In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Roberts, sales performance expert and founder of the “No Smoke and Mirrors” consultancy, about how to get new rainmakers to produce results quickly and consistently. Drawing on over 35 years of experience, Mark explains that success in business development hinges less on personality and more on skills, motivation, and mindset. He introduces his use of assessment tools that measure competencies like the “will to sell” and identifies limiting beliefs—such as a need to be liked or discomfort discussing money—that often hold professionals back.

Mark discusses how law firms and other professional services organizations can avoid costly hiring mistakes by using data-driven assessments and behavioral interview questions to evaluate candidates before making offers. He emphasizes that rainmaking is a teachable skill, and offers insights into onboarding, coaching, and client feedback processes that support growth. From mindset reframing to value-based selling and succession planning, this episode provides a strategic blueprint for firms committed to building high-performing business developers.

Visit: https://therainmakingpodcast.com/

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Mark Roberts is a senior-level sales and marketing leader with over 35 years of experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, VMI, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence award from NSME and in 2019, The Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark is the founder of OTB Solutions, LLC, and the popular business development blog, www.nosmokeandmirrors.com, ranked #1 in fixing sales problems. Today, he is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness, and hire and develop their sales talent to improve sales results.

Links:

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

Mark’s ebook on how to leverage the voice of your customers https://otbsalessolutions.com/voc/ 

A short video about one skill all top performers have https://eliteexpertsvideonetwork.com/mark-allen-roberts-do-your-salespeople-have-the-one-skill-required-by-all-top-sales-performers/

Article: Are your Salespeople selling naked today? https://otbsalessolutions.com/are-your-salespeople-selling-naked-today/

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