IT COMES DOWN TO THIS…
It all comes down to decisions. The big ones. The bold moves. The critical moments that define careers, shape industries, and transform lives. Welcome to ”It Comes Down To This...,” the podcast that dives deep into the pivotal decisions fractional leaders face every day. Join Monte Clark as he sits down with top fractional executives, consultants, and industry experts who share real stories, hard-earned lessons, and actionable insights from the trenches of fractional leadership. Each episode pulls back the curtain on the crucial decisions and strategies that drive success in marketing, sales,
Episodes
What if holding onto every sale is the very thing stalling your company’s growth?In this episode of It Comes Down To This…, I sit down with Aaron Gutowski, a fractional sales leader who’s helped countless owner-operators scale their businesses by stepping back from sales. We dive into why founders struggle to hand off the sales role, the tipping point that forces change, and how to build a sales team that delivers without losing yo...
What if the price you’re fighting over is hiding the real value your business could deliver?In this episode of It Comes Down To This…, I sit down with Todd, a seasoned sales leader who’s mastered the art of value-based selling. We unpack how to move beyond price wars and focus on what customers truly care about—value. Todd shares his insights from decades in B2B sales, explaining how to quantify value, flip price objections into op...
What if the marketing promises you’re banking on are leading you straight to a dead end?In this episode of It Comes Down To This…, I sit down with Atul Minocha, a marketing veteran and author of Lies, Damn Lies, and Marketing, to unpack the myths and missteps that trip up CEOs and business leaders. We dive into why so many marketing efforts fail, the hidden pressures that push agencies to overpromise, and how to align your marketin...
Most leaders don’t fail because they lack vision—they fail because no one understands it.In this episode of It Comes Down To This…, I sit down with Gordon Tredgold—an international leadership speaker, coach, and author known for turning chaos into clarity. Gordon shares the difference between leading with simplicity versus drowning in complexity, and why most business problems aren't nearly as complicated as we make them.We unp...
You don’t know how fragile your identity is until the title gets stripped away.In this episode of It Comes Down To This…, I sit down with Inga Finneke—a leadership coach who’s helped high achievers and founders rebuild their sense of self after the role, the company, or the success disappears.We talk about what happens when you finally have time to breathe... and suddenly realize you have no idea who you are without the title. Inga...
It comes down to this: your sales team can be your greatest marketing asset. In this episode of It Comes Down To This…, I sit down with Brian Long, a digital marketing leader at Safe Haven, to unpack how to turn salespeople into brand ambassadors. We dive into bridging the sales-marketing divide through open communication, empowering reps to build personal brands, and using AI to make content creation easy. Brian shares how his tea...
You don’t need a louder voice—you need a clearer identity. In this episode of It Comes Down To This…, I sit down with Olivia De Girolamo, a leadership coach and voice mentor who’s on a mission to help people stop performing and start showing up as who they really are.We dig into the deep stuff—what fear does to our voice, why most branding advice is backwards, and how we lose ourselves in roles we think we’re supposed to play. Oliv...
It comes down to this: relationships are the heart of selling big ideas. In this episode of It Comes Down To This…, I sit down with Jessica Spillers, a digital transformation strategist who turns vague ideas into game-changing solutions for industrial companies. We dive into how to sell intangibles like software by asking “why” and “how,” building trust through genuine care, and aligning teams on data-driven goals. Jessica shares s...
What’s the secret to a podcast that lasts beyond the seven-episode slump? In this episode of It Comes Down To This…, I sit down with Mark Aylward, an executive coach and co-host of The Imperfect Men’s Club, who’s powered through 70 episodes with raw, real storytelling. We dive into overcoming imposter syndrome, the power of a clear mindset, and why simplicity beats overproduction every time. Mark shares how he and his co-host stay ...
It comes down to this: faith and relationships can transform how you sell. In this episode of It Comes Down To This…, I sit down with Martin Adra, a global sales leader who’s been closing deals since his teens, to explore how faith shapes his approach to building meaningful connections. We dive into why trust and integrity are non-negotiable, how creativity solves unique customer problems, and why true joy in sales comes from servi...
Join Monte Clark for a dynamic episode of It Comes Down To This featuring Randi-Sue Deckard, a leadership and talent strategist who transforms companies by aligning people with purpose. In this episode, Randi shares her insights on mentorship, thriving in down markets, and building vibrant communities that drive business success. From her journey transitioning from a clinical lab scientist to a powerhouse in go-to-market strategy, ...
Join Monte Clark for an insightful conversation with Bree Long, a powerhouse in real estate development and investments, on It Comes Down To This. In this episode, Bree shares her journey navigating the real estate industry through the COVID-19 shutdown, revealing strategies for maintaining client relationships and adapting sales processes in a virtual world. From leveraging video tours to hosting a game-changing charity event, Bre...
Episode Description:Bob Buresh didn’t just walk away from academia—he walked straight into a broken fitness industry and decided to fix it.In this episode of It Comes Down To This…, Monte Clark sits down with Bob Buresh—founder of Legacy Training and former tenured professor of exercise science—for a conversation that calls B.S. on mainstream fitness and redefines what it means to train for life.Bob spent decades in the academic wo...
Doug Bathurst doesn’t just survive downturns—he builds loyalty, trust, and revenue while others panic. In this episode of It Comes Down To This…, Monte Clark welcomes Doug Bathurst, a sales leader in the construction industry with a sharp mind for consultative selling, market cycles, and long-game strategies. With the economy shifting, timelines stretching, and developers pulling back, Doug unpacks how he builds trust with leadersh...
Everyone wants to go viral on social—Reade Milner quietly built empires through your inbox.In this episode of It Comes Down To This…, Monte Clark sits down with Reade Milner to break down the real value of email newsletters—why they’re making a major comeback and how to do them right.Reade, founder of a digital agency with over a decade of experience, reveals why email remains the highest ROI marketing channel and how companies (bi...
Think of the most boring marketing job you could have. Was it marketing anything at a law firm? Had to be in your top five. You’re not alone, and this issue extends beyond the legal industry. Today, I’m joined by Jeff Nischwitz, Partner at Bochner Law Firm, and Ariel Tilayoff, Marketing Director at Demesmin and Dover Law Firm, to discuss how they’re disrupting legal marketing with authentic, relatable messaging. Discover how avoidi...
One man saved his company a staggering $350 million, only to face inexplicable challenges that sent him on a quest of strategic self-marketing. Today, I'm joined by Gordon Tredgold, whose journey is a testament to resilience and the power of building a strong online presence. Together, we recount the ups and downs of his incredible journey, which earned him a global following. His strategies for creating a digital marketing mac...
Unlock the secrets to branding that resonates across all platforms with our expert guest, marketing maestro Allison. She joins us to shed light on the intricacies of brand consistency and the necessity for every team member to become a zealous advocate for your brand. We’re talking pitfalls, solutions, and why brand guidelines are the unsung heroes of your communication strategy. You'll hear firsthand about the delicate dance b...
Step into the visionary world of Bob, the trailblazing president of Shapiro, as he unveils the remarkable transformation of a century-old metal recycling company into a beacon of sustainability and strategy. In our latest episode, we journey through the evolution of Shapiro, discovering the meticulous orchestration behind their three specialized divisions, each a testament to the company's commitment to the circular economy. Bo...
When life handed Jim Ray the harshest of sentences, he could have succumbed to despair. Instead, he chose transformation, a journey so powerful it's led him to guide others through the depths of their own adversities. Our latest episode welcomes this extraordinary entrepreneur and prison minister, detailing how he conquered dyslexia and a potentially life-shattering prison sentence to earn a doctorate in metaphysics and religio...
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