It Comes Down To This… Systems Win in the End

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 leadership, manages 12-month+ sales cycles, and becomes indispensable to his customers and company.
 
Doug’s approach goes beyond numbers—he’s a partner, strategist, and on-site problem-solver. You’ll hear how he predicts market turns, builds buy-in from leadership, and balances the emotional toll of slow sales seasons with a no-fluff plan that actually works.
 
If you sell high-dollar, long-cycle products or are navigating a challenging economic climate, this episode will help you reset your approach and refocus your energy.

Guest Introduction:
Doug Bathurst is a seasoned consultative sales leader in the structural construction industry, specializing in mid-rise development projects. Known for his deep industry knowledge and strategic patience, Doug works across engineering, design, and general contracting teams to bring complex builds to life. With decades of experience navigating downturns, he’s become the trusted voice inside his company and a reliable force in uncertain markets.

Key Takeaways:
– Consultative selling isn’t about pitching—it’s about solving. Doug treats every project like a puzzle and acts more like a project partner than a traditional sales rep.

– You can’t succeed in long-cycle sales without a long-view mindset. Patience, planning, and predictable systems are how Doug wins—even in down markets.

– In downturns, deepen relationships and expand expertise. Doug uses slower seasons to train engineers, develop installers, and reconnect with inactive clients.

– Be honest with leadership—even if it’s bad news. Transparency earns trust, especially when paired with a clear plan and market insight.

– Work the plan, no matter the season. Doug’s advice: Don’t panic, don’t chase trends—stick to what works and let the pipeline catch up.
 
Chapter Markers:
00:00 Work the Plan: Advice for Navigating Uncertainty  
00:24 Introducing Doug Bathurst and the Role of Sales in Marketing  
02:25 What Is Consultative Sales?  
05:08 Where Leads Come From and the Role of Marketing  
08:08 Long Sales Cycles and How to Forecast Success  
12:14 Market Challenges and the “Survive to 25” Mindset  
16:24 Forecasting Honestly and Earning Leadership’s Trust  
20:19 Customer Follow-Through and Deepening Relationships  
30:14 Broadening Reach and Becoming the Trusted Expert  
35:05 Economic Outlook: 2025 Forecast and What Comes Next  

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