldealto.com/

Order Rachel’s book here:

https://www.racheldealto.com/book

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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 dangers of lingering in the "yellow light" zone, leading to missed opportunities and long-term stagnation. Additionally, he shares his formula for building unshakable confidence: Confidence = Values × Action, encouraging professionals to journal weekly by connecting chosen values to intentional actions. Paul emphasizes the importance of emotional intelligence, self-awareness, and taking full ownership of decisions to achieve sustained business success. This episode is packed with actionable insights for professionals seeking to enhance decision-making skills, build confidence, and unlock long-term business growth.

Visit: https://therainmakingpodcast.com/

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Paul Epstein is a former high-level executive for multiple NFL and NBA teams, and a 2x bestselling author of The Power of Playing Offense and Better Decisions Faster. In 2022, he was named one of SUCCESS magazine’s top-thought leaders that get results — alongside names like Tony Robbins, Brené Brown, Gary Vaynerchuk, and Mel Robbins. His work has been featured on ESPN, NBC, Fox Business, and in USA Today.

Today, Paul is on a mission to help individuals and organizations make better decisions faster. As the leading speaker on confidence in decision-making, he brings an always-on-offense mindset to a world that’s increasingly playing defense.

It’s his message and game-changing perspective on-stage that’s made Paul an award-winning keynote speaker, with his impact continuing off-stage providing leadership development and culture transformation programs for companies and teams including Amazon, Disney, Johnson & Johnson, the LA Lakers, and the Dallas Cowboys.

Beyond work, Paul cherishes time with his family, married his best friend on the field of Levi's Stadium, and has a slight obsession with bacon—just don’t make it too crispy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

https://theplacementclub.com/

Links:

paulepsteinspeaks.com

Take Your FREE Confidence Quiz Now

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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 "replay" past wins to mentally prepare for challenges. He also shares his personal practice of tracking daily achievements and lessons learned in an Excel spreadsheet, allowing for reflection, pattern recognition, and continuous improvement. Additional insights include defining core values and life purpose to build confidence and align professional actions with personal motivations. This episode offers actionable strategies for professionals looking to strengthen their mental resilience, overcome adversity, and achieve sustained success in business development.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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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 personalized outreach, implementing systematic processes for client engagement, and leveraging thought leadership content to maintain visibility. They discuss practical tactics such as in-person meetings, hosting webinars, providing tailored insights, and making strategic introductions. Additionally, the conversation covers gamifying business development activities to encourage consistent outreach and using marketing tools to scale relationship-building efforts. This episode provides actionable strategies for professionals aiming to enhance client retention and grow their practice by delivering value beyond the traditional billable hour.

Visit: https://therainmakingpodcast.com/

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Jay Harrington and Tom Nixon produce the Thought Leadership Project Podcast: https://www.hcommunications.biz/thethoughtleadershipproject

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Tom Nixon: https://www.linkedin.com/in/tnixon16/

Jay Harrington: https://www.linkedin.com/in/jayharrington/

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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 performance metrics, project updates, and obstacles to higher performance. He also shares actionable advice on addressing performance issues promptly, building trust through consistent communication, and leading oneself by prioritizing personal growth and accountability. This episode offers practical strategies for professionals looking to improve their leadership skills, manage teams more effectively, and drive sustainable business development.

Visit: https://therainmakingpodcast.com/

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Christopher R Jones, the founder of Authentic Leader, has over 30 years of leadership development and consultancy expertise across Fortune 500 companies in technology, associations, and HR sectors.

Christopher's passion lies in transforming new managers into authentic leaders of high-performing teams. As an established speaker, coach, and workshop facilitator. He equips new managers with practical tools, systems, and frameworks, transforming them from managers to leaders.

He has worked with clients throughout the East Coast, where he empowers management teams to foster high-performance cultures.

Christopher also offers the quarterly public program "New Leader Lab" for new managers, and he provides coaching and consultation services for leaders of management teams in their transition into a "Leader as Coach" approach.

He is the host of “The Authentic Leader Show” podcast. where he goes deep into the journey of leadership and personal effectiveness.

Christopher is from Richmond, Virginia, where he resides with his wife of 32 years, and together, they have raised three grown children.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/iamchristopherjones/

https://christopherrjones.com/

http://newleaderlab.com

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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 oneself with supportive, growth-oriented peers. She discusses how chronic stress and sedentary lifestyles contribute to burnout and health issues, and how proactive self-care can prevent these challenges. Additionally, Dr. Larson highlights the "domino effect" of health, where improvements in one area lead to positive changes across all aspects of life. This episode provides actionable advice for professionals looking to leverage their health as a key driver of business development and sustained performance.

Visit: https://therainmakingpodcast.com/

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Dr. Theresa Larson, or “Dr. T” as she is affectionately known, is a leading expert and advocate for well-being and strength across both personal and professional domains. She is the founder of Movement Rx*, where she and her team help individuals and organizations optimize physical and mental health. In her work, she draws from her own experience as a former Marine Corps officer who overcame severe trauma. She is passionate about helping veterans, business leaders and owners thrive in the face of challenges such as client attrition, employee retention, and scalability issues, which are often linked to compromised mental or physical well-being of leaders and employees.

Dr. T and her team are dedicated to building a community of veterans, business leaders and owners who are resilient, healthy, and happy in all they do. Dr. T is on a mission to help over 100,000 veterans, business leaders and owners improve their longevity and retain their people by 2030 by disrupting outdated leadership culture AND truly prioritizing health and well-being within their organizations.

*Movement Rx is a women-owned and service-disabled-owned small business (WOSB/SDVOSB).

Movement Rx has been recognized with the Force for Good Award, a prestigious honor that reflects their unwavering commitment to promoting healthy leadership and organizational well-being.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://movement-rx.com/theresa-larson/

https://www.linkedin.com/in/drtheresalarson/

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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 can damage relationships, and practicing empathy and active listening. He shares his "Punch, Perfect Pitch, and Close" strategy for structuring sales presentations that capture attention and lead to conversions. Additionally, Glenn stresses the importance of always arriving with something in hand and in mind to add value and make a memorable impression. This episode offers actionable insights for professionals looking to refine their sales approach, improve client engagement, and achieve sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Glenn Poulos is the co-founder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies.

After entering the sales field in 1985 as a technical sales rep, Glenn founded his first company, mmWave Technologies Inc., in 1991 and simultaneously served as president of Anritsu Electronics Ltd. for nine years.

Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level.

Glenn lives near Toronto in Ontario, Canada, where he enjoys hiking, skiing, and playing pickleball.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Learn more at glennpoulos.com

https://glennpoulos.com/book/

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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 building a sales team, implementing a CRM, and establishing structured processes. He emphasizes the importance of top-of-the-funnel activities, such as increasing qualified leads and using integrated platforms like HubSpot and LinkedIn Sales Navigator. This episode provides actionable strategies for professionals looking to scale their sales operations and achieve sustained business growth.

Visit: https://therainmakingpodcast.com/

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Aaron Gutowski is the Chief Sales Officer for Chief Outsiders, a consulting company that offers fractional part time chief sales officers and chief marketing officers. A senior technology, market research, and SaaS sales management leader, Aaron brings vertical market expertise in consumer, energy, financial, legal, medical devices, pharma, and technology. A senior executive with expertise in direct sales, marketing, and operations, he recruits and retains top sales professionals, changes sales culture, and achieves operational excellence via process-driven approaches. Focused on training top-performing teams, Aaron employs activity-based measurement to boost pipeline productivity. A strategic planning veteran, he also excels at account management, campaign management, and marketing strategy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Here is the link to the Sales Readiness Assessment.

https://surveys.chiefoutsiders.com/executive-sales-assessment?tm_campaign=Sales%20Assessment%20Campaign&utm_content=Sales%20Assessment&utm_medium=email&utm_source=email&utm_term=%7B%7B%20contact.hubspot_owner_id.email%20%7D%7D

Connect with Aaron on LinkedIn here:

https://www.linkedin.com/in/aarongutowski/

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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 actionable steps for building a sales playbook, including documenting target client profiles, aligning CRM systems with the sales process, and creating personalized sales strategies that fit the organization’s unique needs. He also highlights the importance of consistency in messaging and execution, and how organizations can use sales playbooks to train teams, improve performance, and drive revenue growth. This episode provides practical guidance for professionals looking to close more sales and build scalable, efficient business development systems.

Visit: https://therainmakingpodcast.com/

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Chris Coca is the President of Strategic Sales Solutions, LLC, located in Frederick, MD, and has over 20 years of sales leadership experience across multiple industries for Fortune 500 and Mid-Size companies. As a licensed Sales Xceleration Advisor, Chris seeks to completely understand each client's unique challenges in order to design and implement a sales playbook that builds a foundation for sustained profitable growth.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://chriscoccasales.com/

https://www.linkedin.com/in/chriscocca1/

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