The Rainmaking Podcast

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/---------------------------------------In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business.Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understanding the concept of asymmetric competitive advantage—where existing relationships offer a disproportionate chance of success when a key contact moves to a new role or organization. Jamie also emphasizes the importance of time management and prioritizing accounts using objective data points, enabling rainmakers to focus on high-probability opportunities and avoid wasted efforts. Whether you're a professional service provider or a sales executive, this episode provides actionable strategies to refine your business development approach and capitalize on relationship-driven insights.Visit: https://therainmakingpodcast.com/---------------------------------------Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes.For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.Links:www.pipelinesignals.comhttps://www.linkedin.com/in/jamestshanks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes.Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent touchpoints and meaningful interactions, with 14 being the average number required to convert a lead into a client. He also discusses the role of social mechanics and proactive outreach to accelerate relationships and shorten the sales cycle. Whether you're a legal professional or in another service industry, this episode is packed with actionable insights to help you build a sustainable and effective business development system.Visit: https://therainmakingpodcast.com/----------------------------------------------David Ackert, M.A., is the President of Ackert Inc. and a thought leader at the intersection of sales acceleration software and business development coaching. Over the past two decades, he has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. David regularly keynotes at partner retreats and speaks at industry conferences.Linkshttps://www.linkedin.com/in/davidackert/Systematic Approach to Business Development Webinar:https://www.ackertinc.com/archived-webinars/?wchannelid=qcvb4hvim6&wmediaid=4pb2b6l5qnSystematic Approach to Business Development White paper:https://www.ackertinc.com/additional-resources/white-papers/a-systematic-approach-for-business-development/6-Step Guide to Successful BD in 2022:https://www.ackertinc.com/additional-resources/guides/6-step-guide-to-successful-business-development-in-2022/----------------------------------------------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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/-----------------------------------------In this episode of The Rainmaking Podcast, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development.Key topics include the different phases of a business’s life cycle, how to craft thoughtful questions that engage clients at a deeper level, and building gravitas through expertise, thought leadership, and meaningful connections. Bruce also discusses the importance of giving value upfront to earn trust and credibility, using industry knowledge and tailored solutions to establish strong relationships. Whether you’re working with startups, growing businesses, or mature enterprises, this episode provides a roadmap for understanding and solving the challenges that keep business leaders awake at night.Visit: https://therainmakingpodcast.com/-----------------------------------------Bruce Werner spent the first half of his career at Werner Ladder, with executive responsibilities in all facets of the business. During that time the family completed 6 acquisitions, and sustained 10% annual growth for over a decade. The family later exited the business in a successful LBO. As an independent consultant, he helps owners address their governance, strategy, capital, talent, and succession issues. This work is based on several decades of deep operational experience. He has started and built businesses in finance, energy, and technology, in addition to being a partner in a private equity fund. His governance experience includes forming new boards and serving on established boards, both advisory and fiduciary. Six of his ten board seats have been with family businesses. He has performed Audit, Governance, and Compensation committee work. In the non-profit world, Mr. Werner has served as Board Chair, and worked on Governance, Nominating, Strategy, Compensation, Finance, and Investment committees. Mr. Werner recently published Your Ownership Journey, a new book which focuses on the 12 secrets of personal and business success. An accomplished public speaker, he has connected with business audiences across the country on these same topics, working with Bank of America Private Bank, Vistage, Cavendish Global Forum, National Association of Home Builders, and the Turnaround Management Association. His academic relations include Northwestern’s Kellogg School, Cornell’s Smith Family Business Initiative, and Loyola University’s Family Business Center. In addition to numerous webinars and podcasts, he has been published in the Wall Street Journal, Private Company Director, Wealth Management, Estate Planning, Trusts & Estates, and other national publications. Mr. Werner received a B.S Mechanical Engineering/Public Policy from Carnegie-Mellon University. As an IBM Fellow, he graduated from Stanford University with a M.S. Manufacturing Systems Engineering degree. He completed his education at the MIT Sloan School, earning an M.S. Management with a focus on Strategy and Operations.Links:www.brucewerner.comwww.konaadvisors.comhttps://www.linkedin.com/in/brucedwerner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/-------------------------------In this milestone 100th episode of The Rainmaking Podcast, host Scott Love speaks with Kate DiLeo, a brand architect who has partnered with over 200 organizations to refine their messaging and drive business growth. Kate explains how a clear and compelling brand message serves as the "path of least resistance to revenue," helping businesses attract more qualified prospects, convert clients, and reduce the sales cycle. She introduces the three essential components of a winning brand: a tagline that clearly states what you do, a value proposition that addresses client pain points and offers solutions, and differentiator statements that highlight what makes your business unique.Key topics include crafting messaging that resonates emotionally with clients, aligning sales and marketing efforts through consistent branding, and focusing on tangible differentiators such as process, expertise, or values. Kate also shares how a strong brand narrative can create deeper client engagement and lead to measurable improvements in conversions and client acquisition. Whether you're an entrepreneur or part of a larger organization, this episode is packed with actionable insights to help you build a brand that delivers results.Visit: https://therainmakingpodcast.com/-------------------------------Kate DiLeo is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy.Links: http://www.katedileo.com/https://www.linkedin.com/in/katedileo/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ -------------------------------------In this episode of The Rainmaking Podcast, host Scott Love interviews Kari Schwear, an executive coach, corporate trainer, and author of The Successful Mind: Tools for Living a Purposeful, Productive, and Happy Life. Kari shares actionable strategies to help high achievers manage stress, overwhelm, and the weight of their responsibilities. With a focus on building emotional resilience, Keri explains how intentional habits and mindset shifts can lead to a more balanced and fulfilling life.Key topics include identifying and managing stress triggers, the importance of prioritizing self-care through morning routines, and practical techniques like the SABER method (Stop, Acknowledge, Breathe, Embrace, Redirect) to control emotional responses. Kari also highlights the role of daily habits, reframing perceptions of stress, and focusing on intentions rather than overwhelming long-term goals to achieve sustainable success.Visit: https://therainmakingpodcast.com/-------------------------------------Kari Schwear is a 7 x career path conqueror, turned professional Executive Coach, Speaker, and Corporate Trainer. Kari also co-authored the book, The Successful Mind, Tools for Living a Purposeful, Productive, and Happy Life.  Her professional career spans from hospitality to banking, to business development, real estate, the medical field, and the luxury automotive brand Porsche. Kari started GrayTonic and the Question the Drink movement in 2018 after her own experience led her to the service of others. She holds many certifications, including Neuro-Linguistic Programming, Motivational Interviewing, Life Coaching, and several trauma courses through the NICABM. She has resided in Richmond, VA, with her husband for over three decades.  Links:https://www.graytonic.com/https://www.linkedin.com/in/karischwear/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/---------------------------------------------In this episode of The Rainmaking Podcast, host Scott Love speaks with Jenn Johnson, founder of Calibrate Legal, about effectively leveraging a law firm's marketing and business development teams. Jenn explains how partners can align their efforts with internal marketing professionals, optimize their strategies, and achieve greater results by fostering collaboration and leveraging the expertise of "revenue enablers"—the non-legal professionals who drive organizational growth.Key topics include understanding the difference between marketing and business development, creating targeted strategies to attract ideal clients, measuring marketing ROI, and building a culture of collaboration between partners and marketing teams. Jenn also shares insights on addressing generational gaps, the importance of aligning internal and external brand messages, and creating evidence-based accountability to ensure marketing efforts lead to measurable success.Visit: https://therainmakingpodcast.com/---------------------------------------------Jennifer Johnson prepares today’s law firms for tomorrow’s legal marketplace. She calls upon nearly 20 years of experience inside, and as a consultant to, law firms to deliver industry-leading strategy and executive search services.Law firms around the world rely on Jennifer to find sophisticated talent – impact players who will bolster their brands and bottom lines. Legal marketing teams rely on Jennifer for the tools and training they need to drive performance and ROI.As the driving force behind the Revenue Enabler movement, Jennifer is passionate about eliminating the ‘non-lawyer’ phrase and mentality. She speaks and writes on the topic regularly, and she guides Calibrate Legal’s consulting services and product development. Jennifer spent six years in lawyer recruitment and marketing at an Am Law 100 firm, and she has held numerous leadership positions within the Legal Marketing Association including currently serving as Secretary of the International Board of Directors. This positioning gives her a competitive advantage that saves her clients time and energy. Jennifer earned a bachelor’s degree from Baylor University and lives in Austin, Texas with her two children. Links:https://calibrate-legal.com/https://www.linkedin.com/in/jenniferjohnsoncalibratelegal/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/----------------------------------In this episode of The Rainmaking Podcast, host Scott Love interviews Dr. Zoe Chance, a Yale School of Management professor and author of Influence is Your Superpower, about strategies for mastering influence and persuasion. Zoe discusses how influence impacts decision-making and behavior, offering actionable insights for professionals looking to enhance their interpersonal skills and connect with others authentically. Drawing from her research and teaching, she emphasizes the importance of viewing influence as a tool for fostering relationships rather than merely transactional interactions.Key topics include understanding influence as a broad concept, the power of asking and negotiating with confidence, and the role of mindset shifts in building authentic connections. Zoe also highlights the surprising willingness of people to say yes, the importance of learning to say no, and how environmental changes can nudge behavior. She introduces her course, How to Ask for Anything, and her book, which combines insights from behavioral economics, psychology, and personal experience to help individuals unlock their influence potential.Visit: https://therainmakingpodcast.com/----------------------------------Dr. Zoe Chance is a writer, teacher, researcher, and climate philanthropist obsessed with the topic of interpersonal influence.She earned her doctorate from Harvard and now teaches the most popular course at Yale School of Management, which is the basis for her international bestseller, INFLUENCE IS YOUR SUPERPOWER. Her framework for behavior change is the foundation for Google’s global food policy. and before academia, she managed a $200 million segment of the Barbie brand at Mattel.Today, Zoe teaches smart, kind people to raise money for charity, get elected to political office, fund startups, start movements, save lives, find love, negotiate great deals and job offers, and even get along better with their kids. In other words, she helps people to use their superpower of influence as a force for good.Links:https://www.zoechance.com/https://www.amazon.com/Zoe-Chancehttps://www.linkedin.com/in/zoebchance/Here is the link Zoe mentioned for the cause she is supporting: www.350.org Learn more about your ad choices. Visit megaphone.fm/adchoices

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/-------------------------------------In this episode of The Rainmaking Podcast, host Scott Love interviews Greg Hawks, a professional speaker and culture specialist, about creating environments where teams thrive and individuals contribute their best daily. Greg shares insights into the role of culture in shaping workplaces that empower employees to grow, take ownership, and achieve fulfillment. By emphasizing the importance of aligning personal strengths with organizational goals, Greg offers practical strategies for leaders to foster a culture of growth and collaboration.Key topics include how to lean into individual strengths, stretch employees with responsibilities that promote growth, and cultivate creativity to enhance team engagement. Greg discusses the significance of designing intentional environments, connecting mundane tasks to meaningful outcomes, and creating metrics to measure progress and commitment. This episode is packed with actionable steps for leaders and team members to shape dynamic workplaces that inspire excellence and innovation.Visit: https://therainmakingpodcast.com/-------------------------------------As a Corporate Culture Specialist, Greg shapes environments where everyone gets to contribute their best daily! For two decades he has mentored leaders, developed teams, crafted culture, and empowered employees. As a Keynote Speaker, he is an enthusiastic character. His style, wit, and energy consistently capture the attention and imagination of audiences. His forward thinking contributes fresh perspectives that work. He’s annoyingly optimistic, contagiously energetic, and slightly mischievous. People tend to like him. As a Virtual Conference Producer, he shapes an entirely different landscape. Designing the days, providing production, hosting the event, working with speakers and vendors - Greg fashions turn-key experiences that produce a virtual conference rivaling in-person gatherings!Links: https://www.linkedin.com/in/ghawks/https://www.hawksagency.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ --------------------------------------------In this episode of The Rainmaking Podcast, host Scott Love speaks with Patrick Dossett, a Naval Academy graduate, former U.S. Navy SEAL, and co-founder of Madefor, about the mental frameworks and habits necessary for achieving peak performance. Patrick shares how high achievers can cultivate resilience, sustain focus, and perform at their best while maintaining balance and avoiding burnout. By leveraging neuroscience-based strategies, he emphasizes the power of small, actionable steps to build lasting habits that unlock personal and professional potential.Key topics discussed include breaking challenges into manageable goals to sustain motivation, adopting a service-oriented mindset to build team cohesion, reframing adversity through gratitude, and using foundational practices such as hydration, rest, and breathwork to improve physical and mental performance. Patrick also introduces the Madefor program, which is designed to help individuals and teams enhance their mental and physical baselines, enabling them to achieve more with a balanced and sustainable approach.Visit: https://therainmakingpodcast.com/--------------------------------------------Patrick Dossett currently serves as President/CEO of Madefor, working alongside a team of subject matter experts in the fields of neuroscience, positive psychology, and health and wellness to deliver world-class programming designed to help individuals unlock hidden potential.Prior to Madefor, Dossett served in various leadership roles, first as an officer in the US Navy SEAL teams and later in the fields of technology and non-profit to create positive change at scale.Dossett holds a bachelor of science degree in Oceanography from the U.S. Naval Academy, a master’s in business administration from the Wharton School of Business, and is the recipient of numerous awards and commendations for his service and leadership. Dossett currently resides in Los Angeles, CA with his wife, three children, and their cat, Kula.Links: www.getmadefor.com@madefor (instagram)@madefor_pat (instagram)https://www.linkedin.com/in/patdossett/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ ----------------------------------In this episode of The Rainmaking Podcast, host Scott Love speaks with John Klymshyn and Douglas Hall, world-class trainers and coaches in sales and business development, about cultivating the bionic mindset for sales success. Together, they explore how combining authentic human interaction with modern tools creates sustainable and impactful business relationships.Key topics include mastering the bionic mindset, which blends disciplined activity with human connection, fostering curiosity in conversations, and utilizing techniques such as "earning 10 seconds of pause" to create opportunities for deeper engagement. They emphasize the importance of authenticity, trust, and open-mindedness in sales while addressing modern challenges like buyer skepticism and oversaturation of sales methods.John and Douglas share insights into their nine-week Bionic Sales program, which focuses on core sales principles adapted for today's technology-driven marketplace. The program offers actionable techniques to refine sales strategies, improve conversions, and build meaningful relationships.Visit: https://therainmakingpodcast.com/----------------------------------John Klymshyn is a philosopher, author, Executive Coach, and Modern Day Sales Buddha. He has authored 12 books, four of which he has recorded and published as Audio Books on Audible.com. Ranging in topics from creativity to the power of language, Klymshyn has been instrumental in the growth and success of Unicorn Companies, as well as established brands (Four Seasons Hotels, Locum Tenens Recruiting Association, The American Staffing Association, Snelling, Express Employment, and others.)Douglas Hall builds and consults with orgs ranging from Cannabis to High Tech. In his former role, he coordinated and successfully delivered a Three Dimensional Hologram Broadcast featuring Simon Sinek. His experience includes Talent Agent, Executive, Creator, and collaborator.LinksFor the discount code, type in “rain”.http://sellbionic.com/https://www.audible.com/author/John-Klymshyn/B001IOFCZAklymshyn.comhttps://theklymshynmethod.thinkific.com/To watch the video of this podcast episode, please visit this link:https://scottlovespeaks.com/video-of-podcast Learn more about your ad choices. Visit megaphone.fm/adchoices