IT COMES DOWN TO THIS…

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 your company’s soul. Aaron shares stories of transforming overwhelmed CEOs into strategic leaders by creating systems, playbooks, and processes that drive new business—without them burning out.
If you’re an owner drowning in sales responsibilities, this episode will show you how to let go and grow.
 
Guest Introduction:Aaron Gutowski is a fractional sales leader and partner at Chief Outsiders, with a rich history leading sales teams for large corporations and small businesses alike. After a corporate career capped by a significant equity payout, Aaron shifted to helping owner-operators scale by building effective sales organizations. His approach focuses on creating tailored sales systems, leveraging data-driven playbooks, and fostering trust, allowing CEOs to focus on strategy while their teams drive growth. Aaron’s insights have helped companies from $5 million to $100 million in revenue break through growth plateaus.
 
Key Takeaways:– Owners often hit a growth wall when they run out of time, capping revenue because they’re still the primary salesperson.
– A fractional sales leader can build processes and teams to free up owners, giving them time for strategy and personal life.
– Effective sales systems start with understanding the customer journey, not random acts of selling.
– Lead scoring and ROI calculators help prioritize high-value prospects and close deals faster.
– Hiring salespeople with ego drive, empathy, and resilience is key to building a winning sales culture.
 
Chapter Markers:00:00 Why Marketing Alone Doesn’t Drive Growth  01:20 Meet Steve Margerin: Fractional Sales Leader and Growth Strategist  04:02 Diagnosing the Real Problem Behind Flatlined Sales  08:10 How Misalignment Between Marketing and Sales Slows Growth  13:14 The Four Lanes Every Business Must Master  18:22 Why Many Companies Stall at $5M–$10M in Revenue  23:45 How to Build a Sales Team That Actually Sells  29:08 The Hidden Cost of Founder-Led Sales  34:30 What to Fix First: People, Process, or Pipeline?  39:52 Scaling Without Losing Your Soul or Your Team  44:05 Final Thoughts – Selling Is Serving (If You Do It Right)
 
Keywords:Aaron Gutowski, Monte Clark, It Comes Down To This podcast, fractional sales leadership, sales systems, business growth, owner-operator challenges, sales process, customer journey, lead scoring, ROI calculators, sales team building, marketing and sales alignment, scaling businesses, sales culture, trust in leadership

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 opportunities, and use strategies like the decoy effect to guide customers to smarter choices. From emotional connections to practical pricing models, this conversation is packed with ways to make your business stand out.
If you’re ready to stop competing on price and start winning on value, this episode is for you.
 
Guest Introduction:Todd Snelgrove is a sales leadership expert with a deep background in B2B value-based selling. Having worked with global corporations and mentored sales teams worldwide, he’s seen firsthand how businesses can thrive by focusing on value over price. Known for his practical, no-nonsense approach, Todd helps companies articulate their worth, align pricing with customer needs, and build trust through emotional and data-driven strategies. His insights have transformed how organizations approach sales, from startups to Fortune 1000 giants.
 
Key Takeaways:– Value-based selling starts with understanding the customer’s perspective, not your costs.
– Price objections can be flipped by asking, “Do you want the lowest price or the lowest cost?”
– The decoy effect—offering a middle option—nudges customers toward higher-value choices.
– Emotional connections, like trust or risk reduction, are critical to communicating value in services.
– Pricing should be marketing’s domain, backed by research, not arbitrary cost-plus formulas.
 
Chapter Markers:00:00 The Leadership You Didn’t Expect – Impact Beyond the Title  01:34 Meet Drew Hiss: Entrepreneur, Founder, and Legacy Builder  04:15 From Corporate Layoff to Calling – The Genesis of Acumen  08:20 What Real Leadership Requires – Humility, Vision, and Community  13:10 Why CEOs Need a Safe Place to Be Human  18:02 Leading with Values in a Bottom-Line World  23:27 The Power of Peer Advisory and Shared Wisdom  28:55 How Faith Shapes Decision-Making in Business  34:40 Building Legacy Through Intentional Leadership  39:12 Advice for Founders Who Feel Alone at the Top  44:00 Final Challenge – Are You Leading With Purpose?
 
Keywords:Todd, Monte Clark, It Comes Down To This podcast, value-based selling, B2B sales, pricing strategy, decoy effect, sales leadership, customer value, price objections, marketing and sales alignment, emotional selling, business growth, value quantification, procurement strategies

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 marketing with real business goals. Atul shares his journey from engineer to fractional CMO, exposing the pitfalls of “random acts of marketing” and fake ROI, while offering practical ways to make pricing and strategy work for you.
If you’re tired of throwing money at marketing that doesn’t deliver, this conversation will help you cut through the noise and get results.
Guest Introduction:Atul Minocha is a fractional CMO, partner at Chief Outsiders, and the author of Lies, Damn Lies, and Marketing. With over 25 years of experience at Fortune 50 companies like Toyota, Kodak, and Honeywell, Atul transitioned to helping small and mid-sized businesses avoid the traps of ineffective marketing. His no-nonsense approach stems from a career that began in engineering, giving him a unique lens on how data, strategy, and creativity should work together. Today, he coaches CEOs to focus on “big marketing” and dodge the hype that wastes time and money.
 
Key Takeaways:– Most CEOs have had bad experiences with marketing, feeling it’s a money pit with no clear results.
– “Big marketing” (strategy, customer insights, positioning) must come before “small marketing” (ads, SEO, trade shows) to avoid wasted budgets.
– Pricing isn’t just numbers—it’s a powerful tool for branding and positioning that marketing should own.
– Avoid “random acts of marketing”—uncoordinated efforts driven by urgency that lead to no measurable impact.
– Fake ROI and misused data can mislead CEOs; balance gut instinct with rigorous analysis for better decisions.
 
Chapter Markers:00:00 What If There’s More? – Rethinking Success and Significance  01:33 Meet Jordan Wilson: Strategist, Storyteller, and Recovering Overachiever  04:12 From Burnout to Breakthrough – Leaving Corporate to Find Purpose  08:25 The Lies We Believe About Productivity and Self-Worth  13:04 Why Slowing Down Can Be the Smartest Move  18:02 Creating Margin for What Actually Matters  23:18 Redefining Identity Outside of Achievement  28:41 Building a Business That Aligns with Your Values  34:09 The Discipline of Rest and Creative Recovery  39:35 How to Lead Without Losing Yourself  44:12 Final Reflections – You’re Already Enough
 
Keywords:Atul Minocha, Monte Clark, It Comes Down To This podcast, marketing myths, fractional CMO, big marketing, small marketing, pricing strategy, fake ROI, business strategy alignment, marketing for CEOs, random acts of marketing, data-driven marketing, business growth, marketing ethics

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 unpack how to get teams aligned without burnout, why execution always beats ideas, and how to bring speed and accountability back to your organization.
If your people are confused, they’re not underperforming—they’re overwhelmed.
 
Guest Introduction:Gordon Tredgold is a globally recognized leadership expert, business strategist, and author of FAST: 4 Principles Every Business Needs to Achieve Success and Drive Results. He’s helped Fortune 100 companies, government organizations, and entrepreneurial teams simplify strategy, inspire action, and deliver measurable results. Gordon believes that leadership isn’t about complexity—it’s about clarity, courage, and getting the job done.
 
Key Takeaways:– Simplicity creates speed. Complexity creates confusion.– Most underperformance is caused by unclear direction—not lack of effort.– Leadership is about making the vision so clear that others can run with it.– Accountability without support is just blame.– The fastest way to build momentum is to simplify execution.
 
Chapter Markers:00:00 The Business of Belonging – Why Community Still Matters  01:16 Meet Kyle Duford: Brand Strategist, Author, and Identity Coach  04:05 From Fashion to Faith – A Life Rewritten  08:44 The Dark Side of Success – Chasing What Doesn’t Fulfill  13:36 Finding Identity Beyond Your Job Title  18:20 What Great Brands and Great Leaders Have in Common  23:42 Creating Cultures Where People Feel Seen  28:59 Why Personal Transformation Fuels Professional Clarity  34:08 How to Build Brands That Reflect Your True Values  39:46 Faith, Healing, and the Road to Authenticity  44:40 Final Words – You’re More Than What You Do
 
Keywords:Gordon Tredgold, Monte Clark, It Comes Down To This podcast, leadership strategy, business execution, clarity in leadership, team alignment, FAST framework, simplifying business, effective leadership, strategic execution, accountability, organizational momentum, communication in teams

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 shares the hard truth about ambition, what it means to slow down without falling apart, and why internal grounding is the only way forward in the next chapter of your life.
This isn’t about becoming more. It’s about becoming again.
 
Guest Introduction:Inga Finneke is a leadership and executive coach who works with driven professionals navigating transitions, burnout, and personal reinvention. With a background in human behavior and identity development, she helps people stop running and start remembering who they are—beneath the title, the business, or the burnout. Inga is the founder of Growth Leaders Network, where she guides clients toward grounded, authentic leadership. Her work is rooted in clarity, presence, and reclaiming a sense of self that doesn’t depend on the next accomplishment.
 
Key Takeaways:– Losing your role can feel like losing yourself, but it’s also where true identity work begins.
– High achievers often confuse motion with meaning.
– Restoring your sense of self requires slowing down enough to listen.
– Leadership without grounding leads to burnout—even when it looks like success.
– The next version of you isn’t a reinvention—it’s a return.
 
Chapter Markers:00:00 Doing Work That Feeds Your Soul  01:15 Meet Logan Freeman: Real Estate Investor and Community Builder  04:22 From NFL Dreams to Rock Bottom and Reinvention  09:08 The Role of Discipline, Faith, and Vision in Recovery  13:56 Why the Hustle Culture Isn’t Sustainable  18:42 Building a Business That Prioritizes People Over Profit  23:14 What It Really Means to Live Intentionally  28:37 The Power of Consistency and Small Wins  33:50 Knowing When to Pivot vs. Persevere  38:55 Building Legacy Through Generosity and Leadership  43:30 Final Thoughts – What Story Will Your Life Tell?
 
Keywords: Inga Finneke, Monte Clark, It Comes Down To This podcast, leadership coaching, identity loss, executive transitions, burnout recovery, rediscovering purpose, leadership podcast, personal growth, role-based identity, business reinvention, post-career clarity, self-leadership

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 team of hundreds leverages field insights to align campaigns with customer needs, boosting trust and loyalty. If you’re ready to get your sales and marketing teams on the same page for explosive growth, this episode’s got the playbook you need!
 
Guest Introduction:Brian Long is a seasoned digital marketing leader at Safe Haven, driving growth by aligning sales and marketing for their smart home and security solutions. With a knack for fostering trust and adaptability, Brian’s built a career empowering sales teams to amplify brand reach. Starting as a sales coordinator, he’s learned the power of listening to frontline insights, making him a master at turning sales reps into marketers who build loyalty and drive revenue.
 
Key Takeaways:– Open communication channels between sales and marketing align teams toward shared goals.
– Involve salespeople in campaign planning to ensure messaging resonates with real customer needs.
– Equip sales reps with assets like infographics and AI-generated content to boost their personal brand.
– Encourage consistent social media posting, even if small, to amplify brand reach exponentially.
– Balance data-driven decisions with field insights—sales reps provide data you can’t get from analytics.
– Incentivize sales teams with recognition or rewards to motivate content sharing within brand guidelines.
 
Chapter Markers:0:00 Intro0:19 Guest Introduction1:19 The Sales-Marketing Divide3:55 Building Communication Channels6:13 Involving Sales in Campaign Planning9:50 Balancing Data and Field Insights11:01 Leveraging Sales for Granular Data14:17 Logistics of Cross-Team Collaboration17:46 Empowering Sales as Brand Ambassadors21:32 Encouraging Social Media Engagement25:15 Building Personal Brands with Consistency29:30 Incentivizing Sales Team Content Sharing34:23 Using AI to Scale Content Creation37:49 Downsides and Brand Guidelines39:54 Closing Keywords:Monte Clark, Brian Long, It Comes Down To This podcast, sales and marketing alignment, personal branding, digital marketing, sales team empowerment, effective communication, AI in marketing, brand consistency, customer trust, sales strategies, Safe Haven, social media marketing, leadership in marketing

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. Olivia doesn’t just teach presence—she lives it. And her take on leadership, identity, and reclaiming your voice is a breath of fresh air in a world full of noise.
This one’s for the people who’ve felt unseen while doing everything “right.” You don’t need to add more. You need to come back to who you are.
 
Guest Introduction:Olivia De Girolamo is a leadership coach, speaker, and founder of Out Loud. With a background in theater and a gift for pulling the truth out of people, Olivia helps founders, leaders, and creatives find their voice—literally and figuratively. Her work blends performance, trauma-informed coaching, and identity development to help people stop hiding behind personas and start showing up as themselves. Olivia is known for creating brave spaces where real presence can emerge, and for calling people into more honest, embodied leadership.
 
Key Takeaways:– You don’t find your voice by trying harder—you find it by letting go.
– Leadership is not about doing more; it’s about showing up with less armor.
– Most branding strategies reward performance—but real influence comes from presence.
– Fear lives in the body. So does clarity.
– You can’t connect with others if you’re not connected to yourself.
 
Chapter Markers:00:00 Business Isn’t Just Strategy – It’s Personal  01:15 Meet Nils Vinje: Leadership Coach and System Builder  04:02 From Corporate Frustration to Entrepreneurial Freedom  08:20 Why Most Leaders Aren’t Really Leading  12:34 The 4 Systems Every Leader Needs  17:08 How to Build a Team That Thinks for Itself  21:47 Scaling Without Losing Culture or Clarity  26:20 The Weekly Leadership Ritual That Changes Everything  31:14 Getting Out of the Weeds as a Founder  36:02 The Secret to Freedom: Document Everything  40:45 Final Advice – Lead with Systems, Live with Purpose
 
Keywords:Olivia De Girolamo, Monte Clark, It Comes Down To This podcast, leadership voice, authentic leadership, trauma-informed coaching, performance vs presence, personal branding, identity in business, how to find your voice, leadership development podcast

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 stories of navigating complex sales journeys and why authenticity trumps a scripted pitch every time. If you’re looking to close bigger deals or align your teams for digital transformation, this episode’s packed with insights you can use!
 
Guest Introduction:Jessica Spillers is a digital transformation strategist with 20 years of sales experience, helping industrial companies leverage data for smarter decisions. Starting with control systems and shifting to enterprise software, she’s mastered the art of selling ideas by building trust and asking the right questions. Based in Houston, Jessica works with oil and gas giants, turning their challenges into solutions with a relationship-first approach that delivers results.
 
Key Takeaways:– Selling ideas starts with curiosity—ask “why” to uncover the customer’s true needs.
– Build trust by showing genuine care, not just pushing for a sale.
– Use “how” to guide clients through their sales journey, helping them sell themselves.
– Research your client’s business and personality to establish quick rapport.
– Align leadership, IT, and operations on the “why” to make tech solutions work.
– Be truthful—even admitting mistakes builds credibility and long-term relationships.
 
Chapter Markers:0:00 Intro0:15 Guest Introduction1:32 What Clients Want from Software Solutions3:19 Transitioning to Selling Ideas6:29 Mentorship in Sales7:04 Uncovering Client Needs with “Why”12:03 The Power of Curiosity and Active Listening14:32 Building Confidence in Sales18:57 Establishing Rapport Through Research21:40 The Importance of Genuine Care24:34 Trust as the Key to Closing Deals29:40 Navigating the “How” in Complex Sales32:42 Letting Clients Sell Themselves37:06 Debunking “Relationship Selling is Dead”43:36 Advice for New Salespeople47:09 Closing
 
Keywords:Monte Clark, Jessica Spillers, It Comes Down To This podcast, relationship selling, digital transformation, enterprise software sales, sales strategies, building trust, sales journey, why and how in sales, industrial data solutions, team alignment, authenticity in sales, oil and gas industry, sales mentorship

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 consistent, keep it authentic, and make better decisions to avoid burnout. If you’re thinking about starting a podcast or want to take yours to the next level, this episode’s packed with insights to get you there!
 
Guest Introduction:Mark Aylward is a career coach, recruiter, and co-host of The Imperfect Men’s Club podcast, where he’s delivered over 70 episodes of raw, authentic content for men navigating life’s challenges. With decades helping professionals find meaningful work, Mark brings a storyteller’s heart to his show, blending personal development with practical career advice. Inspired by his daughter’s podcasting expertise and a passion for transparency, he’s built a platform that resonates with listeners through real, unfiltered conversations.
 
Key Takeaways:– Imposter syndrome hits hard, but just being yourself is the key to authentic podcasting.
– Keep it simple—skip heavy editing to stay consistent and reduce stress.
– Schedule recordings like a recurring meeting to lock in that weekly cadence.
– Storytelling builds connection; make it personal to keep listeners hooked.
– Passion for your topic fuels consistency and prevents burnout.
– Prep with your co-host for 15-20 minutes before recording to spark energy and ideas.
 
Chapter Markers:0:00 Intro0:28 Guest Introduction1:12 Mark’s Podcasting Journey5:02 Initial Goals and Early Challenges8:11 Overcoming Imposter Syndrome11:06 Staying Consistent with 70 Episodes14:41 Handling Stale Content and Guests20:52 Avoiding Podcast Burnout23:25 Managing Scheduling Challenges25:07 Appearing on Other Podcasts28:17 Understanding Your Audience33:41 Advice for New Podcasters37:53 Future of the Show42:36 Closing
 
Keywords:Monte Clark, Mark Aylward, It Comes Down To This podcast, podcasting tips, storytelling in podcasting, impostor syndrome, podcast consistency, executive coaching, personal development, podcast burnout, authentic content, mindset for success, decision-making, podcast growth, The Imperfect Men’s Club

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 serving others, not just chasing commissions. Martin shares how his faith in God brings peace to a high-pressure career, offering wisdom for anyone feeling stuck in a role that doesn’t align with their values. If you’re ready to sell with heart and purpose, this episode’s for you!
 
Guest Introduction:Martin Adra is a global sales leader with 25 years in industrial manufacturing, from steel tubing to custom assemblies. Starting with door-to-door calendar sales at 13, he’s built a career on authentic relationships and a faith-driven approach. Based in California, Martin blends creativity, integrity, and a commitment to service, showing how faith can guide sales to create win-win partnerships that last.
 
Key Takeaways:– Relationships are the cornerstone of B2B sales—listen to customers’ stories to find common ground.
– Creativity in sales means tailoring solutions to each customer’s unique needs, not pushing a one-size-fits-all approach.
– Faith brings peace and joy, helping you navigate the ups and downs of a high-pressure sales career.
– Never compromise your integrity—selling something you don’t believe in erodes trust and your soul.
– True success comes from serving others, not just closing deals for personal gain.
– Trust God’s plan for your life; it’s bigger than any job or commission.
 
Chapter Markers:0:00 Intro0:27 Guest Introduction1:22 Why Relationship-Driven Sales Matter3:27 Martin’s Early Sales Journey6:21 Building Relationships Through Listening9:22 Transitioning to Business Discussions12:30 Creativity in Solving Customer Problems14:44 Faith as a Foundation for Sales23:24 Selling with Integrity25:04 When You’re in the Wrong Sales Role28:15 Finding Joy in Tough Sales Jobs36:48 Living for Eternal Value, Not Temporary Gains42:03 Why Jesus is the Greatest Salesman47:01 Closing
 
Keywords:Monte Clark, Martin Adra, It Comes Down To This podcast, relationship selling, faith in business, sales strategies, B2B sales, integrity in sales, customer partnerships, faith-driven leadership, sales creativity, service mindset, industrial manufacturing, trust in sales, personal connections