Revenue Rascals | Sales Strategies for Business Growthhttps://www.spreaker.com/podcast/revenue-rascals-sales-strategies-for-business-growth--6764150
Hosted with a mix of energy, execution, and “you can do this” confidence, this isn’t another generic business show. You’ll hear the same strategies paying clients get: personal-brand building, revenue-growth strategy, local-business growth, profit-strategy, and podcast-marketing—delivered with the boldness and joy you need to act today. Rascals don’t gatekeep. We share actionable-sales-tips and no-fluff-sales-advice so you can sell smarter, empower your team, and build a thriving business that makes an impact.

This podcast is more than strategy. It’s a community-of-rascals redefining what it means to scale revenue. From sales leadership for women and small (to large) business revenue wins. From pre-revenue startup breakthroughs and our local Utah based sales success stories, you’ll find confidence, empowerment, and practical sales steps to grow your brand without burning out. If you’re ready to sell, scale, and have a blast doing it. 

Welcome to Revenue Rascals.]]>enMarketingRevenue Rascalshttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/a8bfe9ad7ef03613ac70541bdea2e0cd.jpgRevenue Rascals | Sales Strategies for Business Growthhttps://www.spreaker.com/podcast/revenue-rascals-sales-strategies-for-business-growth--6764150Fri, 14 Aug 2026 18:03:30 +0000Michelle TerpstraRevenue Rascalsdinkel@launchpod.mediaReady to ditch average and build revenue with more profit, more fun, and zero fluff? The Revenue Rascals Podcast is where sales-leaders, founders, entrepreneurs, and business-owners come to fuel their growth. Each week, you’ll get unfiltered insights...
Hosted with a mix of energy, execution, and “you can do this” confidence, this isn’t another generic business show. You’ll hear the same strategies paying clients get: personal-brand building, revenue-growth strategy, local-business growth, profit-strategy, and podcast-marketing—delivered with the boldness and joy you need to act today. Rascals don’t gatekeep. We share actionable-sales-tips and no-fluff-sales-advice so you can sell smarter, empower your team, and build a thriving business that makes an impact.

This podcast is more than strategy. It’s a community-of-rascals redefining what it means to scale revenue. From sales leadership for women and small (to large) business revenue wins. From pre-revenue startup breakthroughs and our local Utah based sales success stories, you’ll find confidence, empowerment, and practical sales steps to grow your brand without burning out. If you’re ready to sell, scale, and have a blast doing it. 

Welcome to Revenue Rascals.]]>falsee8dd58b1-79f3-51b7-ac55-a18c8972925depisodicHow to Train Employees to Spot Sales Opportunities (Even If They Aren’t in Sales)https://www.spreaker.com/episode/how-to-train-employees-to-spot-sales-opportunities-even-if-they-aren-t-in-sales--73886559
Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way to increase your sales. She introduces the four responsibilities of every employee, whether they carry a sales title or not. Michelle makes the case that every single customer touchpoint is a revenue opportunity hiding in plain sight, but most companies don’t know how to teach their people what to listen for.

Michelle dives into the difference between "sales culture" and "revenue culture," and why the latter is the real win. She walks through her four-part framework in detail and answers rapid-fire questions she hears most from business owners. If you've got a small team wearing a lot of hats, Michelle’s advice gives you a repeatable system to help everyone contribute to growth without turning your whole staff into "salespeople."

Chapters
[Start] The Wrong Question: Michelle breaks down the real question every business owner should be asking if they want to grow their sales.
05:59 The Four Responsibilities: Michelle’s four-part framework for turning every employee into a value creator.
15:45 Motivated to Sell: What business owners can do to help motivate their employees to think like a seller, no matter their role.
21:24 Revenue Rapid Fire: Michelle answers her most-asked listener questions regarding sales growth and running a business.
33:47 Rascal Wrap-Up & Offer: A recap of the four responsibilities, plus a one-day working offer from Michelle for owners ready to install a revenue culture fast.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:


Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/73886559Thu, 13 Aug 2026 10:00:02 +0000Michelle TerpstraHave you ever wondered why your revenue growth lands on the shoulders of just two or three people in your company? Maybe you're asking the wrong question.  Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way...
Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way to increase your sales. She introduces the four responsibilities of every employee, whether they carry a sales title or not. Michelle makes the case that every single customer touchpoint is a revenue opportunity hiding in plain sight, but most companies don’t know how to teach their people what to listen for.

Michelle dives into the difference between "sales culture" and "revenue culture," and why the latter is the real win. She walks through her four-part framework in detail and answers rapid-fire questions she hears most from business owners. If you've got a small team wearing a lot of hats, Michelle’s advice gives you a repeatable system to help everyone contribute to growth without turning your whole staff into "salespeople."

Chapters
[Start] The Wrong Question: Michelle breaks down the real question every business owner should be asking if they want to grow their sales.
05:59 The Four Responsibilities: Michelle’s four-part framework for turning every employee into a value creator.
15:45 Motivated to Sell: What business owners can do to help motivate their employees to think like a seller, no matter their role.
21:24 Revenue Rapid Fire: Michelle answers her most-asked listener questions regarding sales growth and running a business.
33:47 Rascal Wrap-Up & Offer: A recap of the four responsibilities, plus a one-day working offer from Michelle for owners ready to install a revenue culture fast.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: 2290business-growth,business-growth-sales,business-sales-growth,business-sales-strategies,customer-experience,employee-sales,grow-business-revenue,revenue,revenue-culture,revenue-growth,revenue-growth-strategies,revenue-leaks,revenue-strategy,sales-growth,sales-growth-strategies,sales-growth-tips,sales-opportunities,sales-optimization,sales-strategies,sales-trainingfalsefullThe New Front Door to Your Business: How to Become the Company AI Recommendshttps://www.spreaker.com/episode/the-new-front-door-to-your-business-how-to-become-the-company-ai-recommends--73533814
Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling and have started asking AI for the best companies near them to fix all their problems. And AI hands them the most recommended name it can find. Today, Michelle shares her tips that will help your business become AI’s most recommended answer; not by gaming the algorithm, but by becoming the business AI actually wants to recommend.

She breaks down why the old SEO playbook doesn’t work anymore. To highlight this, Michelle walks through six revenue observations from what makes a business good vs truly extraordinary to AI search engines. She also gives her full 90-day action plan that gives you a full guide on how to become the kind of company AI wants to show to customers. This is built for small businesses who don’t have a marketing department at their disposal, but who still want to grow. As Michelle puts it, this isn’t the death of SEO; it’s the evolution of trust.

Chapters
[Start] The New Front Door: Michelle dives into the new reality of how people are searching for businesses online, and how you can stand out from the crowd.
03:34 Build Your Answer Library: How to make your business an easy-to-find search on AI platforms by answering your customer’s common questions.
05:20 Using Sales Calls as Content: The advantage of recording sales conversations to use for content strategies.
07:32 Digital Assets vs. Disposable Content: What kind of content to post that leads people to your business instead of disappearing into the algorithm.
09:09 Reviews as an AI Asset: How to write review replies with context so AI tools can better recommend you on customer searches.
15:48 The AI Recommendation Challenge: Michelle shares her 90-day challenge that you can use to help your business get recognized online.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:


Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/73533814Thu, 06 Aug 2026 10:00:03 +0000Michelle TerpstraPeople are now asking AI for the best businesses to fill their needs. So the question stands: how do you get your business to stand out from the crowd? Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling...
Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling and have started asking AI for the best companies near them to fix all their problems. And AI hands them the most recommended name it can find. Today, Michelle shares her tips that will help your business become AI’s most recommended answer; not by gaming the algorithm, but by becoming the business AI actually wants to recommend.

She breaks down why the old SEO playbook doesn’t work anymore. To highlight this, Michelle walks through six revenue observations from what makes a business good vs truly extraordinary to AI search engines. She also gives her full 90-day action plan that gives you a full guide on how to become the kind of company AI wants to show to customers. This is built for small businesses who don’t have a marketing department at their disposal, but who still want to grow. As Michelle puts it, this isn’t the death of SEO; it’s the evolution of trust.

Chapters
[Start] The New Front Door: Michelle dives into the new reality of how people are searching for businesses online, and how you can stand out from the crowd.
03:34 Build Your Answer Library: How to make your business an easy-to-find search on AI platforms by answering your customer’s common questions.
05:20 Using Sales Calls as Content: The advantage of recording sales conversations to use for content strategies.
07:32 Digital Assets vs. Disposable Content: What kind of content to post that leads people to your business instead of disappearing into the algorithm.
09:09 Reviews as an AI Asset: How to write review replies with context so AI tools can better recommend you on customer searches.
15:48 The AI Recommendation Challenge: Michelle shares her 90-day challenge that you can use to help your business get recognized online.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:
  • 2012ai-business-growth,ai-business-strategy,ai-searches,building-a-business,business-framework,business-growth,business-observations,business-opportunities,business-owner,business-strategy,company-leadership,local-business,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,seo-for-business,small-businessfalsefullWhat Every Service Business Can Learn from a Whitewater Rafting Company in Jackson Holehttps://www.spreaker.com/episode/what-every-service-business-can-learn-from-a-whitewater-rafting-company-in-jackson-hole--73249739
    Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in the wild. She introduces us to Reverse Engineering Revenue, where she experiences a business the same way a customer does, then breaks down what's working, or what's not. This mindset helps unlock the revenue opportunities that a business can earn but hasn’t activated yet.

    Michelle uses her observations of Lewis and Clark River Expeditions to show that even great businesses leave money on the table. She gives a thorough walkthrough of six revenue opportunities that apply to any local service business, so you can use these ideas and put them to work immediately. As always, the goal is simple, effective strategies you can activate without overcomplicating your business.

    Chapters
    [Start] Reverse Engineering Revenue: Michelle introduces her new series with her Jackson Hole rafting trip as the case study.
    03:44 Observation 1: How removing pre-arrival friction builds trust and reduces operational strain.
    09:39 Observation 2: Why customers remember guides, and what that means for culture and hiring.
    13:16 Observation 3: Using QR codes and tracking to turn Google reviews into a measurable, trackable system.
    18:24 Observation 4: Why the upsold video won the sale and how to find your own version of it.
    24:51 Observation 5: Turning one great experience into long-term customer value and earned marketing.
    30:01 Observation 6: How to turn your happiest customer into your biggest marketing advantage.

    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
    Apple | Spotify | YouTube

    The Top Non-Negotiable Small Business Sale Automations
    Apple | Spotify | YouTube


    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>    https://api.spreaker.com/episode/73249739Thu, 30 Jul 2026 10:00:02 +0000Michelle TerpstraMichelle never really clocks out, even on vacation. And her trip to Jackson Hole, Wyoming has become the perfect case study for her new series. Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in...
    Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in the wild. She introduces us to Reverse Engineering Revenue, where she experiences a business the same way a customer does, then breaks down what's working, or what's not. This mindset helps unlock the revenue opportunities that a business can earn but hasn’t activated yet.

    Michelle uses her observations of Lewis and Clark River Expeditions to show that even great businesses leave money on the table. She gives a thorough walkthrough of six revenue opportunities that apply to any local service business, so you can use these ideas and put them to work immediately. As always, the goal is simple, effective strategies you can activate without overcomplicating your business.

    Chapters
    [Start] Reverse Engineering Revenue: Michelle introduces her new series with her Jackson Hole rafting trip as the case study.
    03:44 Observation 1: How removing pre-arrival friction builds trust and reduces operational strain.
    09:39 Observation 2: Why customers remember guides, and what that means for culture and hiring.
    13:16 Observation 3: Using QR codes and tracking to turn Google reviews into a measurable, trackable system.
    18:24 Observation 4: Why the upsold video won the sale and how to find your own version of it.
    24:51 Observation 5: Turning one great experience into long-term customer value and earned marketing.
    30:01 Observation 6: How to turn your happiest customer into your biggest marketing advantage.

    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
    Apple |     2260building-a-business,business-framework,business-growth,business-model,business-observations,business-opportunities,business-owner,business-strategy,company-leadership,jackson-hole-travel,local-business,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,small-business,whitewater-rafting-business,wyoming-travelfalsefull    The Top Non-Negotiable Small Business Sale Automationshttps://www.spreaker.com/episode/the-top-non-negotiable-small-business-sale-automations--73116445
    Michelle sits down with Haplin Milgrom-Hills from GoHighLevel to break down exactly how small businesses can evolve their current strategies. They talk about everything from capturing more leads and closing more sales to how to stop losing money due to slow follow-up. And you can do this all without hiring a bigger team.

    Haplin's story starts with a scrappy SMS follow-up habit that made him the top-performing rep and eventually got him poached into the agency world. From there, he talks through the "growth flywheel" and the steps it encapsulates. He talks about why a 98% SMS open rate matters, the five-minute response window, and why "reactivating" your old leads could change your business. Michelle brings her own client stories into the mix, ending with a plug-and-play strategy that you can implement today.

    Chapters
    [Start] Meet Haplin: Michelle introduces Haplin and his path from gym sales rep to GoHighLevel's product marketing team.
    08:21 The First Things New Users Should Do: Haplin introduces the Growth Flywheel, a list of 5 steps to create a great marketing system.
    19:21 Why SMS Beats Email: A look at open rate stats, the 5-minute response rule, and real-life agency results from Haplin's career.
    40:47 Database Reactivation: Why old, "cold" leads aren't actually dead, and how reactivating your list compounds revenue over time.
    53:27 The Most "Rascal" Business Move: Haplin shares the story of going into business with his best friends against everyone's advice.

    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
    Apple | Spotify | YouTube

    Haplin Milgrom-Hills on LinkedIn


    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>    https://api.spreaker.com/episode/73116445Thu, 23 Jul 2026 10:00:03 +0000Michelle TerpstraIf you're a small business owner drowning in follow-up, missed leads, and a dozen disconnected tools, this is your wake-up call.  Michelle sits down with Haplin Milgrom-Hills from GoHighLevel to break down exactly how small businesses can evolve...
    Michelle sits down with Haplin Milgrom-Hills from GoHighLevel to break down exactly how small businesses can evolve their current strategies. They talk about everything from capturing more leads and closing more sales to how to stop losing money due to slow follow-up. And you can do this all without hiring a bigger team.

    Haplin's story starts with a scrappy SMS follow-up habit that made him the top-performing rep and eventually got him poached into the agency world. From there, he talks through the "growth flywheel" and the steps it encapsulates. He talks about why a 98% SMS open rate matters, the five-minute response window, and why "reactivating" your old leads could change your business. Michelle brings her own client stories into the mix, ending with a plug-and-play strategy that you can implement today.

    Chapters
    [Start] Meet Haplin: Michelle introduces Haplin and his path from gym sales rep to GoHighLevel's product marketing team.
    08:21 The First Things New Users Should Do: Haplin introduces the Growth Flywheel, a list of 5 steps to create a great marketing system.
    19:21 Why SMS Beats Email: A look at open rate stats, the 5-minute response rule, and real-life agency results from Haplin's career.
    40:47 Database Reactivation: Why old, "cold" leads aren't actually dead, and how reactivating your list compounds revenue over time.
    53:27 The Most "Rascal" Business Move: Haplin shares the story of going into business with his best friends against everyone's advice.

    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
    Apple | Spotify | YouTube

    3527building-a-business,business-automation,business-framework,business-growth,business-owner,business-strategy,company-leadership,go-high-level,growth-flywheel,local-business,local-business-growth,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-automation,sales-strategy,small-business,sms-strategyfalsefull    Part 4: Why Most Local Businesses Never Scale (And How to Fix It)https://www.spreaker.com/episode/part-4-why-most-local-businesses-never-scale-and-how-to-fix-it--72995370
    Michelle breaks down her four pillars of scale using her senior concierge business example to help give a clear picture of her framework in motion. If you've ever asked "how do I make more money," Michelle's here to tell you that's the wrong question. The right one? How do I make more money without my life getting more complicated? That's scaling. And by the end of this episode, you'll know exactly how to build it.

    Chapters
    [Start] Growth vs. Scale: Michelle shows how growth and scale are not the same thing and why confusing the two will cost you and your business.
    06:20 The Landscaping Company: A real-life example that makes the growth vs. scale distinction clear and shows which one you should be building toward.
    10:08 Four Ways to Scale: Using the senior concierge business to show four practical examples of scaling.
    19:51 The Four Pillars of Scale: Michelle's framework for building a business that can run without you.
    31:11 The Freedom Test: The question every business owner needs to answer, and the mindset shift that changes everything.

    Links & Resources
    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/72995370Thu, 16 Jul 2026 09:00:16 +0000Michelle TerpstraIn this final episode of her four-part series, Michelle dives into two of the most often confused terms in business: growth and scaling. While they may sound like the same thing, they actually aren’t. She gives a clear definition of the two terms, as...
    Michelle breaks down her four pillars of scale using her senior concierge business example to help give a clear picture of her framework in motion. If you've ever asked "how do I make more money," Michelle's here to tell you that's the wrong question. The right one? How do I make more money without my life getting more complicated? That's scaling. And by the end of this episode, you'll know exactly how to build it.

    Chapters
    [Start] Growth vs. Scale: Michelle shows how growth and scale are not the same thing and why confusing the two will cost you and your business.
    06:20 The Landscaping Company: A real-life example that makes the growth vs. scale distinction clear and shows which one you should be building toward.
    10:08 Four Ways to Scale: Using the senior concierge business to show four practical examples of scaling.
    19:51 The Four Pillars of Scale: Michelle's framework for building a business that can run without you.
    31:11 The Freedom Test: The question every business owner needs to answer, and the mindset shift that changes everything.

    Links & Resources
    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Part 3: How to Turn One-Time Buyers into Recurring Revenue
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at fullPart 3: How to Turn One-Time Buyers into Recurring Revenuehttps://www.spreaker.com/episode/part-3-how-to-turn-one-time-buyers-into-recurring-revenue--72880721
    Michelle breaks down how the world's biggest companies spend less energy chasing new customers and more energy giving them a reason to keep buying. Using real-world examples, she shows how membership models and recurring revenue systems create predictable income. This method is vastly different than the "start from zero every month" cycle so many small business owners get stuck in.

    From there, Michelle brings it back to the senior concierge business she's been building throughout the series. She lays out five rules for turning one-off transactions into lasting customer relationships. She gives a challenge that reframes the entire customer relationship, and gives actionable steps you can take this week to start identifying your own recurring revenue opportunities.

    Chapters
    [Start] Why Retention Beats Acquisition: Michelle shows the stats on customer retention and explains why chasing new customers isn’t the best growth lever.
    05:45 Big Brand Case Studies: A look at some big brand-name companies and how they have mastered this customer concept.
    13:01 Applying It to the Senior Concierge Business: Bringing the lessons back to the series' example business and introducing the idea of selling "peace of mind."
    17:07 The 5 Rules of Recurring Revenue: Michelle's framework that gives you five steps to create recurring revenue for your business.
    20:40 This Week's Challenge: A call-your-best-customers challenge, and a story about using trained AI tools to build real growth strategy.

    Links & Resources
    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Way
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/72880721Thu, 09 Jul 2026 10:00:02 +0000Michelle TerpstraGetting a customer is only half the battle. Keeping them is where real businesses are built.  Michelle breaks down how the world's biggest companies spend less energy chasing new customers and more energy giving them a reason to keep buying. Using...
    Michelle breaks down how the world's biggest companies spend less energy chasing new customers and more energy giving them a reason to keep buying. Using real-world examples, she shows how membership models and recurring revenue systems create predictable income. This method is vastly different than the "start from zero every month" cycle so many small business owners get stuck in.

    From there, Michelle brings it back to the senior concierge business she's been building throughout the series. She lays out five rules for turning one-off transactions into lasting customer relationships. She gives a challenge that reframes the entire customer relationship, and gives actionable steps you can take this week to start identifying your own recurring revenue opportunities.

    Chapters
    [Start] Why Retention Beats Acquisition: Michelle shows the stats on customer retention and explains why chasing new customers isn’t the best growth lever.
    05:45 Big Brand Case Studies: A look at some big brand-name companies and how they have mastered this customer concept.
    13:01 Applying It to the Senior Concierge Business: Bringing the lessons back to the series' example business and introducing the idea of selling "peace of mind."
    17:07 The 5 Rules of Recurring Revenue: Michelle's framework that gives you five steps to create recurring revenue for your business.
    20:40 This Week's Challenge: A call-your-best-customers challenge, and a story about using trained AI tools to build real growth strategy.

    Links & Resources
    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
    Apple | Spotify | YouTube

    Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Way
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner?...]]>    1472building-a-business,business-example,business-founder,business-framework,business-growth,business-owner,business-strategy,company-leadership,customer-growth,founder-mindset,local-business,local-business-growth,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,small-business,steps-to-building-a-businessfalsefullPart 2: How Any Local Business Can Get 10 New Customers in the Next 7 Dayshttps://www.spreaker.com/episode/part-2-how-any-local-business-can-get-10-new-customers-in-the-next-7-days--72783620
    In this second installment of Michelle’s four-part series on building a local business from the ground up, she lays out a practical framework for landing your first 10 customers. Her step-by-step layout is perfect for anyone who needs to know where to start building their local customer base. She challenges the over-preparation trap that keeps most business owners stuck in planning mode instead of actually generating revenue.

    Michelle walks through four core steps to help you get started on finding customers and keeping them coming back. She also introduces her AVP formula as the foundation for every sales conversation and follow-up interaction. Whether you're in pre-launch or simply in a revenue slump, Michelle ends by giving a seven-day action plan you can activate immediately.

    Chapters
    [Start] Part 1 Recap: Michelle recaps Part 1 and poses the core question for this episode: how do you actually get customers quickly?
    05:19 Step 1: How to make it easy for customers to buy from you so that they keep coming back for more.
    13:03 Step 2: The importance of giving people a reason to act when it comes to purchasing from your company.
    16:04 Step 3: Finding your audience and borrowing an existing group of customers to get your flow started.
    21:59 Step 4: Why you need to follow up with customers to make sure they know you care about their business with you.
    25:45 The 7-Day Action Plan: A day-by-day breakdown of what to do in seven days to generate new customers for any local business.


    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Why Your CRM Isn't Closing Deals (And the Fix That Generated $4M)
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>    https://api.spreaker.com/episode/72783620Thu, 02 Jul 2026 10:00:03 +0000Michelle TerpstraNow that we know how to build a 10/10 business model, how do we actually get customers? And how do we get them quickly? In this second installment of Michelle’s four-part series on building a local business from the ground up, she lays out a...
    In this second installment of Michelle’s four-part series on building a local business from the ground up, she lays out a practical framework for landing your first 10 customers. Her step-by-step layout is perfect for anyone who needs to know where to start building their local customer base. She challenges the over-preparation trap that keeps most business owners stuck in planning mode instead of actually generating revenue.

    Michelle walks through four core steps to help you get started on finding customers and keeping them coming back. She also introduces her AVP formula as the foundation for every sales conversation and follow-up interaction. Whether you're in pre-launch or simply in a revenue slump, Michelle ends by giving a seven-day action plan you can activate immediately.

    Chapters
    [Start] Part 1 Recap: Michelle recaps Part 1 and poses the core question for this episode: how do you actually get customers quickly?
    05:19 Step 1: How to make it easy for customers to buy from you so that they keep coming back for more.
    13:03 Step 2: The importance of giving people a reason to act when it comes to purchasing from your company.
    16:04 Step 3: Finding your audience and borrowing an existing group of customers to get your flow started.
    21:59 Step 4: Why you need to follow up with customers to make sure they know you care about their business with you.
    25:45 The 7-Day Action Plan: A day-by-day breakdown of what to do in seven days to generate new customers for any local business.


    Links & Resources

    Part 1: How To Build A Local Business That Doesn't Need You Every Day
    Apple | Spotify | YouTube

    Why Your CRM Isn't Closing Deals (And the Fix That Generated $4M)
    Apple | Spotify | YouTube

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your...]]>    1833building-a-business,business-example,business-founder,business-framework,business-growth,business-owner,business-strategy,company-leadership,customer-growth,founder-mindset,local-business,local-business-growth,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,small-business,steps-to-building-a-businessfalsefull    Part 1: How To Build A Local Business That Doesn't Need You Every Dayhttps://www.spreaker.com/episode/part-1-how-to-build-a-local-business-that-doesn-t-need-you-every-day--72681493
    In part one of this four-part series, Michelle runs a live experiment of building a brand new local business from scratch, so you can follow every decision in real time. She uses the example of a senior concierge service; a relationship-based support business that helps older adults stay independent while giving their families peace of mind. Michelle breaks down exactly what this business does, what it doesn't do, and why she believes the timing makes it one of the most compelling local business opportunities available right now.

    But this episode isn't really about senior concierge services. It's about the framework behind building any well-designed business. Using her Rascal Business Score, Michelle walks through eight critical criteria every business idea should be evaluated against before any money is spent. This practical check will tell you whether what you're building is actually set up to give you the freedom you’re looking for.

    Chapters
    [Start] Build a Business, Not a Job: Michelle sets up the series by sharing her own mistake of building a business and introduces the senior concierge concept.
    02:45 The Senior Concierge Business: A breakdown of services, pricing packages, and who the real customer is in this business model.
    11:06 The Rascal Business Score: Michelle's scoring system for businesses that utilizes eight categories to measure its potential.
    23:04 Startup Costs the Simple Way: How to budget for building a business and make decisions that won’t break the bank.
    38:16 Rascal Wrap-Up: Key takeaways, a challenge to score your own business idea, and a preview of episode two.

    Links & Resources

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>    https://api.spreaker.com/episode/72681493Thu, 25 Jun 2026 10:00:04 +0000Michelle TerpstraHow do you actually start a 10/10 business? In part one of this four-part series, Michelle runs a live experiment of building a brand new local business from scratch, so you can follow every decision in real time. She uses the example of a senior...
    In part one of this four-part series, Michelle runs a live experiment of building a brand new local business from scratch, so you can follow every decision in real time. She uses the example of a senior concierge service; a relationship-based support business that helps older adults stay independent while giving their families peace of mind. Michelle breaks down exactly what this business does, what it doesn't do, and why she believes the timing makes it one of the most compelling local business opportunities available right now.

    But this episode isn't really about senior concierge services. It's about the framework behind building any well-designed business. Using her Rascal Business Score, Michelle walks through eight critical criteria every business idea should be evaluated against before any money is spent. This practical check will tell you whether what you're building is actually set up to give you the freedom you’re looking for.

    Chapters
    [Start] Build a Business, Not a Job: Michelle sets up the series by sharing her own mistake of building a business and introduces the senior concierge concept.
    02:45 The Senior Concierge Business: A breakdown of services, pricing packages, and who the real customer is in this business model.
    11:06 The Rascal Business Score: Michelle's scoring system for businesses that utilizes eight categories to measure its potential.
    23:04 Startup Costs the Simple Way: How to budget for building a business and make decisions that won’t break the bank.
    38:16 Rascal Wrap-Up: Key takeaways, a challenge to score your own business idea, and a preview of episode two.

    Links & Resources

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:
    2515building-a-business,business-example,business-founder,business-framework,business-growth,business-owner,business-strategy,company-leadership,customer-growth,founder-mindset,local-business,local-business-growth,local-business-owner-strategy,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,small-business,steps-to-building-a-businessfalsefull    Subscriptions That Matter | Navigating Click-to-Cancel Laws with Keren de Zwarthttps://www.spreaker.com/episode/subscriptions-that-matter-navigating-click-to-cancel-laws-with-keren-de-zwart--72572392
    Michelle sits down with business lawyer and longtime friend, Keren de Zwart, to look at the legal side of running a business, making it feel approachable instead of intimidating. They dig into the most common risk areas that founders overlook, including why "free" templates can backfire, and how even a little transparency can save a business.

    Keren shares how she moved from a traditional corporate law firm into building her own practice, and how she has learned to set boundaries between motherhood and running a growing business. Whether you are just getting your contracts in order or trying to figure out how to scale a subscription offer, Keren offers practical guidance, coming from someone who has spent her career making legal support accessible to small business owners.

    Chapters
    [Start] “Not Your Father’s Lawyer”: Michelle introduces attorney Keren de Zwart, who shares her path from a traditional corporate firm to building her own practice.
    06:53 Legal Essentials for Small Businesses: The most common legal gaps and fundamentals for people starting their own business to be aware of.
    15:30 Keren’s Template Shop: Keren dives into the legalities of buying and selling legal templates online, and why hers are more legitimate than others.
    20:10 Click-to-Cancel Rules: A look at the state and federal rules around recurring billing, and how to avoid chargebacks.
    35:55 The Mom-Founder Juggle: Talking about how Keren structures her offers and balances her business with parenting duties.

    Links & Resources

    Connect with Keren de Zwart

    Not Your Father's Lawyer - Website
    Not Your Father's Lawyer on Instagram

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:


    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

    Michelle Terpstra's Privacy Policy]]>    https://api.spreaker.com/episode/72572392Thu, 18 Jun 2026 10:00:03 +0000Michelle TerpstraSmall business owners love to talk about sales funnels and marketing hacks, but almost nobody wants to think about the nitty-gritty legal matters — until something goes wrong.  Michelle sits down with business lawyer and longtime friend, Keren de...
    Michelle sits down with business lawyer and longtime friend, Keren de Zwart, to look at the legal side of running a business, making it feel approachable instead of intimidating. They dig into the most common risk areas that founders overlook, including why "free" templates can backfire, and how even a little transparency can save a business.

    Keren shares how she moved from a traditional corporate law firm into building her own practice, and how she has learned to set boundaries between motherhood and running a growing business. Whether you are just getting your contracts in order or trying to figure out how to scale a subscription offer, Keren offers practical guidance, coming from someone who has spent her career making legal support accessible to small business owners.

    Chapters
    [Start] “Not Your Father’s Lawyer”: Michelle introduces attorney Keren de Zwart, who shares her path from a traditional corporate firm to building her own practice.
    06:53 Legal Essentials for Small Businesses: The most common legal gaps and fundamentals for people starting their own business to be aware of.
    15:30 Keren’s Template Shop: Keren dives into the legalities of buying and selling legal templates online, and why hers are more legitimate than others.
    20:10 Click-to-Cancel Rules: A look at the state and federal rules around recurring billing, and how to avoid chargebacks.
    35:55 The Mom-Founder Juggle: Talking about how Keren structures her offers and balances her business with parenting duties.

    Links & Resources

    Connect with Keren de Zwart

    Not Your Father's Lawyer - Website
    Not Your Father's Lawyer on Instagram

    Lean Sales Team Buildout
    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

    The Local Guild
    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

    Objectionly 14-Day Free Trial
    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

    Go High Level 30-Day Free Trial
    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

    Connect with Michelle:
    • 3266business-attorney,business-growth,business-lawyer,business-owner-advice,business-protection,business-safety,business-strategy,click-to-cancel-laws,company-leadership,entrepreneur-advice,entrepreneur-growth,legal-business,legal-safety,legal-templates,marketing-strategy,recurring-revenue,revenue-growth,revenue-insights,revenue-strategy,sales-strategyfalsefullWhy Your CRM Isn't Closing Deals (And the Fix That Generated $4M)https://www.spreaker.com/episode/why-your-crm-isn-t-closing-deals-and-the-fix-that-generated-4m--72470610
      Jason and Michelle also explore what happens after the lead lands, and the referral ecosystems that separate businesses that scale from those that stall. Jason shares his framework for labeling pipeline stages around what the prospect needs to do rather than what the salesperson needs to do. Whether you're still running deals out of a spreadsheet or sitting on a CRM you've never fully built out, this episode offers practical guidance on where to start.

      Chapters
      [Start] Why CRMs Fail Small Businesses: Michelle introduces Jason, and they dive into the biggest adoption hurdles for small businesses.
      08:45 The Follow-Up System: Jason shares a case study where an automated follow-up sequence closed over $4 million in revenue.
      16:08 Automation Wins: Jason walks through how digitizing a business’s intake produced a 90% contract completion rate and unlocked upsell data.
      24:37 Pipeline Management Practices: Jason's framework for structuring pipeline stages around prospect actions rather than salesperson tasks.
      34:08 Partnerships & the Trust Recession: Michelle and Jason discuss affiliate strategies, referrals, and whether B2B sales cycles are slowing in a trust-challenged market.


      Links & Resources

      Cultivize
      Lead Nurturing Guide
      Connect with Jason on LinkedIn
      Jason’s Podcast Appearances

      Lean Sales Team Buildout
      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

      The Local Guild
      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

      Objectionly 14-Day Free Trial
      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

      Go High Level 30-Day Free Trial
      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

      Connect with Michelle:


      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

      Michelle Terpstra's Privacy Policy]]>      https://api.spreaker.com/episode/72470610Thu, 11 Jun 2026 10:00:04 +0000Michelle TerpstraMichelle Terpstra sits down with Jason Kramer, founder of Cultivize and self-described CRM whisperer, to talk about the customer relationship management system. They look at why so many companies buy a CRM and then do nothing with it, and how to avoid...
      Jason and Michelle also explore what happens after the lead lands, and the referral ecosystems that separate businesses that scale from those that stall. Jason shares his framework for labeling pipeline stages around what the prospect needs to do rather than what the salesperson needs to do. Whether you're still running deals out of a spreadsheet or sitting on a CRM you've never fully built out, this episode offers practical guidance on where to start.

      Chapters
      [Start] Why CRMs Fail Small Businesses: Michelle introduces Jason, and they dive into the biggest adoption hurdles for small businesses.
      08:45 The Follow-Up System: Jason shares a case study where an automated follow-up sequence closed over $4 million in revenue.
      16:08 Automation Wins: Jason walks through how digitizing a business’s intake produced a 90% contract completion rate and unlocked upsell data.
      24:37 Pipeline Management Practices: Jason's framework for structuring pipeline stages around prospect actions rather than salesperson tasks.
      34:08 Partnerships & the Trust Recession: Michelle and Jason discuss affiliate strategies, referrals, and whether B2B sales cycles are slowing in a trust-challenged market.


      Links & Resources

      Cultivize
      Lead Nurturing Guide
      Connect with Jason on LinkedIn
      Jason’s Podcast Appearances

      Lean Sales Team Buildout
      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

      The Local Guild
      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

      Objectionly 14-Day Free Trial
      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

      Go High Level 30-Day Free Trial
      The AI-powered business operating system. All the tools you need to...]]>      3290b2b-sales,building-revenue,business-framework,business-growth,business-owner,business-strategy,company-leadership,crm,crm-strategy,growing-business,home-services,marketing-strategy,revenue-growth,revenue-insights,revenue-strategy,sales-framework,sales-revenue,sales-strategy,small-businessesfalsefull      Building a Purpose-Driven Business From Zero | Starting Over at 50 with Carmine Del Sordihttps://www.spreaker.com/episode/building-a-purpose-driven-business-from-zero-starting-over-at-50-with-carmine-del-sordi--72335471
      Michelle sits down with Carmine Del Sordi, founder of Pure & Easy Tea, to talk about how he started over in life at 50 years old. Carmine shares his journey from corporate leadership to entrepreneurship, and how a personal passion evolved into a growing tea brand. For Carmine, building a business was all about purpose, wellness, and long-term impact. It required a completely different mindset from his previous experiences.

      Michelle and Carmine dive into the realities of founder-led growth and personal branding. Rather than chasing growth, Carmine discusses the value of pursuing mastery and staying true to a mission even when conventional wisdom suggests otherwise. Sometimes, your intuition is everything. And if it tells you to start over, even when it feels impractical, it might just be the best thing you will ever do.

      Chapters
      [Start] Guest Introduction: Michelle introduces Carmine Del Sordi, founder of Pure and Easy Tea, and they discuss his entrepreneurial path.
      02:26 The Journey: Carmine shares how he started the journey to creating her business and the hard life challenges that inspired him.
      18:02 Staying Focused on Growth: How to build and keep momentum to scale business early in the game.
      34:48 Personal Identity vs Brand Identity: Why Carmine wanted to keep himself separate from his brand in the beginning of his business.
      48:19 The Most Rascal Thing: The most rascal thing Carmine has ever done in business to wrap up today’s episode.

      Links & Resources

      Connect with Carmine Del Sordi

      Pure and Easy Tea

      ALL Social Media: @pureandeasytea 

      Lean Sales Team Buildout
      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

      The Local Guild
      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

      Objectionly 14-Day Free Trial
      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

      Go High Level 30-Day Free Trial
      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

      Connect with Michelle:


      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

      Michelle Terpstra's Privacy Policy]]>      https://api.spreaker.com/episode/72335471Thu, 04 Jun 2026 10:00:03 +0000Michelle TerpstraWhat happens when the path you’re on no longer feels aligned with the life you want to build?  Michelle sits down with Carmine Del Sordi, founder of Pure & Easy Tea, to talk about how he started over in life at 50 years old. Carmine shares his...
      Michelle sits down with Carmine Del Sordi, founder of Pure & Easy Tea, to talk about how he started over in life at 50 years old. Carmine shares his journey from corporate leadership to entrepreneurship, and how a personal passion evolved into a growing tea brand. For Carmine, building a business was all about purpose, wellness, and long-term impact. It required a completely different mindset from his previous experiences.

      Michelle and Carmine dive into the realities of founder-led growth and personal branding. Rather than chasing growth, Carmine discusses the value of pursuing mastery and staying true to a mission even when conventional wisdom suggests otherwise. Sometimes, your intuition is everything. And if it tells you to start over, even when it feels impractical, it might just be the best thing you will ever do.

      Chapters
      [Start] Guest Introduction: Michelle introduces Carmine Del Sordi, founder of Pure and Easy Tea, and they discuss his entrepreneurial path.
      02:26 The Journey: Carmine shares how he started the journey to creating her business and the hard life challenges that inspired him.
      18:02 Staying Focused on Growth: How to build and keep momentum to scale business early in the game.
      34:48 Personal Identity vs Brand Identity: Why Carmine wanted to keep himself separate from his brand in the beginning of his business.
      48:19 The Most Rascal Thing: The most rascal thing Carmine has ever done in business to wrap up today’s episode.

      Links & Resources

      Connect with Carmine Del Sordi

      Pure and Easy Tea

      ALL Social Media: @pureandeasytea 

      Lean Sales Team Buildout
      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

      The Local Guild
      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

      Objectionly 14-Day Free Trial
      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

      Go High Level 30-Day Free Trial
      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

      Connect with Michelle:
      • LinkedIn
      • 3155business-growth,business-owner,business-strategy,company-leadership,grief-and-business,growing-business,growing-company,growing-ownership,life-hardships,marketing-strategy,midlife-business,pure-and-easy-tea,revenue-growth,revenue-insights,revenue-strategy,sales-strategy,small-business-owner,starting-over,tea-businessfalsefullHow Lee Smith Bought a Business with $1 (And How You Can Do It, Too)https://www.spreaker.com/episode/how-lee-smith-bought-a-business-with-1-and-how-you-can-do-it-too--72199687
        Michelle sits down with Lee Smith, a business acquisition professional. Lee has bought, sold, and invested in over 27 companies across his career, building a portfolio of seven businesses doing $40 million in revenue, all without putting a penny of his own capital on the line. He unpacks the roll-up strategy that's quietly making blue-collar businesses some of the most attractive acquisition targets in today's AI-disrupted economy.

        Whether you're a business owner, an entrepreneur, or someone who's wondering how the deals actually get done, Lee pulls back the curtain on all of it. From buying a company with bad debt and turning it profitable in weeks, to what private equity actually looks for in a roll-up, this conversation is packed with the kind of real-world deal-making wisdom you won't find in a business school textbook.

        Chapters
        [Start] Guest Introduction: Michelle introduces Lee Smith, who shares his background in business acquisition.
        04:21 The No-Money-Down Roll-Up Strategy: Lee’s strategy for buying businesses and maximizing profits.
        13:20 Industries Built to Last: The industries that are big and will continue to grow in the future, according to Lee.
        19:48 What Makes a Business Roll-Up Ready: The top three things that make a company attractive for a roll-up strategy.
        28:02 The Most Rascal Thing: The most rascal thing Lee has done in business, and a wrap-up for the episode.

        Links & Resources

        Connect with Lee Smith

        Visit Lee's Website

        Connect with Lee Smith on LinkedIn

        Lean Sales Team Buildout
        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

        The Local Guild
        Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

        Objectionly 14-Day Free Trial
        If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

        Go High Level 30-Day Free Trial
        The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

        Connect with Michelle:


        Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

        Michelle Terpstra's Privacy Policy]]>        https://api.spreaker.com/episode/72199687Thu, 28 May 2026 10:00:03 +0000Michelle TerpstraWhat if you could buy a business without spending a single dollar of your own money? Lee Smith has done it over 20 times, and he's here to break down exactly how.  Michelle sits down with Lee Smith, a business acquisition professional. Lee has...
        Michelle sits down with Lee Smith, a business acquisition professional. Lee has bought, sold, and invested in over 27 companies across his career, building a portfolio of seven businesses doing $40 million in revenue, all without putting a penny of his own capital on the line. He unpacks the roll-up strategy that's quietly making blue-collar businesses some of the most attractive acquisition targets in today's AI-disrupted economy.

        Whether you're a business owner, an entrepreneur, or someone who's wondering how the deals actually get done, Lee pulls back the curtain on all of it. From buying a company with bad debt and turning it profitable in weeks, to what private equity actually looks for in a roll-up, this conversation is packed with the kind of real-world deal-making wisdom you won't find in a business school textbook.

        Chapters
        [Start] Guest Introduction: Michelle introduces Lee Smith, who shares his background in business acquisition.
        04:21 The No-Money-Down Roll-Up Strategy: Lee’s strategy for buying businesses and maximizing profits.
        13:20 Industries Built to Last: The industries that are big and will continue to grow in the future, according to Lee.
        19:48 What Makes a Business Roll-Up Ready: The top three things that make a company attractive for a roll-up strategy.
        28:02 The Most Rascal Thing: The most rascal thing Lee has done in business, and a wrap-up for the episode.

        Links & Resources

        Connect with Lee Smith

        Visit Lee's Website

        Connect with Lee Smith on LinkedIn

        Lean Sales Team Buildout
        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

        The Local Guild
        Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

        Objectionly 14-Day Free Trial
        If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

        Go High Level 30-Day Free Trial
        The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

        Connect with Michelle:
        • 1792acquiring-business,acquisition-strategy,business-acquisition,business-buying,business-growth,business-owner,business-roll-up,business-strategy,company-leadership,diy-business-growth,growing-business,growing-company,growing-ownership,marketing-strategy,owning-a-business,revenue-growth,revenue-insights,revenue-strategy,roll-up-strategy,sales-strategyfalsefull42% of B2B Reps Hit Quota – Here’s the Free Fix That Changes Everythinghttps://www.spreaker.com/episode/42-of-b2b-reps-hit-quota-here-s-the-free-fix-that-changes-everything--72093194
          Michelle Terpstra sits down with Bruno Cignacco, an international business consultant, researcher, university professor, and author with over 30 years of experience. Bruno introduces the concept of the prosperity mindset: a framework for how businesses can generate more sustainable revenue by leading with generosity, gratitude, and genuine human connection. He unpacks why the most counterintuitive business moves often produce the most powerful results, and why the companies winning right now are the ones treating people as their most valuable asset.

          Bruno and Michelle explore the growing tension between automation and authentic human experience in business, using real-world examples from retail to B2B sales. Bruno shares a compelling case study from his consulting work that puts his theories to the test and ends with success. No matter your role in your company, this episode delivers practical strategies that are as timely as they are timeless.

          Chapters
          [Start] Guest Introduction: Michelle introduces Bruno, and he shares his background in international marketing, consulting, and business research.
          01:36 The Prosperity Mindset: Bruno contrasts scarcity and prosperity mindsets and explains how to build relationships that drive long-term revenue.
          08:36 Human Touch in the Age of AI: Michelle and Bruno discuss why the balance between high tech and high human touch is essential in business.
          13:49 From Selling to Serving: The shift from a selling attitude to a service attitude to exceed customer expectations and build lasting relationships.
          30:24 Case Study & The Rascal Question: Bruno shares a personal success story, and then reveals his most "rascal" business move.

          Links & Resources

          Connect with Bruno Cignacco:
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/72093194Thu, 21 May 2026 10:00:04 +0000Michelle TerpstraAs of early 2026, B2B sales quota attainment is low, with average figures showing that roughly 42% to 46% of reps hit their targets, down from higher averages in previous years.  Michelle Terpstra sits down with Bruno Cignacco, an international...
          Michelle Terpstra sits down with Bruno Cignacco, an international business consultant, researcher, university professor, and author with over 30 years of experience. Bruno introduces the concept of the prosperity mindset: a framework for how businesses can generate more sustainable revenue by leading with generosity, gratitude, and genuine human connection. He unpacks why the most counterintuitive business moves often produce the most powerful results, and why the companies winning right now are the ones treating people as their most valuable asset.

          Bruno and Michelle explore the growing tension between automation and authentic human experience in business, using real-world examples from retail to B2B sales. Bruno shares a compelling case study from his consulting work that puts his theories to the test and ends with success. No matter your role in your company, this episode delivers practical strategies that are as timely as they are timeless.

          Chapters
          [Start] Guest Introduction: Michelle introduces Bruno, and he shares his background in international marketing, consulting, and business research.
          01:36 The Prosperity Mindset: Bruno contrasts scarcity and prosperity mindsets and explains how to build relationships that drive long-term revenue.
          08:36 Human Touch in the Age of AI: Michelle and Bruno discuss why the balance between high tech and high human touch is essential in business.
          13:49 From Selling to Serving: The shift from a selling attitude to a service attitude to exceed customer expectations and build lasting relationships.
          30:24 Case Study & The Rascal Question: Bruno shares a personal success story, and then reveals his most "rascal" business move.

          Links & Resources

          Connect with Bruno Cignacco:
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free...]]>          2700b2b-quotas,b2b-sales,business-growth,business-strategy,company-leadership,employee-sales,marketing-strategy,prosperity-mindset,revenue-growth,revenue-insights,revenue-strategy,sales-coaching,sales-growth,sales-revenue,sales-strategy,sales-team,sales-technique,scarcity-mindset,selling-successfalsefullThe Real Reason Your Employees Don’t Want to Sell (And What to Do About It)https://www.spreaker.com/episode/the-real-reason-your-employees-don-t-want-to-sell-and-what-to-do-about-it--71999156
          Michelle Terpstra tackles one of the most common frustrations for local business owners: team members who are excellent at their jobs, but totally allergic to selling. The issue isn’t your team. It’s the system they’re operating in. Instead of pushing scripts or forcing behavior,

          Michelle breaks down the psychology behind why hourly employees resist sales conversations in the first place—and how a small shift can change everything. When selling feels natural and aligned with service, it stops being something employees avoid and becomes part of how they help customers.

          Through two AI-powered roleplay scenarios, Michelle shows exactly how these interactions play out in real life—what goes wrong, and what changes when the approach is adjusted. If you run a local business with a team, you need to hear this before you post another job listing.

          Chapters
          [Start] Why Your Team Isn't Selling: The psychological barrier causing people to resist selling.  
          05:28 Scenario 1: A real-world example of a missed sales opportunity.
          08:24 Scenario 1 Breakdown: What went wrong and what could be improved.
          18:34 Scenario 2: A second scenario with a different approach.
          20:04 Scenario 2 Breakdown: Michelle’s input, showing how it can go right the second time around. 

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71999156Thu, 14 May 2026 10:00:03 +0000Michelle TerpstraIf you've ever watched a golden sales opportunity walk right out the door, this episode will hit close to home.  Michelle Terpstra tackles one of the most common frustrations for local business owners: team members who are excellent at their jobs,...
          Michelle Terpstra tackles one of the most common frustrations for local business owners: team members who are excellent at their jobs, but totally allergic to selling. The issue isn’t your team. It’s the system they’re operating in. Instead of pushing scripts or forcing behavior,

          Michelle breaks down the psychology behind why hourly employees resist sales conversations in the first place—and how a small shift can change everything. When selling feels natural and aligned with service, it stops being something employees avoid and becomes part of how they help customers.

          Through two AI-powered roleplay scenarios, Michelle shows exactly how these interactions play out in real life—what goes wrong, and what changes when the approach is adjusted. If you run a local business with a team, you need to hear this before you post another job listing.

          Chapters
          [Start] Why Your Team Isn't Selling: The psychological barrier causing people to resist selling.  
          05:28 Scenario 1: A real-world example of a missed sales opportunity.
          08:24 Scenario 1 Breakdown: What went wrong and what could be improved.
          18:34 Scenario 2: A second scenario with a different approach.
          20:04 Scenario 2 Breakdown: Michelle’s input, showing how it can go right the second time around. 

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our...]]>          1707business-growth,business-mistakes,company-leadership,employee-sales,finance-strategy,marketing-strategy,revenue-growth,revenue-leaks,revenue-strategy,sales-growth,sales-strategy,sales-team,sales-technique,selling-mistakes,selling-success,servant-leadership,small-business-growth,small-business-owners,startup-sales,successful-founder-strategiesfalsefull          The Call That Cost $40,000 (And How One Automation Fixed It)https://www.spreaker.com/episode/the-call-that-cost-40-000-and-how-one-automation-fixed-it--71897153
          Michelle opens with that exact scenario to highlight and talk about what it actually costs when your system breaks down at the worst possible moment. Not because your team isn’t capable. Not because your work isn't excellent. But because you built your entire operation around one person. And one person can only do so much.

          Michelle walks through a real client story, real dollar impact, and the three-part infrastructure she built inside GoHighLevel to make sure that kind of loss doesn’t happen again. If you run a lean service business, this episode will likely change how you think about missed calls, after-hours coverage, and the systems supporting your revenue.

          Chapters
          [Start] The Call That Changes Everything: A scenario that exposes the real cost of missed opportunities.
          01:23 Carrie’s Story: A night of after-hours emergencies that reveals a bigger operational gap.
          05:35 The Three-Part Fix: The system Michelle built to capture and convert every lead.  
          09:38 Why GoHighLevel: A look at the platform itself in action, and why it's fundamentally different from anything else out there.
          14:50 After Winning the Call: Why getting the call is only half of the battle.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71897153Thu, 07 May 2026 10:00:03 +0000Michelle TerpstraImagine this: A landlord three states away is watching water pour through his ceiling. He searches, he calls, and whoever picks up first gets the job.  Michelle opens with that exact scenario to highlight and talk about what it actually costs when...
          Michelle opens with that exact scenario to highlight and talk about what it actually costs when your system breaks down at the worst possible moment. Not because your team isn’t capable. Not because your work isn't excellent. But because you built your entire operation around one person. And one person can only do so much.

          Michelle walks through a real client story, real dollar impact, and the three-part infrastructure she built inside GoHighLevel to make sure that kind of loss doesn’t happen again. If you run a lean service business, this episode will likely change how you think about missed calls, after-hours coverage, and the systems supporting your revenue.

          Chapters
          [Start] The Call That Changes Everything: A scenario that exposes the real cost of missed opportunities.
          01:23 Carrie’s Story: A night of after-hours emergencies that reveals a bigger operational gap.
          05:35 The Three-Part Fix: The system Michelle built to capture and convert every lead.  
          09:38 Why GoHighLevel: A look at the platform itself in action, and why it's fundamentally different from anything else out there.
          14:50 After Winning the Call: Why getting the call is only half of the battle.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to...]]>          1181automated-system,business-growth,business-mistakes,call-mistakes,company-leadership,crm-system,finance-strategy,go-high-level,marketing-strategy,revenue-growth,revenue-leaks,revenue-strategy,sales-growth,sales-strategy,servant-leadership,small-business-growth,startup-sales,successful-founder-strategies,winning-callsfalsefull          Growing a Travel Advisory Business (That’s Not an MLM)https://www.spreaker.com/episode/growing-a-travel-advisory-business-that-s-not-an-mlm--71763830
          Michelle sits down with Ali Raymer of Picture This Travel, a former high school English teacher who went from organizing student trips to Europe to becoming the sole breadwinner for her family after selling $2.5 million in travel in a single year. Ali breaks down how the modern travel advisory model works—and why most people misunderstand it.She draws a clear line between order-taking agents and true client-focused advisors, and explains why that distinction is everything when it comes to building long-term, referral-driven revenue.

          Ali also goes deep on the realities of scaling a service-based business. She shares how she rebuilt her business from the ground up after COVID wiped it out entirely, and came back stronger. Whether you're a sales professional, a business owner, or simply curious how the travel industry works, this episode is packed with practical insight and motivation for everyone.

          Chapters
          [Start] The Travel Agency Business Model, Debunked: The difference between MLM-style travel programs and true boutique advisory agencies.
          09:27 Entering the Industry: How people get started and what the financial reality looks like.
          25:02 Building Her Brand: How Ali rebuilt her client base and established her business reputation.
          40:09 Saying No to Scale Faster: Why narrowing your focus leads to better growth.
          51:41 The Most Rascal Thing: What set Ali apart and why demand for travel isn’t going away.

          Links & Resources


          Connect with Ali Raymer
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71763830Thu, 30 Apr 2026 10:00:02 +0000Michelle TerpstraWhat does it take to build a thriving travel advisory business from scratch — twice?  Michelle sits down with Ali Raymer of Picture This Travel, a former high school English teacher who went from organizing student trips to Europe to becoming the...
          Michelle sits down with Ali Raymer of Picture This Travel, a former high school English teacher who went from organizing student trips to Europe to becoming the sole breadwinner for her family after selling $2.5 million in travel in a single year. Ali breaks down how the modern travel advisory model works—and why most people misunderstand it.She draws a clear line between order-taking agents and true client-focused advisors, and explains why that distinction is everything when it comes to building long-term, referral-driven revenue.

          Ali also goes deep on the realities of scaling a service-based business. She shares how she rebuilt her business from the ground up after COVID wiped it out entirely, and came back stronger. Whether you're a sales professional, a business owner, or simply curious how the travel industry works, this episode is packed with practical insight and motivation for everyone.

          Chapters
          [Start] The Travel Agency Business Model, Debunked: The difference between MLM-style travel programs and true boutique advisory agencies.
          09:27 Entering the Industry: How people get started and what the financial reality looks like.
          25:02 Building Her Brand: How Ali rebuilt her client base and established her business reputation.
          40:09 Saying No to Scale Faster: Why narrowing your focus leads to better growth.
          51:41 The Most Rascal Thing: What set Ali apart and why demand for travel isn’t going away.

          Links & Resources


          Connect with Ali Raymer
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day...]]>          3480business-growth,company-leadership,female-business-owner,female-leadership,finance-strategy,marketing-strategy,revenue,revenue-growth,revenue-leaks,revenue-strategy,sales-growth,sales-leadership,sales-optimization,sales-strategy,servant-leadership,small-business-growth,successful-founder-strategies,travel-advisory,travel-advisory-business,women-in-salesfalsefull          The Revenue Leak No One is Talking About | The Truth About TAM, AI, and Revenue Growth with Kurt Uhlirhttps://www.spreaker.com/episode/the-revenue-leak-no-one-is-talking-about-the-truth-about-tam-ai-and-revenue-growth-with-kurt-uhlir--71581896
          In this episode, Michelle sits down with Kurt Uhlir to discuss what’s really holding companies back from scaling their revenue. Kurt argues that one of the biggest and most common problems in companies today is leadership misalignment. As generations grow older, the disconnect between people also scales. He explains what TAM is and how teams are unknowingly shrinking it, leaving money on the table. Kurt gives his thoughts on the hidden gaps that limit growth and how to overcome them.

          Michelle and Kurt unpack the role of trust in today’s market, especially with the growing influence of AI. They also discuss how Kurt's framework helps companies scale in sales, marketing, and finance, and key metrics leaders should be paying attention to. If you’re looking to increase revenue without chaos, this episode is for you.

          Chapters
          [Start] The Hidden Problem: How leadership misalignment impacts growth.
          03:46 Generational Gaps: How differing perspectives between generations and across teams influence company leads and demand.
          09:28 How to Stop Shrinking TAM: A definition of TAM and how companies unintentionally shrink it.
          19:59 Securing the Budget: How CMOs can approach budgeting issues and scaling revenue for their company.
          27:44 AI and Future Sales: A look at how AI is changing the sales game and impacting revenue.
          51:31 Servant Leadership: What it means to be a servant leader and how it leads to a high-performance culture.

          Links & Resources

          Connect with Kurt Uhlir
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71581896Thu, 23 Apr 2026 10:00:02 +0000Michelle TerpstraWhat if your biggest revenue problem isn’t a sales problem?  In this episode, Michelle sits down with Kurt Uhlir to discuss what’s really holding companies back from scaling their revenue. Kurt argues that one of the biggest and most common problems...
          In this episode, Michelle sits down with Kurt Uhlir to discuss what’s really holding companies back from scaling their revenue. Kurt argues that one of the biggest and most common problems in companies today is leadership misalignment. As generations grow older, the disconnect between people also scales. He explains what TAM is and how teams are unknowingly shrinking it, leaving money on the table. Kurt gives his thoughts on the hidden gaps that limit growth and how to overcome them.

          Michelle and Kurt unpack the role of trust in today’s market, especially with the growing influence of AI. They also discuss how Kurt's framework helps companies scale in sales, marketing, and finance, and key metrics leaders should be paying attention to. If you’re looking to increase revenue without chaos, this episode is for you.

          Chapters
          [Start] The Hidden Problem: How leadership misalignment impacts growth.
          03:46 Generational Gaps: How differing perspectives between generations and across teams influence company leads and demand.
          09:28 How to Stop Shrinking TAM: A definition of TAM and how companies unintentionally shrink it.
          19:59 Securing the Budget: How CMOs can approach budgeting issues and scaling revenue for their company.
          27:44 AI and Future Sales: A look at how AI is changing the sales game and impacting revenue.
          51:31 Servant Leadership: What it means to be a servant leader and how it leads to a high-performance culture.

          Links & Resources

          Connect with Kurt Uhlir
          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now:           3370ai-analytics,ai-sales,company-alignment,company-leadership,company-scaling,ebitda,finance-strategy,kurt-uhlir,leadership-misalignment,marketing-strategy,revenue-growth,revenue-leaks,revenue-rascals,revenue-strategy,sales-leads,sales-profitability,sales-strategy,servant-leadership,tam,trust-recessionfalsefull          Consultants vs AI Tools | Handling Sales Objections with AI Roleplayhttps://www.spreaker.com/episode/consultants-vs-ai-tools-handling-sales-objections-with-ai-roleplay--71356433
          Michelle runs two live roleplays around the most common AI-skeptic objections coaches, consultants, and service providers face right now. Scenario one: the founder who thinks AI outreach replaces sales strategy. Scenario two: the CEO who thinks a churn dashboard replaces a retention system. Watch what happens when you stop defending your rate and start showing the gap. This is not a debate about tools versus humans. This is about who builds the system that makes the tools worth buying.

          If you’ve heard "we'll just use AI for that," this is the episode you listen to before your next call.

          Chapters
          [Start] Introduction: Two objections, two roleplays. Michelle sets up the scenarios and explains why these objections are hurting sales right now.
          02:13 Scenario 1: "We'll Just Automate Outreach": The founder thinks AI can handle prospecting. Michelle shows how that breaks down.  
          06:51 Scenario 2: "AI Can Do the Analytics": The CEO thinks their Church dashboard has them covered. Michelle explains what they’re missing. 
          11:15 The Value-Based Math Lesson: What the gaps in these two scenarios actually cost in dollars.
          15:06 The Rascal Challenge: One thing to do before your next sales call.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71356433Thu, 16 Apr 2026 10:00:03 +0000Michelle TerpstraIn the age of AI tools, clients think they can replace strategy with a software subscription. They are wrong.  Michelle runs two live roleplays around the most common AI-skeptic objections coaches, consultants, and service providers face right now....
          Michelle runs two live roleplays around the most common AI-skeptic objections coaches, consultants, and service providers face right now. Scenario one: the founder who thinks AI outreach replaces sales strategy. Scenario two: the CEO who thinks a churn dashboard replaces a retention system. Watch what happens when you stop defending your rate and start showing the gap. This is not a debate about tools versus humans. This is about who builds the system that makes the tools worth buying.

          If you’ve heard "we'll just use AI for that," this is the episode you listen to before your next call.

          Chapters
          [Start] Introduction: Two objections, two roleplays. Michelle sets up the scenarios and explains why these objections are hurting sales right now.
          02:13 Scenario 1: "We'll Just Automate Outreach": The founder thinks AI can handle prospecting. Michelle shows how that breaks down.  
          06:51 Scenario 2: "AI Can Do the Analytics": The CEO thinks their Church dashboard has them covered. Michelle explains what they’re missing. 
          11:15 The Value-Based Math Lesson: What the gaps in these two scenarios actually cost in dollars.
          15:06 The Rascal Challenge: One thing to do before your next sales call.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and...]]>          1056ai-consultants,automation-strategy,b2b-sales,closing-ai-skeptical-clients,coach-vs-ai,consultant-vs-ai-tools,objection-handling,objection-handling-ai,revenue-gap-formula,revenue-growth,revenue-rascals,roi-conversation,sales-objections,sales-systems,sales-tools,sdr-limitations,selling-outcomes,selling-strategy-not-software,service-providerfalsefull          Why Founders are Saying “No” to Your Fractional CRO Pitch (And How to Fix It)https://www.spreaker.com/episode/why-founders-are-saying-no-to-your-fractional-cro-pitch-and-how-to-fix-it--71200738
          Michelle takes on the challenge of facing other people’s sales objections head-on with some sales roleplay. Michelle breaks down real situations, using AI voices to demonstrate different scenarios in real-time and showcase what founders and sellers should do differently to increase revenue and retention. Learn how to respond to founder objections, position your role, and change the outcome.

          Chapters
          [Start] Introduction: Michelle introduces the episode by highlighting common revenue pitfalls and how to avoid them.
          01:57 Scenario #1: AI voices are used to demonstrate a scenario with a skeptical seed founder, and Michelle’s tips afterward.
          06:57 Scenario #2: Another scenario with AI voices to demonstrate a problem for founders and what Michelle would do to fix it.
          11:45 The Value-Based Pricing Math Lesson: Michelle lays out the math to help show where revenue gets stuck.
          15:23 The Rascal Challenge: Michelle gives a personal challenge to founders to try in their own business. 

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/71200738Thu, 09 Apr 2026 10:00:03 +0000Michelle TerpstraIs your sales leadership pitch falling flat? Stop it from happening by shifting your focus to value-based pricing. Michelle takes on the challenge of facing other people’s sales objections head-on with some sales roleplay. Michelle breaks down real...
          Michelle takes on the challenge of facing other people’s sales objections head-on with some sales roleplay. Michelle breaks down real situations, using AI voices to demonstrate different scenarios in real-time and showcase what founders and sellers should do differently to increase revenue and retention. Learn how to respond to founder objections, position your role, and change the outcome.

          Chapters
          [Start] Introduction: Michelle introduces the episode by highlighting common revenue pitfalls and how to avoid them.
          01:57 Scenario #1: AI voices are used to demonstrate a scenario with a skeptical seed founder, and Michelle’s tips afterward.
          06:57 Scenario #2: Another scenario with AI voices to demonstrate a problem for founders and what Michelle would do to fix it.
          11:45 The Value-Based Pricing Math Lesson: Michelle lays out the math to help show where revenue gets stuck.
          15:23 The Rascal Challenge: Michelle gives a personal challenge to founders to try in their own business. 

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          full          Why Your Sales Team Isn’t Closing Deals (And How to Fix It) with Garrett Campbellhttps://www.spreaker.com/episode/why-your-sales-team-isn-t-closing-deals-and-how-to-fix-it-with-garrett-campbell--71055786
          Michelle Terpstra sits down with Garrett Campbell, founder of Objectionly, for a conversation about sales, AI, and what it takes to build a high-performing revenue engine. Garrett shares the origin story behind Objectionly and the insight that sparked it: the difference between high-performing and underperforming sales teams isn’t talent—it’s management, feedback, and systems.

          They unpack how AI is transforming the way sales teams operate, shifting toward more data-driven performance and faster feedback loops. This episode dives into the founder mindset, pricing strategies with AI, and the discipline required to build something truly great. This conversation is for anyone looking to scale revenue with intention and clarity.

          Chapters
          [Start] Why Sales Teams Fail: Why poor sales management is often the real reason deals don’t close.
          04:05 The Problem with Manual Call Review: Why spending hours reviewing calls is inefficient and limits growth.
          09:42 The Brain Behind Objectionly: How Garrett built the company and what he learned along the way.  
          21:31 Building an AI Pricing Model: The realities of AI pricing models and scaling revenue.
          47:20 Believe in Your Business: Garrett’s perspective on belief, discipline, and building.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/71055786Thu, 02 Apr 2026 10:00:03 +0000Michelle TerpstraHere’s the truth: you don’t have a sales problem—you have a sales management problem. Michelle Terpstra sits down with Garrett Campbell, founder of Objectionly, for a conversation about sales, AI, and what it takes to build a high-performing revenue...
          Michelle Terpstra sits down with Garrett Campbell, founder of Objectionly, for a conversation about sales, AI, and what it takes to build a high-performing revenue engine. Garrett shares the origin story behind Objectionly and the insight that sparked it: the difference between high-performing and underperforming sales teams isn’t talent—it’s management, feedback, and systems.

          They unpack how AI is transforming the way sales teams operate, shifting toward more data-driven performance and faster feedback loops. This episode dives into the founder mindset, pricing strategies with AI, and the discipline required to build something truly great. This conversation is for anyone looking to scale revenue with intention and clarity.

          Chapters
          [Start] Why Sales Teams Fail: Why poor sales management is often the real reason deals don’t close.
          04:05 The Problem with Manual Call Review: Why spending hours reviewing calls is inefficient and limits growth.
          09:42 The Brain Behind Objectionly: How Garrett built the company and what he learned along the way.  
          21:31 Building an AI Pricing Model: The realities of AI pricing models and scaling revenue.
          47:20 Believe in Your Business: Garrett’s perspective on belief, discipline, and building.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping...]]>          3336ai-analytics,ai-pricing,ai-sales,business-belief,business-founding,company-scaling,finance-strategy,founder-life,founder-mindset,founder-strategy,marketing-strategy,objectionaly,pricing-models,revenue-growth,revenue-rascals,sales-management,sales-problems,sales-strategy,scaling-business,scaling-revenuefalsefull7 Ways to 7 Figures in Revenue Growth | Thought Leadership with Aurora Winterhttps://www.spreaker.com/episode/7-ways-to-7-figures-in-revenue-growth-thought-leadership-with-aurora-winter--70885953
          Michelle Terpstra sits down with Aurora Winter, serial entrepreneur, author, and founder of Same Page Publishing, to unpack what it really takes to stand out in a world flooded with AI-generated content. Aurora challenges one of the most common assumptions in modern marketing: that more content equals more growth. Instead, she argues that AI hasn’t replaced great marketers—it’s eliminated average ones. The conversation reframes personal branding as a strategic asset rooted in storytelling, positioning, and clarity, not volume.

          Aurora introduces her “movie trailer mindset,” a framework for crafting messaging that captures attention, builds curiosity, and converts audiences into clients. She breaks down the four human superpowers—stories, style, presence, and leadership—and why these elements are becoming more valuable as AI becomes more capable.

          Together, Michelle and Aurora explore how founders can avoid becoming generic, why the middle of the market is disappearing, and how to use books, video, and platforms like YouTube and Amazon to build a true thought leadership engine instead of scattered content. This episode is both a strategic wake-up call and a tactical guide for entrepreneurs ready to move from being “one of many” to becoming a category-defining voice. 

          Chapters
          [Start] AI Didn’t Kill Mediocrity, It Killed Average: Michelle and Aurora introduce the core thesis of the episode and why generic content is now a liability for your brand.
          03:20 The Four Human Superpowers: A breakdown of stories, style, presence, and leadership, and why they outperform AI-generated content.
          15:14 Messaging That Converts: The Movie Trailer Mindset: How to craft positioning that grabs attention, creates curiosity, and drives demand using storytelling principles.
          26:49 From Book to Business: Seven-Figure Thought Leadership: Aurora outlines multiple ways to monetize a book, from premium clients to speaking, certifications, and beyond.
          32:27 Why the Middle of the Market Is Disappearing: A strategic look at why brands must choose between premium positioning or competing with AI-driven commoditization.

          Links & Resources

          Connect with Aurora:
          Think you’re ready to launch as a thought leader? Don’t guess, test it. Head to thoughtleaderlaunch.com and take the free 20-question quiz to find out if your brand is actually ready to scale, or if there’s a weak link holding you back. 

          Turn Words Into Wealth: Blueprint for Your Business, Brand, and Book to Create Multiple Streams of Income & Impact by Aurora Winter

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/70885953Thu, 26 Mar 2026 10:00:03 +0000Michelle TerpstraWhat if the real reason your content isn’t converting isn’t effort, but that it sounds like everyone else’s? Michelle Terpstra sits down with Aurora Winter, serial entrepreneur, author, and founder of Same Page Publishing, to unpack what it really...
          Michelle Terpstra sits down with Aurora Winter, serial entrepreneur, author, and founder of Same Page Publishing, to unpack what it really takes to stand out in a world flooded with AI-generated content. Aurora challenges one of the most common assumptions in modern marketing: that more content equals more growth. Instead, she argues that AI hasn’t replaced great marketers—it’s eliminated average ones. The conversation reframes personal branding as a strategic asset rooted in storytelling, positioning, and clarity, not volume.

          Aurora introduces her “movie trailer mindset,” a framework for crafting messaging that captures attention, builds curiosity, and converts audiences into clients. She breaks down the four human superpowers—stories, style, presence, and leadership—and why these elements are becoming more valuable as AI becomes more capable.

          Together, Michelle and Aurora explore how founders can avoid becoming generic, why the middle of the market is disappearing, and how to use books, video, and platforms like YouTube and Amazon to build a true thought leadership engine instead of scattered content. This episode is both a strategic wake-up call and a tactical guide for entrepreneurs ready to move from being “one of many” to becoming a category-defining voice. 

          Chapters
          [Start] AI Didn’t Kill Mediocrity, It Killed Average: Michelle and Aurora introduce the core thesis of the episode and why generic content is now a liability for your brand.
          03:20 The Four Human Superpowers: A breakdown of stories, style, presence, and leadership, and why they outperform AI-generated content.
          15:14 Messaging That Converts: The Movie Trailer Mindset: How to craft positioning that grabs attention, creates curiosity, and drives demand using storytelling principles.
          26:49 From Book to Business: Seven-Figure Thought Leadership: Aurora outlines multiple ways to monetize a book, from premium clients to speaking, certifications, and beyond.
          32:27 Why the Middle of the Market Is Disappearing: A strategic look at why brands must choose between premium positioning or competing with AI-driven commoditization.

          Links & Resources

          Connect with Aurora:
          Think you’re ready to launch as a thought leader? Don’t guess, test it. Head to thoughtleaderlaunch.com and take the free 20-question quiz to find out if your brand is actually ready to scale, or if there’s a weak link holding you back. 

          Turn Words Into Wealth: Blueprint for Your Business, Brand, and Book to Create Multiple Streams of Income & Impact by Aurora Winter

          Lean Sales Team Buildout
          Ready to build a sales team that...]]>          3349falsefull          4 Sales Mistakes and How to Avoid Them | Building a Sales Team with John Dinkelhttps://www.spreaker.com/episode/4-sales-mistakes-and-how-to-avoid-them-building-a-sales-team-with-john-dinkel--70727161
          Michelle Terpstra sits down with John Dinkel, the founder of LaunchPod Media, to break down what it actually takes to grow a business. John opens up about the mistakes he made while trying to step out of founder-led sales and the lessons he learned (good and bad) while trying to hire and scale his sales team.

          Michelle and John discuss the patterns that lead to these failures, and everything you need to know to avoid making them yourself—including how to hire the right people, build repeatable sales systems, and set clear expectations in your company. Michelle outlines the framework for building the correct foundation and avoiding pitfalls along the way.

          This episode is part one of a two-part series. Part two will premiere in a few months after Michelle has helped LaunchPod reach their sales and revenue goals…so stay tuned.

          Chapters
          [Start] Introducing John: Michelle introduces John Dinkel, and he shares a little bit about himself.
          06:47 Building LaunchPod Media: How local networking and partnerships helped grow LaunchPod Media into a thriving business.
          17:08 Sales Season 1: Exploring John’s first “sales seasons” and the pitfalls he experienced.
          24:26 Sales Season 2: Lessons from John’s second “sales season”, where he dealt with company overcompensation.
          32:22 Sales Season 3: John’s third “sales season”, which he considers to be his hardest one yet.
          40:25 Sales Season 4: The fourth “sales season”, where John learned the importance of customer relationships.
          50:53 Coming in Part Two: Michelle teases what to expect in the next part of this conversation with John.

          Links & Resources

          Want to Start Your Podcast?
          Schedule a call and mention Revenue Rascals for a free consultation on your podcast: https://www.launchpod.media/contact

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/70727161Thu, 19 Mar 2026 10:00:02 +0000Michelle TerpstraIf you want to leave founder-led sales, here’s everything you need to know to build a successful sales team and avoid pitfalls along the way. Michelle Terpstra sits down with John Dinkel, the founder of LaunchPod Media, to break down what it actually...
          Michelle Terpstra sits down with John Dinkel, the founder of LaunchPod Media, to break down what it actually takes to grow a business. John opens up about the mistakes he made while trying to step out of founder-led sales and the lessons he learned (good and bad) while trying to hire and scale his sales team.

          Michelle and John discuss the patterns that lead to these failures, and everything you need to know to avoid making them yourself—including how to hire the right people, build repeatable sales systems, and set clear expectations in your company. Michelle outlines the framework for building the correct foundation and avoiding pitfalls along the way.

          This episode is part one of a two-part series. Part two will premiere in a few months after Michelle has helped LaunchPod reach their sales and revenue goals…so stay tuned.

          Chapters
          [Start] Introducing John: Michelle introduces John Dinkel, and he shares a little bit about himself.
          06:47 Building LaunchPod Media: How local networking and partnerships helped grow LaunchPod Media into a thriving business.
          17:08 Sales Season 1: Exploring John’s first “sales seasons” and the pitfalls he experienced.
          24:26 Sales Season 2: Lessons from John’s second “sales season”, where he dealt with company overcompensation.
          32:22 Sales Season 3: John’s third “sales season”, which he considers to be his hardest one yet.
          40:25 Sales Season 4: The fourth “sales season”, where John learned the importance of customer relationships.
          50:53 Coming in Part Two: Michelle teases what to expect in the next part of this conversation with John.

          Links & Resources

          Want to Start Your Podcast?
          Schedule a call and mention Revenue Rascals for a free consultation on your podcast: https://www.launchpod.media/contact

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: full          The Science of Selling | How Your Nervous System Impacts Every Sales Callhttps://www.spreaker.com/episode/the-science-of-selling-how-your-nervous-system-impacts-every-sales-call--70676208
          Drawing on neuroscience and performance psychology, Michelle explores what actually happens in the body during high-stakes sales conversations. Elevated cortisol levels, fight-or-flight responses, and cognitive overload can subtly shape a seller’s tone, pacing, and decision-making in ways prospects immediately perceive. Instead of focusing only on scripts and frameworks, this episode reframes sales success as a state-management skill.

          Michelle explains how regulated sellers create psychological safety for prospects—an essential prerequisite for any buying decision. She also shares a simple pre-call regulation protocol that helps sellers show up grounded, focused, and ready to lead the conversation. The result is not only better discovery and objection handling, but also more authentic and confident sales interactions overall.

          Chapters
          [Start] The First 60 Seconds of a Sales Call: Michelle explains how nervous system regulation, not scripts or decks, often determines whether a sales conversation succeeds.
          05:57 The Neuroscience Behind Sales Performance: A look at how cortisol, the amygdala, and fight-or-flight responses influence listening, decision-making, and emotional presence during calls.
          07:20 What Dysregulated Sellers Sound Like: Common signals that a seller is operating from stress rather than presence, including rushed pacing, filler language, and reactive listening.
          09:52 The Pre-Call Regulation Protocol: Michelle introduces a practical five-step system for regulating your nervous system before high-stakes sales conversations.
          13:20 Coaching Regulation on Sales Teams: Advice for leaders on how to coach state management without attacking confidence or personality.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at           revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:


          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/70676208Tue, 17 Mar 2026 10:00:04 +0000Michelle TerpstraIn this episode, Michelle Terpstra breaks down a hidden factor influencing sales performance that most training programs overlook: your nervous system. After reviewing hundreds of sales calls, Michelle explains how she can often predict the outcome of...
          Drawing on neuroscience and performance psychology, Michelle explores what actually happens in the body during high-stakes sales conversations. Elevated cortisol levels, fight-or-flight responses, and cognitive overload can subtly shape a seller’s tone, pacing, and decision-making in ways prospects immediately perceive. Instead of focusing only on scripts and frameworks, this episode reframes sales success as a state-management skill.

          Michelle explains how regulated sellers create psychological safety for prospects—an essential prerequisite for any buying decision. She also shares a simple pre-call regulation protocol that helps sellers show up grounded, focused, and ready to lead the conversation. The result is not only better discovery and objection handling, but also more authentic and confident sales interactions overall.

          Chapters
          [Start] The First 60 Seconds of a Sales Call: Michelle explains how nervous system regulation, not scripts or decks, often determines whether a sales conversation succeeds.
          05:57 The Neuroscience Behind Sales Performance: A look at how cortisol, the amygdala, and fight-or-flight responses influence listening, decision-making, and emotional presence during calls.
          07:20 What Dysregulated Sellers Sound Like: Common signals that a seller is operating from stress rather than presence, including rushed pacing, filler language, and reactive listening.
          09:52 The Pre-Call Regulation Protocol: Michelle introduces a practical five-step system for regulating your nervous system before high-stakes sales conversations.
          13:20 Coaching Regulation on Sales Teams: Advice for leaders on how to coach state management without attacking confidence or personality.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers!...]]>          1563amygdala,box-breathing,buyer-psychology,closing-deals,cortisol,decision-making,discovery-questions,emotional-regulation,enterprise-sales,fight-or-flight,high-ticket-sales,listening-skills,nervous-system,objection-handling,pre-call-ritual,sales-calls,sales-coaching,sales-performance,sales-presence,stress-managementfalsefullThe Sales System Every Founder Needs | How to Build Sustainable Revenue with Megan Halehttps://www.spreaker.com/episode/the-sales-system-every-founder-needs-how-to-build-sustainable-revenue-with-megan-hale--70598401
          Megan also shares her story behind creating Dream Money and the framework that helped shape her work. Revenue growth rarely happens by luck. It comes from having systems in place that guide you toward intentional growth. Michelle and Megan both share the risks that come with the mindset of “investing more to earn more” and what actually will work for you in the long run. Remember, you want to build a business that can support both profitability and personal sustainability. This episode will give you the framework you need to make that happen.

          Chapters
          [Start] From Therapist to Founder: Megan shares her background and challenges that led to the creation of the Dream Money framework.
          07:53 Solving Financial Instability: Exploring the common misconception that selling more will solve your financial problems.
          18:42 The Dream Money Platform: A look at the Dream Money dashboard and how it helps founders track revenue progress.
          26:44 Smarter Business Decisions: The three financial seasons founders experience and how they affect profit and investment decisions.
          33:06 Building the Dream Money Business: Megan’s story behind building a business plan and how she achieved the necessary funding to make it happen.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:

          Today’s Sponsors: 
          INDEStove
          Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

          Jason Markk
          Get 25% off with promo code: REVENUERASCALS

          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

          Michelle Terpstra's Privacy Policy]]>          https://api.spreaker.com/episode/70598401Thu, 12 Mar 2026 10:00:02 +0000Michelle TerpstraMichelle Terpstra is joined by Megan Hale, founder of Dream Money, to talk about what entrepreneurs need to really build sustainable revenue. Together, they explore one of the most overlooked elements of business growth: financial clarity. Most...
          Megan also shares her story behind creating Dream Money and the framework that helped shape her work. Revenue growth rarely happens by luck. It comes from having systems in place that guide you toward intentional growth. Michelle and Megan both share the risks that come with the mindset of “investing more to earn more” and what actually will work for you in the long run. Remember, you want to build a business that can support both profitability and personal sustainability. This episode will give you the framework you need to make that happen.

          Chapters
          [Start] From Therapist to Founder: Megan shares her background and challenges that led to the creation of the Dream Money framework.
          07:53 Solving Financial Instability: Exploring the common misconception that selling more will solve your financial problems.
          18:42 The Dream Money Platform: A look at the Dream Money dashboard and how it helps founders track revenue progress.
          26:44 Smarter Business Decisions: The three financial seasons founders experience and how they affect profit and investment decisions.
          33:06 Building the Dream Money Business: Megan’s story behind building a business plan and how she achieved the necessary funding to make it happen.

          Links & Resources

          Lean Sales Team Buildout
          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

          The Local Guild
          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

          Objectionly 14-Day Free Trial
          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

          Go High Level 30-Day Free Trial
          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

          Connect with Michelle:
          • LinkedIn
          • Instagram
          • 3000budget-growth,business-consulting,cash-flow,decisions,entrepreneurship-mindset,finance-growth,financial-coaching,founder-clarity,leadership-,profitable-margins,revenue-compounding,revenue-forecasting,revenue-growth-tips,revenue-rascls,revenue-strategy,saas,sales-strategy,scaling-strategy,software-systems,startup-growthfalsefullSales Strategy Fix for Founder Burnout | Why Most Founders Struggle to Reach Their First $1Mhttps://www.spreaker.com/episode/sales-strategy-fix-for-founder-burnout-why-most-founders-struggle-to-reach-their-first-1m--70561429
            Michelle walks listeners through patterns she consistently sees in founders trying to reach their first $1M in annual recurring revenue. From constant offer pivots and unstable acquisition channels to vague positioning and unvalidated offers, the episode reveals how strategic confusion leads directly to exhaustion. Instead of pushing harder, Michelle explains how simplifying your GTM strategy can reduce cognitive overload, restore focus, and allow growth to compound rather than a reset every few months. 

            Chapters
            [Start] Burnout Isn’t a Grit Problem: Michelle shares her personal burnout experience and explains why most founder exhaustion stems from unclear strategy rather than lack of discipline.
            05:10 The Hidden Chaos of Sub-$1M Businesses: Why founders chasing their first million often fall into constant offer pivots, unstable channels, and vague messaging.
            13:41 The Real Drivers of Founder Burnout: Research from leadership and executive studies highlights how cognitive overload, shifting strategy, and unclear priorities lead to decision fatigue.
            20:42 Flipping the High-Performance Model: Michelle introduces her alternative framework that prioritizes daily autonomy, boundaries, and sustainable performance over hustle cycles.
            25:01 The 90-Day GTM Focus Filter: A practical framework for simplifying your go-to-market strategy: one ICP, one offer, one acquisition channel, one conversion mechanism, and one success metric.

            Links & Resources

            Lean Sales Team Buildout
            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

            The Local Guild
            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

            Objectionly 14-Day Free Trial
            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

            Go High Level 30-Day Free Trial
            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

            Connect with Michelle:
            Today’s Sponsors: 
            INDEStove
            Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

            Jason Markk
            Get 25% off with promo code: REVENUERASCALS

            Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

            Michelle Terpstra's Privacy Policy]]>            https://api.spreaker.com/episode/70561429Tue, 10 Mar 2026 10:00:03 +0000Michelle TerpstraMichelle Terpstra tackles a topic most founders experience but rarely talk about honestly: burnout. Drawing from her own experience after hitting a breaking point while building her company and moving her family across the country, Michelle reframes...
            Michelle walks listeners through patterns she consistently sees in founders trying to reach their first $1M in annual recurring revenue. From constant offer pivots and unstable acquisition channels to vague positioning and unvalidated offers, the episode reveals how strategic confusion leads directly to exhaustion. Instead of pushing harder, Michelle explains how simplifying your GTM strategy can reduce cognitive overload, restore focus, and allow growth to compound rather than a reset every few months. 

            Chapters
            [Start] Burnout Isn’t a Grit Problem: Michelle shares her personal burnout experience and explains why most founder exhaustion stems from unclear strategy rather than lack of discipline.
            05:10 The Hidden Chaos of Sub-$1M Businesses: Why founders chasing their first million often fall into constant offer pivots, unstable channels, and vague messaging.
            13:41 The Real Drivers of Founder Burnout: Research from leadership and executive studies highlights how cognitive overload, shifting strategy, and unclear priorities lead to decision fatigue.
            20:42 Flipping the High-Performance Model: Michelle introduces her alternative framework that prioritizes daily autonomy, boundaries, and sustainable performance over hustle cycles.
            25:01 The 90-Day GTM Focus Filter: A practical framework for simplifying your go-to-market strategy: one ICP, one offer, one acquisition channel, one conversion mechanism, and one success metric.

            Links & Resources

            Lean Sales Team Buildout
            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

            The Local Guild
            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

            Objectionly 14-Day Free Trial
            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

            Go High Level 30-Day Free Trial
            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

            Connect with Michelle:
            • LinkedIn
            • 2412acquisition-channels,business-focus,channel-focus,cognitive-overload,conversion-mechanism,decision-fatigue,entrepreneur-boundaries,first-million,founder-burnout,founder-clarity,founder-productivity,go-to-market-strategy,gtm-framework,high-performance-model,icp-clarity,nervous-system-regulation,offer-validation,positioning-strategy,revenue-compounding,startup-growthfalsefull6 Fixes to Win and Keep Customers with Rion Westfall | Stop Losing Customers Before You Starthttps://www.spreaker.com/episode/6-fixes-to-win-and-keep-customers-with-rion-westfall-stop-losing-customers-before-you-start--70472100
              To help companies recognize and improve their revenue patterns, Rion introduces his six-step framework designed to help address problems companies might not even know they have. He shows where revenue leaks can occur and how to stop them before you scale. Michelle and Rion break down a customer roadmap that explains every stage of the customer journey, helping revenue leaders to understand how to better accelerate growth. 

              Chapters
              [Start] Hunting Revenue Patterns: Michelle introduces Rion as they explore revenue patterns and why many businesses unknowingly fail themselves.
              06:19 The Most Important Question: A question that every company needs to answer clearly to provide clarity amongst sales chaos.
              15:59 The Customer Roadmap Framework: Rion’s structured approach to the customer journey and identifying revenue leaks.
              28:59 Six Fixes to Win Customers: Six key stages every business must optimize in order to win over and keep their customers.
              57:05 Rion Westfall’s Offer: Rion’s advice to revenue leaders, as well as a special offer from his work.

              Links & Resources

              Own Your Revenue
              SMBs often can’t tell which revenue levers will actually create 2x or 5x growth with healthy margins, so they end up scaling chaos instead of profits. Rion helps leaders identify the revenue patterns that move the needle so companies can reach 7–8 figure growth without destroying margins.

              For leaders who want to see exactly what that kind of growth could look like before committing, schedule a call to validate whether the Own Your Revenue process is a fit.
              537bd.com 


              Connect with Rion Westfall:
              Lean Sales Team Buildout
              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

              The Local Guild
              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

              Objectionly 14-Day Free Trial
              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

              Go High Level 30-Day Free Trial
              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

              Connect with Michelle:

              Today’s Sponsors: 
              INDEStove
              Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
              Jason Markk
              Get 25% off with promo code: REVENUERASCALSTags

              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

              Michelle Terpstra's Privacy Policy]]>              https://api.spreaker.com/episode/70472100Thu, 05 Mar 2026 11:00:04 +0000Michelle TerpstraMichelle Terpstra is joined by strategist and systems expert Rion Westfall. With his expertise, the two have a conversation about business revenue patterns and how they can become one of your most powerful tools. Most companies unknowingly sabotage...
              To help companies recognize and improve their revenue patterns, Rion introduces his six-step framework designed to help address problems companies might not even know they have. He shows where revenue leaks can occur and how to stop them before you scale. Michelle and Rion break down a customer roadmap that explains every stage of the customer journey, helping revenue leaders to understand how to better accelerate growth. 

              Chapters
              [Start] Hunting Revenue Patterns: Michelle introduces Rion as they explore revenue patterns and why many businesses unknowingly fail themselves.
              06:19 The Most Important Question: A question that every company needs to answer clearly to provide clarity amongst sales chaos.
              15:59 The Customer Roadmap Framework: Rion’s structured approach to the customer journey and identifying revenue leaks.
              28:59 Six Fixes to Win Customers: Six key stages every business must optimize in order to win over and keep their customers.
              57:05 Rion Westfall’s Offer: Rion’s advice to revenue leaders, as well as a special offer from his work.

              Links & Resources

              Own Your Revenue
              SMBs often can’t tell which revenue levers will actually create 2x or 5x growth with healthy margins, so they end up scaling chaos instead of profits. Rion helps leaders identify the revenue patterns that move the needle so companies can reach 7–8 figure growth without destroying margins.

              For leaders who want to see exactly what that kind of growth could look like before committing, schedule a call to validate whether the Own Your Revenue process is a fit.
              537bd.com 


              Connect with Rion Westfall:
              Lean Sales Team Buildout
              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

              The Local Guild
              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

              Objectionly 14-Day Free Trial
              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

              Go High Level 30-Day Free Trial
              The AI-powered business...]]>              3931accelerated-growth,business-growth,business-strategy,customer-data,customer-retention,customer-satisfaction,guide-to-sales,keep-customers,marketing-strategy,repeat-customers,retention-strategy,revenue-growth,revenue-growth-strategies,revenue-growth-tips,revenue-leaks,revenue-patterns,revenue-strategy,sales-strategies,sales-strategy,six-step-frameworkfalsefull              How to Engineer an Ecosystem That Multiplies Lifetime Value | A Case Study of Clean Simple Eatshttps://www.spreaker.com/episode/how-to-engineer-an-ecosystem-that-multiplies-lifetime-value-a-case-study-of-clean-simple-eats--70402016
              Using publicly available information, Michelle evaluates channel expansion, subscription structure, app integration, retail distribution, and packaging strategy through the lens of lifetime value and ecosystem design. She explores how retail and Amazon customers can be brought into owned channels, how packaging can function as a conversion engine, and why an app should operate as the central control hub of a brand, not an afterthought. The episode also dives into creative expansion opportunities framed within a disciplined prioritization strategy. This is a tactical growth analysis built for revenue leaders who want to think like operators.

              Chapters
              [Start] Why Clean Simple Eats Makes a Powerful Case Study: Michelle explains why she selected the brand and how she evaluates growth opportunities using public domain information.
              03:09 Packaging as a Conversion Engine: How QR codes, quizzes, and subscription personalization could convert retail and Amazon customers into owned ecosystem members.
              13:05 Creative Channel Expansion: Vending & Hospitality: A breakdown of vending machine pilots, hotel and property manager partnerships, gyms, and coworking spaces as high-margin B2B growth levers.
              25:29 Elevating Subscription Into Identity: Why discount-based subscriptions limit retention, and how tiered rewards, app integration, and streak psychology increase lifetime value.
              30:21 The CRO Growth Framework: Michelle outlines her four-part growth framework and explains how to prioritize execution without overwhelming the business.

              Links & Resources

              Lean Sales Team Buildout
              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

              The Local Guild
              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

              Objectionly 14-Day Free Trial
              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

              Go High Level 30-Day Free Trial
              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

              Connect with Michelle:
              Today’s Sponsors: 
              INDEStove
              Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

              Jason Markk
              Get 25% off with promo code: REVENUERASCALS

              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

              Michelle Terpstra's Privacy Policy]]>              https://api.spreaker.com/episode/70402016Tue, 03 Mar 2026 11:00:04 +0000Michelle TerpstraMichelle Terpstra uses Clean Simple Eats as a live case study to break down what happens when a fast-scaling brand builds multiple growth channels, but doesn’t fully integrate them into one cohesive ecosystem. This is not a critique of the company....
              Using publicly available information, Michelle evaluates channel expansion, subscription structure, app integration, retail distribution, and packaging strategy through the lens of lifetime value and ecosystem design. She explores how retail and Amazon customers can be brought into owned channels, how packaging can function as a conversion engine, and why an app should operate as the central control hub of a brand, not an afterthought. The episode also dives into creative expansion opportunities framed within a disciplined prioritization strategy. This is a tactical growth analysis built for revenue leaders who want to think like operators.

              Chapters
              [Start] Why Clean Simple Eats Makes a Powerful Case Study: Michelle explains why she selected the brand and how she evaluates growth opportunities using public domain information.
              03:09 Packaging as a Conversion Engine: How QR codes, quizzes, and subscription personalization could convert retail and Amazon customers into owned ecosystem members.
              13:05 Creative Channel Expansion: Vending & Hospitality: A breakdown of vending machine pilots, hotel and property manager partnerships, gyms, and coworking spaces as high-margin B2B growth levers.
              25:29 Elevating Subscription Into Identity: Why discount-based subscriptions limit retention, and how tiered rewards, app integration, and streak psychology increase lifetime value.
              30:21 The CRO Growth Framework: Michelle outlines her four-part growth framework and explains how to prioritize execution without overwhelming the business.

              Links & Resources

              Lean Sales Team Buildout
              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

              The Local Guild
              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

              Objectionly 14-Day Free Trial
              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

              Go High Level 30-Day Free Trial
              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

              Connect with Michelle:
              • LinkedIn
              • 2208app-integration,b2b-sales,channel-expansion,cro-framework,customer-data,direct-to-consumer,ecosystem-strategy,growth-operator,hospitality-partnerships,lifetime-value,packaging-optimization,personalization,product-quiz,retention-strategy,revenue-leaks,revenue-rascals,shopify-growth,subscription-model,upsell-strategy,vending-machinesfalsefullGrowing from Invisible to Iconic | Building Personal Brands with Shauna Smithhttps://www.spreaker.com/episode/growing-from-invisible-to-iconic-building-personal-brands-with-shauna-smith--70277463
                Shauna introduces her “Invisible to Iconic” framework, outlining everything you need to know about strategies, conversion, and client trust. If you’re a CEO, founder, consultant, or revenue leader, this episode will give you all the tools you need to stand out in any crowded market. Being fully yourself can become your most profitable marketing strategy.

                Chapters
                [Start] Personal Branding and Sales: Shauna introduces her marketing business and her mission to create branding that is iconic and personal.
                10:23 Firing the Client: Learning when to say “no” to clients if they don’t align with your mission or beliefs.
                29:48 The Trust Recession: The importance of human presence in building trust and connection with clients.
                23:29 The Framework: Shauna talks about her framework to help people build their own personalized brands.
                45:31 Confidence and Profitability: How to achieve your personal brand dreams with confidence.

                Links & Resources

                Connect with Shauna Smith:
                Shauna’s Resources: 
                Get Shauna’s Free Branding Planner: https://subscribepage.io/BrandingPlanner

                Join Shauna’s next Friday Masterclass: https://bit.ly/MasterclasswithShauna

                Join Shauna’s free skool community: https://www.skool.com/brand-and-social-media-skool-1848/about?ref=abc44f801f774b5a85cda1850055ab47

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/70277463Thu, 26 Feb 2026 11:00:02 +0000Michelle TerpstraMichelle Terpstra is joined by branding strategist Shauna Smith of Marketing Muse 360 to explore why personal branding is more than a vanity project—it’s a growth strategy. Shauna gives her framework to help you increase sales while staying true to...
                Shauna introduces her “Invisible to Iconic” framework, outlining everything you need to know about strategies, conversion, and client trust. If you’re a CEO, founder, consultant, or revenue leader, this episode will give you all the tools you need to stand out in any crowded market. Being fully yourself can become your most profitable marketing strategy.

                Chapters
                [Start] Personal Branding and Sales: Shauna introduces her marketing business and her mission to create branding that is iconic and personal.
                10:23 Firing the Client: Learning when to say “no” to clients if they don’t align with your mission or beliefs.
                29:48 The Trust Recession: The importance of human presence in building trust and connection with clients.
                23:29 The Framework: Shauna talks about her framework to help people build their own personalized brands.
                45:31 Confidence and Profitability: How to achieve your personal brand dreams with confidence.

                Links & Resources

                Connect with Shauna Smith:
                Shauna’s Resources: 
                Get Shauna’s Free Branding Planner: https://subscribepage.io/BrandingPlanner

                Join Shauna’s next Friday Masterclass: https://bit.ly/MasterclasswithShauna

                Join Shauna’s free skool community: https://www.skool.com/brand-and-social-media-skool-1848/about?ref=abc44f801f774b5a85cda1850055ab47

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives...]]>                3609business-decisions,business-truth,confident-business,confident-sales,entrepreneurship,entrepreneur-strategies,financial-decisions,first-impressions,framework,iconic,life-changes,marketing-strategy,personal-branding,personal-choice,personalized-brands,real-talk,sales-strategies,sales-strategy,shauna-smith,step-by-step-guidefalsefull                How to Leave Your 9-5 and Build a Fractional CRO Firm (Without Blowing Up Your Life)https://www.spreaker.com/episode/how-to-leave-your-9-5-and-build-a-fractional-cro-firm-without-blowing-up-your-life--70243841
                Michelle also lays out the hard truths that no one else wants to tell you, but you need to hear to see profit and success through this transition. No matter what your goals are for building your own flexible lifestyle, this episode is for you. Michelle breaks down what it really takes to transition from being a full-time revenue leader to running a fractional CRO.

                Chapters
                [Start] Not Generic Career Advice: Michelle shares why leaving a nine-to-five revenue role is more than a financial decision.
                04:07 Phase One: How to make sure you are prepared and validated for all the right things in your business plan.
                12:03 Phase Two: Simplified logistics to help make sure you kick your business off the correct (and legal) way.
                22:27 Phase Three: Things you should have saved up to completely leave your nine-to-five.
                34:52 The Coaching Corner: Michelle gives a pep talk about how to be confident in your business decisions.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/70243841Tue, 24 Feb 2026 11:00:02 +0000Michelle TerpstraThe traditional 9-5 grind isn’t for everyone. If you’ve ever thought about leaving the structured work life but don’t know how, Michelle shares a strategic framework to help make your transition even smoother. This isn’t vague  “follow your dreams”...
                Michelle also lays out the hard truths that no one else wants to tell you, but you need to hear to see profit and success through this transition. No matter what your goals are for building your own flexible lifestyle, this episode is for you. Michelle breaks down what it really takes to transition from being a full-time revenue leader to running a fractional CRO.

                Chapters
                [Start] Not Generic Career Advice: Michelle shares why leaving a nine-to-five revenue role is more than a financial decision.
                04:07 Phase One: How to make sure you are prepared and validated for all the right things in your business plan.
                12:03 Phase Two: Simplified logistics to help make sure you kick your business off the correct (and legal) way.
                22:27 Phase Three: Things you should have saved up to completely leave your nine-to-five.
                34:52 The Coaching Corner: Michelle gives a pep talk about how to be confident in your business decisions.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the...]]>                2377business-changes,business-decisions,business-plan,business-truth,entrepreneurship,entrepreneur-strategies,financial-decisions,fractional-cro,fractional-cro-firm,life-changes,marketing-strategy,nine-to-five,personal-choice,real-talk,revenue-growth,revenue-rascals,revenue-retention,sales-strategies,sales-strategy,step-by-step-guidefalsefull                The Risk No One Warned Sellers About | AI Pricing Models with Roee Hartuvhttps://www.spreaker.com/episode/the-risk-no-one-warned-sellers-about-ai-pricing-models-with-roee-hartuv--70142698
                Roee breaks down how AI is reshaping company margins and why hybrid pricing models will be the safest route going forward. This isn’t just theory—it’s a practical strategy rooted in value-based pricing that helps businesses adapt confidently. No matter your role in the company, this episode is the playbook to help you navigate AI integration.

                Chapters
                02:58 AI and Pricing Reset: Michelle introduces Roee, and they dive into the topic of AI pricing models.
                09:05 The Risk Mitigation Strategy: How to balance revenue predictability and usage growth through consumption-based pricing.
                14:21 OpenAI: A breakdown of how OpenAI is helping, or hurting, major companies with their pricing models.
                24:43 Revenue Velocity: Increasing upsell momentum through design packages.
                41:44 The Rascal Move: The importance of momentum and iteration to elevate your pricing strategy.

                Links & Resources

                Navigate B2B SaaS Pricing: https://www.willingnesstopay.com/

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/70142698Thu, 19 Feb 2026 11:00:02 +0000Michelle TerpstraIn this episode, Michelle is joined by Roee Hartuv for a conversation on AI pricing models and how to stay profitable as margins face new pressure. As AI continues to disrupt traditional revenue structures, comfortable pricing models are no longer...
                Roee breaks down how AI is reshaping company margins and why hybrid pricing models will be the safest route going forward. This isn’t just theory—it’s a practical strategy rooted in value-based pricing that helps businesses adapt confidently. No matter your role in the company, this episode is the playbook to help you navigate AI integration.

                Chapters
                02:58 AI and Pricing Reset: Michelle introduces Roee, and they dive into the topic of AI pricing models.
                09:05 The Risk Mitigation Strategy: How to balance revenue predictability and usage growth through consumption-based pricing.
                14:21 OpenAI: A breakdown of how OpenAI is helping, or hurting, major companies with their pricing models.
                24:43 Revenue Velocity: Increasing upsell momentum through design packages.
                41:44 The Rascal Move: The importance of momentum and iteration to elevate your pricing strategy.

                Links & Resources

                Navigate B2B SaaS Pricing: https://www.willingnesstopay.com/

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                2733ai,business-sales-strategies,consumption-trends,contracts,enterprise,entrepreneur-strategies,go-to-market,hybrid,margins,price-packaging,profitability,retention-strategy,revenue,revenue-growth,revenue-marketing,revenue-strategy,saas,sales-strategy,upsell,velocityfalsefull                Stuck as a Consultant? | How to Step Into a Fractional CRO Rolehttps://www.spreaker.com/episode/stuck-as-a-consultant-how-to-step-into-a-fractional-cro-role--70075891
                If you’re consistently pulled into bigger conversations like pricing, go-to-market, team structure, revenue priorities, but you’re still being scoped like a specialist, this episode puts language to what you’re already doing and shows you how to step into the role with clarity. The difference isn’t the work. It’s the level of responsibility attached to it.

                Michelle defines what a fractional CRO actually is (and what it’s not), explains why demand is exploding in companies under $50M, and breaks down the myths that keep talented operators stuck in “consultant mode.” From authority and accountability to engagement models and pricing, she lays out what makes this role executive-level—without requiring full-time employment. 

                Chapters
                [Start] Scoped Like a Specialist: Why high-level operators get trapped in “executor” positioning, and how to spot it fast.
                01:22 What a Fractional CRO Really Is: The definition, the misconceptions, and why “fractional” doesn’t mean junior.
                04:52 Why Demand Is Exploding Under $50M: Complexity is rising faster than leadership and misalignment is expensive.
                06:03 Michelle’s Real Career Path: How she moved from consultant work into fractional CRO responsibility.
                15:51 The 4 Moves That Create the Shift: Thought leadership, productizing to a niche, upgrading clients, and building proof.
                37:58 Coaching Corner—Are You Ready?: The questions that reveal whether you’re built for CRO-level responsibility.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors:
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/70075891Tue, 17 Feb 2026 11:00:02 +0000Michelle TerpstraMichelle Terpstra delivers a no-fluff breakdown of the fractional CRO role, and why so many high-performing consultants feel mispositioned, under-leveraged, and capped even while they’re driving executive-level outcomes.  If you’re consistently...
                If you’re consistently pulled into bigger conversations like pricing, go-to-market, team structure, revenue priorities, but you’re still being scoped like a specialist, this episode puts language to what you’re already doing and shows you how to step into the role with clarity. The difference isn’t the work. It’s the level of responsibility attached to it.

                Michelle defines what a fractional CRO actually is (and what it’s not), explains why demand is exploding in companies under $50M, and breaks down the myths that keep talented operators stuck in “consultant mode.” From authority and accountability to engagement models and pricing, she lays out what makes this role executive-level—without requiring full-time employment. 

                Chapters
                [Start] Scoped Like a Specialist: Why high-level operators get trapped in “executor” positioning, and how to spot it fast.
                01:22 What a Fractional CRO Really Is: The definition, the misconceptions, and why “fractional” doesn’t mean junior.
                04:52 Why Demand Is Exploding Under $50M: Complexity is rising faster than leadership and misalignment is expensive.
                06:03 Michelle’s Real Career Path: How she moved from consultant work into fractional CRO responsibility.
                15:51 The 4 Moves That Create the Shift: Thought leadership, productizing to a niche, upgrading clients, and building proof.
                37:58 Coaching Corner—Are You Ready?: The questions that reveal whether you’re built for CRO-level responsibility.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s...]]>                2862aligned-offers,audience-alignment,authentic-marketing,brand-messaging,brand-strategy,business-boundaries,business-clarity,conscious-marketing,creative-entrepreneur,decision-making,entrepreneur-mindset,founder-life,leadership-mindset,membership-model,personal-brand,pivoting,recurring-revenue,revenue-rascals,sustainable-growth,values-alignmentfalsefull                Every Yes Drives a No | Building a Business that Aligns with Your Values with Ashlee Sanghttps://www.spreaker.com/episode/every-yes-drives-a-no-building-a-business-that-aligns-with-your-values-with-ashlee-sang--69942211
                Ashlee shares how her work has evolved from traditional marketing and messaging support into guiding entrepreneurs through conscious decision making. They cover capacity, seasons of life, and the myth of a single “right” way to scale, and explore conscious marketing, aligned offers, and how clarity makes strategy simpler. Michelle and Ashlee go on to share practical ways to build recurring revenue through memberships and messaging that reflects the leader you want to become. This episode offers both reflection and tactical insight for entrepreneurs navigating growth, pivots, and the everyday decisions that define a brand.

                Chapters
                [Start] Every Yes Creates a No: Michelle introduces the core theme of the episode and why aligned decision making matters more than growth at all costs.
                05:09 Capacity, Seasons, and Redefining Success: Ashlee and Michelle discuss how life stage and personal values shape the size and structure of a business.
                15:03 Values-Aligned Decision Making in Practice: Ashlee breaks down her framework for establishing, defining, and applying values to daily business decisions.
                22:20 What Conscious Marketing Actually Means: A deep dive into thoughtful marketing, audience alignment, and attracting the right people while repelling the wrong ones.
                31:36 Building Recurring Revenue with Alignment: Ashlee shares how she turned her newsletter into a subscription model that fits her life, capacity, and long-term vision.

                Links & Resources

                Connect with Ashlee Sang: 
                Conscious Marketing, Curated: https://www.ashleesang.com/curated
                Get 1 month free with promo code: Rascals

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors:
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/69942211Thu, 12 Feb 2026 11:00:02 +0000Michelle TerpstraMichelle Terpstra sits down with Ashlee Sang, messaging strategist and founder of Ashlee Sang Consulting, for a candid conversation about the decisions that shape a business and a life. Inspired by the idea that every yes inherently creates a no, they...
                Ashlee shares how her work has evolved from traditional marketing and messaging support into guiding entrepreneurs through conscious decision making. They cover capacity, seasons of life, and the myth of a single “right” way to scale, and explore conscious marketing, aligned offers, and how clarity makes strategy simpler. Michelle and Ashlee go on to share practical ways to build recurring revenue through memberships and messaging that reflects the leader you want to become. This episode offers both reflection and tactical insight for entrepreneurs navigating growth, pivots, and the everyday decisions that define a brand.

                Chapters
                [Start] Every Yes Creates a No: Michelle introduces the core theme of the episode and why aligned decision making matters more than growth at all costs.
                05:09 Capacity, Seasons, and Redefining Success: Ashlee and Michelle discuss how life stage and personal values shape the size and structure of a business.
                15:03 Values-Aligned Decision Making in Practice: Ashlee breaks down her framework for establishing, defining, and applying values to daily business decisions.
                22:20 What Conscious Marketing Actually Means: A deep dive into thoughtful marketing, audience alignment, and attracting the right people while repelling the wrong ones.
                31:36 Building Recurring Revenue with Alignment: Ashlee shares how she turned her newsletter into a subscription model that fits her life, capacity, and long-term vision.

                Links & Resources

                Connect with Ashlee Sang: 
                Conscious Marketing, Curated: https://www.ashleesang.com/curated
                Get 1 month free with promo code: Rascals

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now:                 2982aligned-offers,audience-alignment,authentic-marketing,brand-messaging,brand-strategy,business-boundaries,business-clarity,conscious-marketing,creative-entrepreneur,decision-making,entrepreneur-mindset,founder-life,leadership-mindset,membership-model,personal-brand,pivoting,recurring-revenue,small-business-growth,sustainable-growth,values-alignmentfalsefull                Why Most Follow-Ups Fail and How To Fix Ithttps://www.spreaker.com/episode/why-most-follow-ups-fail-and-how-to-fix-it--69942189
                Michelle introduces a follow-up decision tree to help leaders match their communication style to the buyer’s stage. She emphasizes that clarity and relevance are more important than tactics and highlights the importance of personalized selling. Michelle offers a strategic blueprint for closing more sales while strengthening your brand.

                Chapters
                [Start] Why Follow-Up Fails: Michelle introduces the concept of decision-based follow-up to fix failures.
                09:46 The Three Elements of Strong Follow-Up: Three steps to follow for a good follow-up that lead toward a clear next step.
                19:37 Path One – Getting the Meeting: Moving prospects from interest to conversation.
                24:57 Path Two – Post-Sales Call Execution: How micro commitments anchor follow-ups to prevent deals from stalling.
                31:17 Path Three – Long-Term Nurture: Staying relevant with prospects without damaging the relationship.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/69942189Tue, 10 Feb 2026 11:00:04 +0000Michelle TerpstraMichelle breaks down why most follow-up strategies fail. She reframes follow-up as leadership, shifting focus from stressing over sales to supporting a prospect’s decision-making process. When done correctly, follow-up builds trust and creates...
                Michelle introduces a follow-up decision tree to help leaders match their communication style to the buyer’s stage. She emphasizes that clarity and relevance are more important than tactics and highlights the importance of personalized selling. Michelle offers a strategic blueprint for closing more sales while strengthening your brand.

                Chapters
                [Start] Why Follow-Up Fails: Michelle introduces the concept of decision-based follow-up to fix failures.
                09:46 The Three Elements of Strong Follow-Up: Three steps to follow for a good follow-up that lead toward a clear next step.
                19:37 Path One – Getting the Meeting: Moving prospects from interest to conversation.
                24:57 Path Two – Post-Sales Call Execution: How micro commitments anchor follow-ups to prevent deals from stalling.
                31:17 Path Three – Long-Term Nurture: Staying relevant with prospects without damaging the relationship.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                full                The Leads You’re Missing | Finding Clients with Jennifer Fryehttps://www.spreaker.com/episode/the-leads-you-re-missing-finding-clients-with-jennifer-frye--69799686
                Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.

                Chapters
                [Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
                07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
                12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
                15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
                20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.

                Links & Resources

                Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
                Appreciated Assets Lead Finder

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69799686Thu, 05 Feb 2026 11:00:02 +0000Michelle TerpstraMichelle Terpstra sits down with Jennifer Frye, founder of Appreciated Assets, to break down one of the most misunderstood parts of building revenue: lead generation. If finding clients has started to feel exhausting, overwhelming, or harder than it...
                Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.

                Chapters
                [Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
                07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
                12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
                15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
                20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.

                Links & Resources

                Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
                Appreciated Assets Lead Finder

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now:                 2949business-growth,consulting,conversion,entrepreneurship,events,intent-data,lead-gen,lead-generation,networking,outreach,pipeline,referrals,relationships,revenue,revenue-marketing,revenue-strategy,sales,social-selling,strategy,warm-leadsfalsefullDon’t Make it Weird | Turning Friendly Conversations Into Revenuehttps://www.spreaker.com/episode/don-t-make-it-weird-turning-friendly-conversations-into-revenue--69755342
                Michelle also gives real examples of successful revenue leaders and what they do to increase sales with people they already know. No matter how established you may be, her advice can help at any stage in the process. Everyone has relationships of some kind, but it takes careful skill to know how to identify when a relationship offers a sales opportunity.

                Chapters
                [Start] Introduction: Michelle introduces the idea of learning to open up about business and sales during conversations.
                05:55 Relationships into Sales: How to turn your relationships into sales opportunities without feeling unnatural or awkward about it.
                13:01 Tips and Tricks: Some helpful tips to navigate conversations with people you already have relationships with.
                18:38 Learning from Successful Leaders: A few things that successful revenue leaders do, and don’t do, to make relationships grow.
                28:14 The Coaching Corner: Michelle answers listener questions about business, revenue, and overall growth.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/69755342Tue, 03 Feb 2026 11:00:08 +0000Michelle TerpstraHost Michelle unpacks what it takes to turn your existing relationships into sales opportunities, without risking the relationship itself. She shares her playbook of tips and tricks to help you learn how to share your sales pitch in a natural way...
                Michelle also gives real examples of successful revenue leaders and what they do to increase sales with people they already know. No matter how established you may be, her advice can help at any stage in the process. Everyone has relationships of some kind, but it takes careful skill to know how to identify when a relationship offers a sales opportunity.

                Chapters
                [Start] Introduction: Michelle introduces the idea of learning to open up about business and sales during conversations.
                05:55 Relationships into Sales: How to turn your relationships into sales opportunities without feeling unnatural or awkward about it.
                13:01 Tips and Tricks: Some helpful tips to navigate conversations with people you already have relationships with.
                18:38 Learning from Successful Leaders: A few things that successful revenue leaders do, and don’t do, to make relationships grow.
                28:14 The Coaching Corner: Michelle answers listener questions about business, revenue, and overall growth.

                Links & Resources

                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                2050building-revenue,business-growth,business-relationships,communication,conversation,entrepreneurship,leaders,leadership,marketing-strategy,natural-conversations,revenue-advice,revenue-growth,revenue-leads,revenue-marketing,revenue-rascals,revenue-strategy,sales-conversion,sales-strategy,sales-thought-leadership,women-in-salesfalsefull                How to Build a Balanced Marketing Strategy | The Marketing Diet with Travis Isaacsonhttps://www.spreaker.com/episode/how-to-build-a-balanced-marketing-strategy-the-marketing-diet-with-travis-isaacson--69660097
                Together, they break down the four stages of sustainable marketing success: setting the table, fishing, hunting, and farming. From fixing broken messaging and brand alignment to testing paid channels, integrating sales and marketing, and building long-term trust through farming strategies like SEO and customer experience, this conversation offers clarity for founders who feel overwhelmed, frustrated, or burned by past marketing efforts. 

                Chapters
                [Start] The Marketing Diet Explained: Why most businesses overspend on the wrong marketing and how the four-stage framework creates clarity.
                06:45 Setting the Table: Brand, messaging, and positioning—why misalignment here breaks everything downstream.
                18:58 Fishing vs. Hunting: Paid advertising versus sales outreach, and how testing, timing, and messaging actually work.
                24:21 Creative Hunting Strategies: How sales and marketing can work together, plus Michelle’s real-world trade show play that actually converts.
                32:47 Farming for Long-Term Growth: SEO, renewals, expansions, and why farming is an act of faith that pays off over time.
                43:22 Firing Yourself (The Rascal Way): Travis shares why he’s fired himself four times, and why alignment matters more than growth at all costs.

                Links & Resources

                Connect with Travis Isaacson:
                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                Today’s Sponsors: 
                INDEStove
                Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                Jason Markk
                Get 25% off with promo code: REVENUERASCALS

                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                Michelle Terpstra's Privacy Policy]]>                https://api.spreaker.com/episode/69660097Thu, 29 Jan 2026 11:00:11 +0000Michelle TerpstraMichelle Terpstra sits down with fractional Chief Marketing Officer Travis Isaacson to unpack why so many businesses waste money on marketing that was never right for them in the first place. Travis introduces his “Marketing Diet” framework, a...
                Together, they break down the four stages of sustainable marketing success: setting the table, fishing, hunting, and farming. From fixing broken messaging and brand alignment to testing paid channels, integrating sales and marketing, and building long-term trust through farming strategies like SEO and customer experience, this conversation offers clarity for founders who feel overwhelmed, frustrated, or burned by past marketing efforts. 

                Chapters
                [Start] The Marketing Diet Explained: Why most businesses overspend on the wrong marketing and how the four-stage framework creates clarity.
                06:45 Setting the Table: Brand, messaging, and positioning—why misalignment here breaks everything downstream.
                18:58 Fishing vs. Hunting: Paid advertising versus sales outreach, and how testing, timing, and messaging actually work.
                24:21 Creative Hunting Strategies: How sales and marketing can work together, plus Michelle’s real-world trade show play that actually converts.
                32:47 Farming for Long-Term Growth: SEO, renewals, expansions, and why farming is an act of faith that pays off over time.
                43:22 Firing Yourself (The Rascal Way): Travis shares why he’s fired himself four times, and why alignment matters more than growth at all costs.

                Links & Resources

                Connect with Travis Isaacson:
                Lean Sales Team Buildout
                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                The Local Guild
                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                Objectionly 14-Day Free Trial
                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                Go High Level 30-Day Free Trial
                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                Connect with Michelle:
                • 3239b2b-marketing,branding,customer-journey,demand-generation,entrepreneurship,fractional-cmo,fractional-consulting,growth-strategy,leadership,lead-generation,marketing-strategy,paid-media,positioning,revenue-marketing,revenue-rascals,sales-alignment,seo,small-business,sustainability,testingfalsefullYou Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Rolehttps://www.spreaker.com/episode/you-didn-t-hire-the-wrong-rep-you-designed-the-wrong-sales-role--69614985
                  She introduces a practical framework for building a “founding hybrid account executive” role: someone who can generate pipeline, run sales conversations, and close deals in scaling companies. Michelle breaks down quotas and talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.

                  Chapters
                  [Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
                  06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
                  26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
                  33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at                   revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69614985Tue, 27 Jan 2026 11:00:09 +0000Michelle TerpstraMichelle Terpstra challenges one of the most common assumptions in sales: that a struggling sales team means you hired the wrong person. Instead, she views failure as a role-design problem, not a talent problem. Michelle walks listeners through why...
                  She introduces a practical framework for building a “founding hybrid account executive” role: someone who can generate pipeline, run sales conversations, and close deals in scaling companies. Michelle breaks down quotas and talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.

                  Chapters
                  [Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
                  06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
                  26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
                  33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  2291accountability,closing,compensation,enablement,execution,executive-growth,founders,growth,hiring,leadership,pipeline,productivity,quotas,revenue,revenue-marketing,revenue-rascals,roles,sales,scaling,workplace-culturefalsefullThe Hidden Cost of Being a High Performer | Managing Emotions in the Workplace with Chris Yadonhttps://www.spreaker.com/episode/the-hidden-cost-of-being-a-high-performer-managing-emotions-in-the-workplace-with-chris-yadon--69542162
                  Chris explains why discomfort isn’t the same as toxicity, how psychological safety can exist without turning work into therapy, and why many top performers tie their identity to output at the expense of connection. This conversation offers practical guidance for leaders who want stronger teams, healthier cultures, and sustainable performance.

                  Chapters
                  [Start] Emotions Are Already at Work: Why emotional avoidance doesn’t eliminate emotions, it just drives isolation and burnout.
                  06:58 Discomfort vs. Toxicity: How avoiding “hard” emotions weakens teams and fuels disconnection.
                  12:21 Psychological Safety Without Therapy: What leaders should hold space for—and where the line actually is.
                  18:54 High Performers and Emotional Numbing: Why hyperproductivity is often a coping mechanism, not a superpower.
                  25:41 Fear, Identity, and the Cost of Never Slowing Down: How fear of breaking keeps high performers stuck—and what changes when they name it.
                  33:42 Trauma in the Workplace (Whether You Acknowledge It or Not: Why leaders must assume trauma exists and how it impacts productivity.
                  41:02 What CEOs Can Actually Do: Concrete ways leaders can build safety, support regulation, and protect performance.
                  54:39 “Everything Is Toxic” and the Messy Middle: Why avoiding discomfort is hurting relationships, leadership, and culture.

                  Links & Resources

                  Connect with Chris: 
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69542162Thu, 22 Jan 2026 11:00:09 +0000Michelle TerpstraMichelle Terpstra sits down with Chris Yadon from Saprea,  to explore a reality most leaders avoid talking about: emotions are already in the workplace—and ignoring them is costing performance. Together, they challenge the belief that emotional...
                  Chris explains why discomfort isn’t the same as toxicity, how psychological safety can exist without turning work into therapy, and why many top performers tie their identity to output at the expense of connection. This conversation offers practical guidance for leaders who want stronger teams, healthier cultures, and sustainable performance.

                  Chapters
                  [Start] Emotions Are Already at Work: Why emotional avoidance doesn’t eliminate emotions, it just drives isolation and burnout.
                  06:58 Discomfort vs. Toxicity: How avoiding “hard” emotions weakens teams and fuels disconnection.
                  12:21 Psychological Safety Without Therapy: What leaders should hold space for—and where the line actually is.
                  18:54 High Performers and Emotional Numbing: Why hyperproductivity is often a coping mechanism, not a superpower.
                  25:41 Fear, Identity, and the Cost of Never Slowing Down: How fear of breaking keeps high performers stuck—and what changes when they name it.
                  33:42 Trauma in the Workplace (Whether You Acknowledge It or Not: Why leaders must assume trauma exists and how it impacts productivity.
                  41:02 What CEOs Can Actually Do: Concrete ways leaders can build safety, support regulation, and protect performance.
                  54:39 “Everything Is Toxic” and the Messy Middle: Why avoiding discomfort is hurting relationships, leadership, and culture.

                  Links & Resources

                  Connect with Chris: 
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your...]]>                  3626advice-for-leaders,burnout,compassion,emotional-safety,empathy,executive-growth,founder-leadership-tips,high-performers,human-connection,identity,leadership,people-centric-leadership,performance,productivity,psychological-safety,revenue-rascals,sales-empowerment,team-empowerment,trauma-informed-leadership,workplace-culturefalsefullWhen Hustle Stops Working | What I’d Fix First if Your Revenue Was Flathttps://www.spreaker.com/episode/when-hustle-stops-working-what-i-d-fix-first-if-your-revenue-was-flat--69515109
                  She introduces a practical “CRO order of operations” designed to help revenue leaders regain control without burning out their teams. From offer clarity to organizational focus, Michelle emphasizes the importance of building systems that scale. This execution-first approach to revenue prioritizes calm leadership, clean messaging, and repeatable processes to help boost your flat-line revenue into a steady stream of growth.

                  Chapters
                  [Start] Flat Revenue Isn’t Failure: Michelle reframes stagnation as a signal problem, not a motivational or leadership problem.
                  03:55 Offer Clarity and Simple Messaging: Why complexity kills conversion and how clear language can help you scale.
                  12:03 Fixing the Sales Process: Michelle walks through how systemized sales create predictability.
                  18:08 Speed, Discipline, and Lead Handling: How to use automation to improve response time without sacrificing human control.
                  24:41 The Coaching Corner: Michelle answers your questions about finding the root of your revenue problems.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>                  https://api.spreaker.com/episode/69515109Tue, 20 Jan 2026 11:00:09 +0000Michelle TerpstraMichelle Terpstra tackles the frustrating realities of flat revenue in business growth. Instead of treating stagnation as a failure, she reframes it as a signal that something in the sales engine is unclear or inconsistent. Michelle walks listeners...
                  She introduces a practical “CRO order of operations” designed to help revenue leaders regain control without burning out their teams. From offer clarity to organizational focus, Michelle emphasizes the importance of building systems that scale. This execution-first approach to revenue prioritizes calm leadership, clean messaging, and repeatable processes to help boost your flat-line revenue into a steady stream of growth.

                  Chapters
                  [Start] Flat Revenue Isn’t Failure: Michelle reframes stagnation as a signal problem, not a motivational or leadership problem.
                  03:55 Offer Clarity and Simple Messaging: Why complexity kills conversion and how clear language can help you scale.
                  12:03 Fixing the Sales Process: Michelle walks through how systemized sales create predictability.
                  18:08 Speed, Discipline, and Lead Handling: How to use automation to improve response time without sacrificing human control.
                  24:41 The Coaching Corner: Michelle answers your questions about finding the root of your revenue problems.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  1896automation,clarity,conversion,cro,discipline,execution,focus,growth,leadership,leads,messaging,performance,predictability,revenue-rascals,sales,salesprocess,sales-strategy,scaling,stagnation,strategyfalsefull                  Who Really Makes Money on Your Groceries? | The Farm-to-Shelf Business Model with Ricky Volpehttps://www.spreaker.com/episode/who-really-makes-money-on-your-groceries-the-farm-to-shelf-business-model-with-ricky-volpe--69449934
                  Michelle and Ricky then explore one of the most overlooked profit levers in food retail: private labels and store brands. From Trader Joe’s to Costco, they break down why store brands reduce middlemen, improve margins across the supply chain, and open massive opportunities for farmers, manufacturers, and independent retailers alike. The episode closes with a look at the future of grocery, the role of data in driving profitability, and why the next generation of agribusiness leaders will need both analytical rigor and operational empathy to thrive.

                  Chapters
                  [Start] Why Food Prices Feel So Confusing: Ricky introduces the hidden mechanics of food pricing and explains why grocery frustration is often disconnected from how the system actually works.
                  06:50 The Food Dollar Explained: A breakdown of where each dollar spent on food actually goes, and why farms receive a surprisingly small share.
                  12:39 Small Farms, Market Power, and Co-Ops: How consolidation impacts farmers, why most are price-takers, and how cooperatives help smaller producers regain leverage.
                  20:24  Private Labels and Margin Magic: Why store brands lower costs, reduce supply-chain transactions, and create higher margins for retailers and producers.
                  58:07 The Missing Role in Grocery Retail: Ricky explains why data analysts may be the most valuable and overlooked hire for improving grocery profitability.

                  Links & Resources

                  Connect with Ricky Volpe:
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:

                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>                  https://api.spreaker.com/episode/69449934Thu, 15 Jan 2026 11:00:08 +0000Michelle TerpstraThis week,  Michelle Terpstra sits down with Dr. Ricky Volpe, a professor of agribusiness at Cal Poly specializing in food retail and supply chain economics, to unpack what’s really driving food prices, grocery store margins, and profitability from...
                  Michelle and Ricky then explore one of the most overlooked profit levers in food retail: private labels and store brands. From Trader Joe’s to Costco, they break down why store brands reduce middlemen, improve margins across the supply chain, and open massive opportunities for farmers, manufacturers, and independent retailers alike. The episode closes with a look at the future of grocery, the role of data in driving profitability, and why the next generation of agribusiness leaders will need both analytical rigor and operational empathy to thrive.

                  Chapters
                  [Start] Why Food Prices Feel So Confusing: Ricky introduces the hidden mechanics of food pricing and explains why grocery frustration is often disconnected from how the system actually works.
                  06:50 The Food Dollar Explained: A breakdown of where each dollar spent on food actually goes, and why farms receive a surprisingly small share.
                  12:39 Small Farms, Market Power, and Co-Ops: How consolidation impacts farmers, why most are price-takers, and how cooperatives help smaller producers regain leverage.
                  20:24  Private Labels and Margin Magic: Why store brands lower costs, reduce supply-chain transactions, and create higher margins for retailers and producers.
                  58:07 The Missing Role in Grocery Retail: Ricky explains why data analysts may be the most valuable and overlooked hire for improving grocery profitability.

                  Links & Resources

                  Connect with Ricky Volpe:
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers!...]]>                  3940agribusiness,consumer-pricing,data-analytics,food-economics,food-inflation,food-manufacturing,food-prices,food-supply-chain,grocery-margins,grocery-retail,inventory-management,market-power,price-takers,private-labels,regenerative-agriculture,retail-strategy,revenue-rascals,store-brands,trade-associations,vertical-integrationfalsefull                  How to Use AI the Right Way for Growth | The Enablement Model for 2026https://www.spreaker.com/episode/how-to-use-ai-the-right-way-for-growth-the-enablement-model-for-2026--69414983
                  She introduces a new standard for sales enablement in 2026: AI-reinforced execution that lives inside real deals. Michelle explains how AI should function as a coach by reinforcing company decision-making rather than replacing seller thinking. With practical examples and a clear implementation path, this episode equips revenue leaders to adopt AI in a way that improves skills, protects quality, and drives real revenue outcomes.

                  Chapters
                  [Start] Why Sales Training Is Broken: Why motivation fades and why execution is the real problem.
                  04:10 Execution vs AI: How unmanaged AI use creates chaos instead of enablement.
                  09:49 The New Sales Enablement Model: Why lessons, execution, and role play must work together.
                  14:39 How to Use AI Properly: The importance of priming AI with frameworks, prompts, and standards.
                  21:57 The Risks of AI Done Wrong: Why generic prompts and over-reliance can damage your leadership and performance.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 

                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>                  https://api.spreaker.com/episode/69414983Tue, 13 Jan 2026 11:00:09 +0000Michelle TerpstraIn this episode, Michelle Terpstra gives a breakdown of why traditional sales training no longer works, and why most teams are about to misuse AI. She challenges a long-standing assumption in enablement: that more training equals better results....
                  She introduces a new standard for sales enablement in 2026: AI-reinforced execution that lives inside real deals. Michelle explains how AI should function as a coach by reinforcing company decision-making rather than replacing seller thinking. With practical examples and a clear implementation path, this episode equips revenue leaders to adopt AI in a way that improves skills, protects quality, and drives real revenue outcomes.

                  Chapters
                  [Start] Why Sales Training Is Broken: Why motivation fades and why execution is the real problem.
                  04:10 Execution vs AI: How unmanaged AI use creates chaos instead of enablement.
                  09:49 The New Sales Enablement Model: Why lessons, execution, and role play must work together.
                  14:39 How to Use AI Properly: The importance of priming AI with frameworks, prompts, and standards.
                  21:57 The Risks of AI Done Wrong: Why generic prompts and over-reliance can damage your leadership and performance.

                  Links & Resources

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 

                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  2097ai-training,coaching,enablement,entrepreneurship,execution,frameworks,growth,leadership,performance,pipelines,productivity,prompting,revenue,revenue-marketing,revenue-rascals,revenue-strategy,roleplay,sales,sales-optimization,strategyfalsefull                  What Is Your Charisma Style? | Selling Without Faking Who You Are with McCall Joneshttps://www.spreaker.com/episode/what-is-your-charisma-style-selling-without-faking-who-you-are-with-mccall-jones--69349195
                  Listeners hear real-world examples from webinars and live events that illustrate the difference between manipulation and mastery, how to call out identity without fearmongering, and how testimonials lose their power if used without context. Michelle and McCall explore what it means to show up as an intentional seller, protect both parties from desperation-driven transactions, and build hope that invites the right prospects into a community of confident rascals ready to act.

                  Chapters
                  [Start] The Emotional Core of Sales: The segment explores why many new sellers assume charisma equals extroversion and how that belief limits founders.
                  08:15 Understanding Charisma Styles:                   McCall breaks down attention, trust, and authority styles using familiar figures as models. 
                  25:24 Emotional Non-Negotiables Framework:                   The 16 emotions buyers must experience during a pitch. 
                  29:43 Belonging and the Before & After:                   The conversation highlights the correct sequencing of testimonials and the need for prospects to see themselves in the before state.
                  45:16 Hope as Rocket Fuel:                   The final segment focuses on the belief that this time can be different. McCall connects hope to identity rewiring and the importance of experimentation in entrepreneurial growth.

                  Links & Resources

                  Connect with McCall:
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>                  https://api.spreaker.com/episode/69349195Thu, 08 Jan 2026 11:00:08 +0000Michelle TerpstraIn this conversation, Michelle Terpstra is joined by McCall Jones, co-founder of Charisma Hacking, to unpack the emotional architecture of selling. The discussion challenges the idea that success comes from personality type or perfect delivery,...
                  Listeners hear real-world examples from webinars and live events that illustrate the difference between manipulation and mastery, how to call out identity without fearmongering, and how testimonials lose their power if used without context. Michelle and McCall explore what it means to show up as an intentional seller, protect both parties from desperation-driven transactions, and build hope that invites the right prospects into a community of confident rascals ready to act.

                  Chapters
                  [Start] The Emotional Core of Sales: The segment explores why many new sellers assume charisma equals extroversion and how that belief limits founders.
                  08:15 Understanding Charisma Styles:                   McCall breaks down attention, trust, and authority styles using familiar figures as models. 
                  25:24 Emotional Non-Negotiables Framework:                   The 16 emotions buyers must experience during a pitch. 
                  29:43 Belonging and the Before & After:                   The conversation highlights the correct sequencing of testimonials and the need for prospects to see themselves in the before state.
                  45:16 Hope as Rocket Fuel:                   The final segment focuses on the belief that this time can be different. McCall connects hope to identity rewiring and the importance of experimentation in entrepreneurial growth.

                  Links & Resources

                  Connect with McCall:
                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales,...]]>                  3333authority,before-and-after,belonging,charisma,cro-strategies,emotional-leakage,emotions,high-ticket,identity,immersion-events,likability,nervous-system,presence,sales-presentations,stories,testimonials,trust,urgency-for-change,video-confidence,webinarsfalsefull                  How to Build Revenue Around Wellness as an Identity | How Smart Brands Make More Moneyhttps://www.spreaker.com/episode/how-to-build-revenue-around-wellness-as-an-identity-how-smart-brands-make-more-money--69317830
                  Rather than treating wellness as a niche reserved for fitness brands, Michelle challenges revenue leaders to see how deeply this identity shift applies to every industry. Covering everything from product positioning, partnerships, and employee experience, Michelle walks through practical ways you can align offerings with how people want to live. This isn’t a short-term trend, but a long-term revenue opportunity. 

                  Chapters
                  [Start] Making Wellness an Identity: Michelle explains the shift from wellness as a luxury to a budgeting priority.
                  04:17 How Wellness Affects Spending Behavior: A breakdown of consumer behavior, generational trends, and why money is moving toward longevity in life.
                  09:20 Events, Retreats, and Experiences: Why integrating nature and outdoor experiences creates stronger engagement and revenue.
                  14:54 Positioning Products Around Wellness: How B2C brands can expand offerings to align with wellness-driven purchasing decisions.
                  21:28 Opportunities, Partnerships, and Long-Term Plays: A look at employee wellness, collaborations, and subscriptions.

                  Links & Resources

                   Self-Watering Plants
                  ThredUp

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  Today’s Sponsors: 
                  INDEStove
                  Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS

                  Jason Markk
                  Get 25% off with promo code: REVENUERASCALS

                  Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                  Michelle Terpstra's Privacy Policy]]>                  https://api.spreaker.com/episode/69317830Tue, 06 Jan 2026 22:23:10 +0000Michelle TerpstraMichelle Terpstra unpacks one of the most significant revenue shifts shaping 2026 and beyond: wellness as identity. Moving past surface-level trends, she reframes wellness as a core driver of consumer behavior, budgeting decisions, and brand loyalty....
                  Rather than treating wellness as a niche reserved for fitness brands, Michelle challenges revenue leaders to see how deeply this identity shift applies to every industry. Covering everything from product positioning, partnerships, and employee experience, Michelle walks through practical ways you can align offerings with how people want to live. This isn’t a short-term trend, but a long-term revenue opportunity. 

                  Chapters
                  [Start] Making Wellness an Identity: Michelle explains the shift from wellness as a luxury to a budgeting priority.
                  04:17 How Wellness Affects Spending Behavior: A breakdown of consumer behavior, generational trends, and why money is moving toward longevity in life.
                  09:20 Events, Retreats, and Experiences: Why integrating nature and outdoor experiences creates stronger engagement and revenue.
                  14:54 Positioning Products Around Wellness: How B2C brands can expand offerings to align with wellness-driven purchasing decisions.
                  21:28 Opportunities, Partnerships, and Long-Term Plays: A look at employee wellness, collaborations, and subscriptions.

                  Links & Resources

                   Self-Watering Plants
                  ThredUp

                  Lean Sales Team Buildout
                  Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                  The Local Guild
                  Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                  Objectionly 14-Day Free Trial
                  If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                  Go High Level 30-Day Free Trial
                  The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                  Connect with Michelle:
                  • LinkedIn
                  • Instagram
                  • 2516branding,consumer-behavior,decision-making,experiences,goals,growth,habits,identity,longevity,mindset,motivation,partnerships,positioning,retention,revenue,revenue-rascals,spending,strategy,subscriptions,wellnessfalsefullThe Vision Board That Actually Workshttps://www.spreaker.com/episode/the-vision-board-that-actually-works--69264645
                    Michelle walks listeners through a repeatable framework for building a vision board that integrates business, identity, health, relationships, and lifestyle. She shares personal examples from her own year and how her vision board helped her to achieve her goals. She challenges listeners to start designing their environment intentionally, using vision boards as a compass for daily habits and long-term decisions. It’s a motivating reset perfect for starting the year with focus.

                    Chapters
                    [Start] Why This Vision Board Is Different: Michelle explains why traditional vision boards fail and introduces her own approach.
                    02:11 The Science Behind Visual Strategy: A breakdown of the neuroscience behind dopamine and identity-based goals.
                    08:13 The Six Domains of a High-Performance Vision Board: Michelle outlines the six areas an effective vision board must include for real integration.
                    13:25 The Rascal Method: A step-by-step guide on brain dumping, filtering, and designing a board in Canva.
                    21:31 Using Your Vision Board as a Compass: How to revisit, refine, and use your board to guide habits, decisions, and identity shifts all year long.

                    Links & Resources

                    Lean Sales Team Buildout
                    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at                     revenuerascals.com/scalelean.

                    The Local Guild
                    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                    Objectionly 14-Day Free Trial
                    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                    Go High Level 30-Day Free Trial
                    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                    Connect with Michelle:
                    Today’s Sponsor: Jason Markk
                    Get 25% off with promo code: REVENUERASCALS

                    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                    Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69264645Thu, 01 Jan 2026 11:00:08 +0000Michelle TerpstraIn this episode, Michelle Terpstra breaks down the exact process she uses to design a year that actually delivers results. She reframes the vision board as a strategic tool for leadership, clarity, and execution, helping you create the year you want...
                    Michelle walks listeners through a repeatable framework for building a vision board that integrates business, identity, health, relationships, and lifestyle. She shares personal examples from her own year and how her vision board helped her to achieve her goals. She challenges listeners to start designing their environment intentionally, using vision boards as a compass for daily habits and long-term decisions. It’s a motivating reset perfect for starting the year with focus.

                    Chapters
                    [Start] Why This Vision Board Is Different: Michelle explains why traditional vision boards fail and introduces her own approach.
                    02:11 The Science Behind Visual Strategy: A breakdown of the neuroscience behind dopamine and identity-based goals.
                    08:13 The Six Domains of a High-Performance Vision Board: Michelle outlines the six areas an effective vision board must include for real integration.
                    13:25 The Rascal Method: A step-by-step guide on brain dumping, filtering, and designing a board in Canva.
                    21:31 Using Your Vision Board as a Compass: How to revisit, refine, and use your board to guide habits, decisions, and identity shifts all year long.

                    Links & Resources

                    Lean Sales Team Buildout
                    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                    The Local Guild
                    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                    Objectionly 14-Day Free Trial
                    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                    Go High Level 30-Day Free Trial
                    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                    Connect with Michelle:
                    Today’s Sponsor:                     1643brain-dump,decision-making,execution,focus,goals,goal-setting,growth,habits,human-connection,identity,leadership,mindset,motivation,neuroscience,new-year,planning,strategy,success-before-growth,vision,vision-boardsfalsefullHow Real Leaders Show Up Under Pressure | Inside Kent Richeson’s Pitch Arena https://www.spreaker.com/episode/how-real-leaders-show-up-under-pressure-inside-kent-richeson-s-pitch-arena--69247051
                    The discussion draws powerful parallels between fundraising and sales, including the contrarian truth that introverts often outperform extroverts when it comes to conversion, trust-building, and long-term success. Michelle and Kent also explore the shifting role of AI in pitching and selling, why founders are overusing AI as a buzzword, and where human connection still wins, especially in high-stakes decisions. From category-defining ideas to pressure-testing leadership before commitment, this episode reframes how founders, investors, and sales leaders should evaluate talent, traction, and potential.

                    Chapters
                    [Start] Why Pressure Reveals the Truth: How Sh*t Pitch was designed to expose founder behavior, not just business ideas.
                    02:00 The Sh*t Pitch Format Explained: Impromptu “bad idea” pitches, real business decks, and why investors care more about trust than polish.
                    09:00 Introverts Win More Than You Think: Why listening, empathy, and sincerity outperform charisma in both sales and fundraising.
                    14:30 AI, Sales, and the Boomerang Effect: Where AI supports selling, and why human closers still matter in high-stakes decisions.
                    22:00 From Sh*t Pitch to The Cut: The evolution into a competitive TV show, investor-backed funding, and pressure-testing founders at scale.

                    Links & Resources

                    The Cut

                    Lean Sales Team Buildout
                    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                    The Local Guild
                    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                    Objectionly 14-Day Free Trial
                    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                    Go High Level 30-Day Free Trial
                    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                    Connect with Michelle:
                    Today’s Sponsor: Jason Markk
                    Get 25% off with promo code: REVENUERASCALS

                    Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                    Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69247051Tue, 30 Dec 2025 11:00:08 +0000Michelle TerpstraMichelle Terpstra sits down with Kent Richeson, creator of Sh*t Pitch and the upcoming TV show The Cut, to unpack what really matters when money, reputation, and momentum are on the line. Forget perfect pitch decks and rehearsed demos—this...
                    The discussion draws powerful parallels between fundraising and sales, including the contrarian truth that introverts often outperform extroverts when it comes to conversion, trust-building, and long-term success. Michelle and Kent also explore the shifting role of AI in pitching and selling, why founders are overusing AI as a buzzword, and where human connection still wins, especially in high-stakes decisions. From category-defining ideas to pressure-testing leadership before commitment, this episode reframes how founders, investors, and sales leaders should evaluate talent, traction, and potential.

                    Chapters
                    [Start] Why Pressure Reveals the Truth: How Sh*t Pitch was designed to expose founder behavior, not just business ideas.
                    02:00 The Sh*t Pitch Format Explained: Impromptu “bad idea” pitches, real business decks, and why investors care more about trust than polish.
                    09:00 Introverts Win More Than You Think: Why listening, empathy, and sincerity outperform charisma in both sales and fundraising.
                    14:30 AI, Sales, and the Boomerang Effect: Where AI supports selling, and why human closers still matter in high-stakes decisions.
                    22:00 From Sh*t Pitch to The Cut: The evolution into a competitive TV show, investor-backed funding, and pressure-testing founders at scale.

                    Links & Resources

                    The Cut

                    Lean Sales Team Buildout
                    Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                    The Local Guild
                    Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                    Objectionly 14-Day Free Trial
                    If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                    Go High Level 30-Day Free Trial
                    The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                    Connect with Michelle:
                    • 2668ai-in-sales,decision-making,founder-behavior,founder-evaluation,founder-pitching,fundraising,go-to-market,human-connection,introvert-selling,investor-psychology,investor-trust,leadership-under-pressure,pitch-decks,pitch-strategy,pressure-testing,reality-based-investing,revenue-first,sales-performance,startup-traction,trust-buildingfalsefullMy Playbook for Looking Camera Ready | Michelle’s Favorite Thingshttps://www.spreaker.com/episode/my-playbook-for-looking-camera-ready-michelle-s-favorite-things--69201388
                      Michelle shares the systems and shortcuts she’s integrated into her life to reduce decision fatigue and increase her confidence. She shares her personal favorites from all sorts of categories like fitness, nutrition, hydration, wardrobe strategy, and practical grooming routines. But this is about more than finding your favorite products or companies. Michelle also reflects on the deeper connection between your physical health and outward appearance. She encourages listeners to redefine what camera readiness means for them, and to build habits that support both business growth and personal well-being.

                      Chapters
                      [Start] Happy Holidays from Revenue Rascals: Michelle introduces the concept of being low-maintenance, camera-ready, and confident without pressure.
                      01:54 Metabolic Confidence and Morning Momentum: Michelle shares why physical routines drive energy, focus, and on-camera presence.
                      04:27 Wellness Through Nutrition and Hydration: A look at Michelle’s protein strategy, supplements, hydration habits, and simple nutrition systems that support performance.
                      10:46 Hair, Skin, and Makeup Hacks: Practical hacks for hair, skincare, makeup, nails, and wardrobe that reduce decision fatigue.
                      23:40 Nervous System Regulation and Peak Performance: Michelle reflects on nervous system regulation and how health can impact your leadership and sales performance.

                      Links & Resources

                      Want to try Michelle’s favorite things?

                      Follow the links below:
                      Lady Gaga Foundation
                      Nuuly (affiliate link)
                      Batiste Dry Shampoo
                      L'Oreal Paris Root Cover Up
                      Dazzle Dry Nails (affiliate link)
                      Dr. Dennis Gross Skincare Daily Peel
                      Dr. Dennis Gross Skincare Dewy Deep Cream
                      Primal Kitchen Coconut Vanilla Collagen Fuel
                      Mind Body Green Creatine Sticks
                      Miracle Coconut Hair Oil
                      Thrive Causemetics Mascara
                      Jason Markk (use code RevenueRascals at checkout)
                      Best Luxury Loungewear
                      Redmond Re-Lyte
                      Walking Pad
                      Nomadic Fitness
                      Clean Simple Eats Protein

                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with Michelle:
                      Today’s Sponsor: Jason Markk
                      Get 25% off with promo code: REVENUERASCALS

                      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                      Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/69201388Thu, 25 Dec 2025 11:00:08 +0000Michelle TerpstraIn this holiday episode, Michelle talks all about what it really takes to show up confident, energized, and camera-ready. Rather than focusing on beauty trends or surface-level hacks, Michelle reframes on-camera confidence as a result of daily habits,...
                      Michelle shares the systems and shortcuts she’s integrated into her life to reduce decision fatigue and increase her confidence. She shares her personal favorites from all sorts of categories like fitness, nutrition, hydration, wardrobe strategy, and practical grooming routines. But this is about more than finding your favorite products or companies. Michelle also reflects on the deeper connection between your physical health and outward appearance. She encourages listeners to redefine what camera readiness means for them, and to build habits that support both business growth and personal well-being.

                      Chapters
                      [Start] Happy Holidays from Revenue Rascals: Michelle introduces the concept of being low-maintenance, camera-ready, and confident without pressure.
                      01:54 Metabolic Confidence and Morning Momentum: Michelle shares why physical routines drive energy, focus, and on-camera presence.
                      04:27 Wellness Through Nutrition and Hydration: A look at Michelle’s protein strategy, supplements, hydration habits, and simple nutrition systems that support performance.
                      10:46 Hair, Skin, and Makeup Hacks: Practical hacks for hair, skincare, makeup, nails, and wardrobe that reduce decision fatigue.
                      23:40 Nervous System Regulation and Peak Performance: Michelle reflects on nervous system regulation and how health can impact your leadership and sales performance.

                      Links & Resources

                      Want to try Michelle’s favorite things?

                      Follow the links below:
                      Lady Gaga Foundation
                      Nuuly (affiliate link)
                      Batiste Dry Shampoo
                      L'Oreal Paris Root Cover Up
                      Dazzle Dry Nails (affiliate link)
                      Dr. Dennis Gross Skincare Daily Peel
                      Dr. Dennis Gross Skincare Dewy Deep Cream
                      Primal Kitchen Coconut Vanilla Collagen Fuel
                      Mind Body Green Creatine Sticks
                      Miracle Coconut Hair Oil
                      Thrive Causemetics Mascara
                      Jason Markk (use code RevenueRascals at checkout)
                      Best Luxury Loungewear
                      1790balance,camera,confidence,energy,fitness,growth,habits,leadership,management,mindset,nutrition,performance,productivity,revenue,revenue-rascals,routines,sales,skincare,strategy,wellnessfalsefullHow Authentic Stories Turn Trust Into Revenue | Storyselling with Kendall Cherryhttps://www.spreaker.com/episode/how-authentic-stories-turn-trust-into-revenue-storyselling-with-kendall-cherry--69178505
                      Kendall and Michelle workshop a real-world client scenario to demonstrate how one story can become a powerful sales asset. This episode highlights personal growth, leadership, and revenue strategy in a way that feels grounded and immediately actionable. It’s a reminder that the stories you are most hesitant to share are often the very ones that move you forward.

                      Chapters
                      [Start] Why Story Selling Beats Traditional Sales Copy: Michelle and Kendall unpack why stories convert more effectively than other content forms.
                      15:24 The Two Audiences: Kendall introduces two audience types: the “DIY never-buyer” and the high-value long-term lurker.
                      22:50 Workshopping a Real Client Case Study: A breakdown of how one operational win can turn into multiple high-impact sales assets.
                      31:27 Turning Results Into Revenue Content: How to structure case studies that shorten sales cycles and help sell on your behalf.
                      43:13 Teaching Story Selling at Scale: Kendall shares why she built The Greenhouse and how founders can learn to write high-converting stories themselves.

                      Links & Resources

                      Connect with Kendall: 
                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with Michelle:
                      Today’s Sponsor: Jason Markk
                      Get 25% off with promo code: REVENUERASCALS

                      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                      Michelle Terpstra's Privacy Policy]]>                      https://api.spreaker.com/episode/69178505Tue, 23 Dec 2025 11:00:08 +0000Michelle TerpstraIn this episode, Michelle Terpstra sits down with storytelling and sales strategist Kendall Cherry for a conversation about content, trust, and conversion. Together, they explore why selling with storytelling consistently outperforms traditional...
                      Kendall and Michelle workshop a real-world client scenario to demonstrate how one story can become a powerful sales asset. This episode highlights personal growth, leadership, and revenue strategy in a way that feels grounded and immediately actionable. It’s a reminder that the stories you are most hesitant to share are often the very ones that move you forward.

                      Chapters
                      [Start] Why Story Selling Beats Traditional Sales Copy: Michelle and Kendall unpack why stories convert more effectively than other content forms.
                      15:24 The Two Audiences: Kendall introduces two audience types: the “DIY never-buyer” and the high-value long-term lurker.
                      22:50 Workshopping a Real Client Case Study: A breakdown of how one operational win can turn into multiple high-impact sales assets.
                      31:27 Turning Results Into Revenue Content: How to structure case studies that shorten sales cycles and help sell on your behalf.
                      43:13 Teaching Story Selling at Scale: Kendall shares why she built The Greenhouse and how founders can learn to write high-converting stories themselves.

                      Links & Resources

                      Connect with Kendall: 
                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now:                       3031ai,authority,buyer,case-studies,content,copywriting,growth,leadership,management,psychology,retention,revenue,revenue-rascals,sales,sales-psychology,storyselling,storytelling,strategyfalsefull                      Press Before Payroll | KJ Blattenbauer on Profitable Publicityhttps://www.spreaker.com/episode/press-before-payroll-kj-blattenbauer-on-profitable-publicity--69110170
                      KJ also shares her “Press Before Payroll” philosophy, breaking down how storytelling and authority-building can outperform paid ads when done intentionally. Michelle and KJ give listeners an empowering view of PR as a repeatable system rather than a mysterious black box. Their discussion encourages founders, consultants, and operators to step into the spotlight with confidence and use visibility to fuel predictable, sustainable revenue growth.

                      Chapters
                      [Start] Press Before Payroll: Michelle and KJ introduce the idea of PR as a first-line growth strategy, not a luxury reserved for later stages.
                      03:05 What PR Really Is (and Isn’t): KJ defines public relations and explains why it acts as a credibility multiplier.
                      09:02 The Authority Zone: KJ outlines how founders can clarify their expertise and craft stories that people want to feature.
                      16:10 Making PR Sustainable and Repeatable: Practical guidance on building a consistent visibility system with limited time.
                      28:50 Building From the Ground Up: KJ talks about how she got started in PR and shares her book Pitchworthy, a DIY guide to Public Relations.

                      Links & Resources

                      KJ Blattenbauer:
                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with Michelle:
                      Today’s Sponsor: Jason Markk
                      Get 25% off with promo code: REVENUERASCALS

                      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                      Michelle Terpstra's Privacy Policy]]>                      https://api.spreaker.com/episode/69110170Thu, 18 Dec 2025 11:00:09 +0000Michelle TerpstraMichelle Terpstra sits down with public relations expert KJ Blattenbauer to challenge common misconceptions about PR in business growth. Together, they explore why visibility is not a vanity metric, but a foundational revenue driver that builds trust...
                      KJ also shares her “Press Before Payroll” philosophy, breaking down how storytelling and authority-building can outperform paid ads when done intentionally. Michelle and KJ give listeners an empowering view of PR as a repeatable system rather than a mysterious black box. Their discussion encourages founders, consultants, and operators to step into the spotlight with confidence and use visibility to fuel predictable, sustainable revenue growth.

                      Chapters
                      [Start] Press Before Payroll: Michelle and KJ introduce the idea of PR as a first-line growth strategy, not a luxury reserved for later stages.
                      03:05 What PR Really Is (and Isn’t): KJ defines public relations and explains why it acts as a credibility multiplier.
                      09:02 The Authority Zone: KJ outlines how founders can clarify their expertise and craft stories that people want to feature.
                      16:10 Making PR Sustainable and Repeatable: Practical guidance on building a consistent visibility system with limited time.
                      28:50 Building From the Ground Up: KJ talks about how she got started in PR and shares her book Pitchworthy, a DIY guide to Public Relations.

                      Links & Resources

                      KJ Blattenbauer:
                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with...]]>                      2534authority,branding,conversion,credibility,enablement,growth,leadership,management,media,pr,publicity,reputation,retention,revenue,revenue-rascals,sales,storytelling,strategy,trust,visibilityfalsefull                      Cross-Functional Sales Enablement | The B2B Strategy Top Teams Are Using to Win in 2025 and Beyondhttps://www.spreaker.com/episode/cross-functional-sales-enablement-the-b2b-strategy-top-teams-are-using-to-win-in-2025-and-beyond--69070590
                      Drawing on industry research and her own real-world experience, Michelle explores how cross-functional enablement drives consistency, trust, and speed. She breaks down why unified messaging matters, how shared metrics change behavior, and how technology like AI is accelerating alignment across teams. This episode offers listeners a clear vision of what’s possible when everyone is aligned and empowered to win together.

                      Chapters
                      [Start] Why Sales Enablement Can’t Stay in a Silo: Michelle explains why the old enablement model no longer works and introduces the idea of enablement as a team sport.
                      03:27 The Rise of Revenue Enablement: Industry trends show how high-performing organizations are aligning all customer-facing teams under one enablement strategy.
                      10:38 Real Strategies and Real Results: Michelle shares her experiences leading enablement efforts and gives the low-down on what works and what doesn’t.
                      19:04 Coaching Corner & Rascal Wrap-Up: Michelle outlines concrete actions leaders can take to build their own cross-functional alignment process.

                      Links & Resources

                      Check out Alysio.ai. Book a demo and tell them Michelle from Revenue Rascals sent you.

                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with Michelle:
                      Today’s Sponsor: Jason Markk
                      Get 25% off with promo code: REVENUERASCALS

                      Show Citations: 
                      • Highspot, State of Sales Enablement Report 2025 (cross-functional enablement unification)highspot.com
                      • Arist, Revenue Enablement vs. Sales Enablement in 2025 (scope expanding to marketing, CS, product; “team sport” quote)arist.coarist.co
                      • Allego & SBI Research (via Allego blog), State of Sales Enablement 2025 (18% cite silos; importance of aligning sales, marketing, enablement)allego.comallego.com
                      • Gartner, CSO & Sales Leader Conference 2025 – Press Release (73% of CSOs prioritize existing-customer growth; need for unified cross-functional approach to deliver value)gartner.comgartner.com
                      • GTM Buddy, Future of Sales Enablement: Trends (revenue enablement yields +35% retention and faster expansion)gtmbuddy.ai
                      • Arist (citing GTM Buddy & GlobeNewswire), Revenue Enablement 2025 (AI in sales processes: +50% lead conversion, +30% productivity; AI in training: 3.3× boost in quota attainment growth)arist.co
                      • Outreach, Content Committees: Aligning Messaging Across GTM Teams (content committee structure and impact on messaging alignment)outreach.iooutreach.io
                      • SBI Growth, Enablement at a Crossroads – ATD SELL 2025 Insights (enablement as strategic partner co-creating with Product, Marketing, Ops)sbigrowth.com


                      Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                      Michelle Terpstra's Privacy Policy]]>                      https://api.spreaker.com/episode/69070590Tue, 16 Dec 2025 11:00:09 +0000Michelle TerpstraIn this episode, Michelle Terpstra challenges one of the most ingrained assumptions in B2B organizations: that sales enablement belongs only to sales. Michelle reframes sales enablement as a company-wide advantagee—something that unites operations...
                      Drawing on industry research and her own real-world experience, Michelle explores how cross-functional enablement drives consistency, trust, and speed. She breaks down why unified messaging matters, how shared metrics change behavior, and how technology like AI is accelerating alignment across teams. This episode offers listeners a clear vision of what’s possible when everyone is aligned and empowered to win together.

                      Chapters
                      [Start] Why Sales Enablement Can’t Stay in a Silo: Michelle explains why the old enablement model no longer works and introduces the idea of enablement as a team sport.
                      03:27 The Rise of Revenue Enablement: Industry trends show how high-performing organizations are aligning all customer-facing teams under one enablement strategy.
                      10:38 Real Strategies and Real Results: Michelle shares her experiences leading enablement efforts and gives the low-down on what works and what doesn’t.
                      19:04 Coaching Corner & Rascal Wrap-Up: Michelle outlines concrete actions leaders can take to build their own cross-functional alignment process.

                      Links & Resources

                      Check out Alysio.ai. Book a demo and tell them Michelle from Revenue Rascals sent you.

                      Lean Sales Team Buildout
                      Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                      The Local Guild
                      Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                      Objectionly 14-Day Free Trial
                      If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                      Go High Level 30-Day Free Trial
                      The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                      Connect with Michelle:
                      • LinkedIn
                      • Instagram
                      • 1740ai,alignment,automation,collaboration,enablement,execution,expansion,female-sales-leadership,growth,leadership,management,messaging,productivity,retention,revenue,revenue-marketing,sales,sales-enablement,strategy,women-in-salesfalsefullPassive Income or Pipe Dream? | The Truth About Multifamily Syndication with Jason Kenneyhttps://www.spreaker.com/episode/passive-income-or-pipe-dream-the-truth-about-multifamily-syndication-with-jason-kenney--68951901
                        The conversation goes far beyond surface-level real estate talk. Jason demystifies multifamily syndication: what it is, how it works, what makes a deal safe or risky, and why busy professionals are often better off owning equity in high-quality deals rather than trying to manage properties themselves. Through Michelle’s candid questions (including a live review of a real multifamily listing), listeners learn how to vet sponsors, understand cap rates, assess markets, evaluate risk, and recognize the red flags that even smart investors miss. This episode offers a clear blueprint for turning earned income into wealth-building assets that generate time, autonomy, and long-term financial protection.

                        Chapters
                        [Start] The Myth of Passive Income: Jason breaks down why “passive income” rentals rarely feel passive, and where even experienced investors get misled.
                        03:00 Leaving Corporate & Discovering Real Estate: Jason shares how burnout, family values, and lifestyle pressures pushed him toward investing and eventually syndication.
                        08:30 The SMART Framework for Vetting Deals: Structure, model, alignment, risk, and team: Jason outlines the criteria every investor should use to assess a syndication opportunity.
                        14:40 Cap Rates, Markets, and Real Numbers: A live walkthrough of a multifamily listing teaches listeners how to think like a professional investor, not just a buyer.
                        26:30 Syndication vs. DIY: Tax Benefits, Liability & Time: Jason compares active ownership with passive investing and explains why syndication can create more freedom for high earners.
                        30:30 Wealth, Lifestyle Creep & Financial Freedom: A powerful discussion on why earning more rarely solves the freedom problem, and why investing smarter does.
                        37:00: Rascal Innovation: Creative Finance & Modeling: Jason shares the most “rascal” thing he’s done in business—building his own creative financing model to unlock unconventional deals.

                        Links & Resources

                        The S.M.A.R.T. Passive Investor's Checklist:                         https://mailchi.mp/novocapitalmgmt/passive-investor-checklist

                        Website:                         https://novocapitalmgmt.com/

                        YouTube:                         @hasslefreewealth

                        Connect with Jason:
                        Lean Sales Team Buildout
                        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                        The Local Guild
                        Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                        Objectionly 14-Day Free Trial
                        If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                        Go High Level 30-Day Free Trial
                        The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                        Connect with Michelle:
                        Today’s Sponsor: Jason Markk
                        Get 25% off with promo code: REVENUERASCALS

                        Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                        Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68951901Thu, 11 Dec 2025 11:00:08 +0000Michelle TerpstraHost Michelle Terpstra sits down with Jason Kenny, founder of Novo Capital, for a grounded and eye-opening conversation about building real wealth through real estate syndication. Drawing from two decades in corporate America and his own journey from...
                        The conversation goes far beyond surface-level real estate talk. Jason demystifies multifamily syndication: what it is, how it works, what makes a deal safe or risky, and why busy professionals are often better off owning equity in high-quality deals rather than trying to manage properties themselves. Through Michelle’s candid questions (including a live review of a real multifamily listing), listeners learn how to vet sponsors, understand cap rates, assess markets, evaluate risk, and recognize the red flags that even smart investors miss. This episode offers a clear blueprint for turning earned income into wealth-building assets that generate time, autonomy, and long-term financial protection.

                        Chapters
                        [Start] The Myth of Passive Income: Jason breaks down why “passive income” rentals rarely feel passive, and where even experienced investors get misled.
                        03:00 Leaving Corporate & Discovering Real Estate: Jason shares how burnout, family values, and lifestyle pressures pushed him toward investing and eventually syndication.
                        08:30 The SMART Framework for Vetting Deals: Structure, model, alignment, risk, and team: Jason outlines the criteria every investor should use to assess a syndication opportunity.
                        14:40 Cap Rates, Markets, and Real Numbers: A live walkthrough of a multifamily listing teaches listeners how to think like a professional investor, not just a buyer.
                        26:30 Syndication vs. DIY: Tax Benefits, Liability & Time: Jason compares active ownership with passive investing and explains why syndication can create more freedom for high earners.
                        30:30 Wealth, Lifestyle Creep & Financial Freedom: A powerful discussion on why earning more rarely solves the freedom problem, and why investing smarter does.
                        37:00: Rascal Innovation: Creative Finance & Modeling: Jason shares the most “rascal” thing he’s done in business—building his own creative financing model to unlock unconventional deals.

                        Links & Resources

                        The S.M.A.R.T. Passive Investor's Checklist: https://mailchi.mp/novocapitalmgmt/passive-investor-checklist

                        Website:                         https://novocapitalmgmt.com/

                        YouTube:                         @hasslefreewealth

                        Connect with Jason:
                        Lean Sales Team Buildout
                        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming...]]>                        2384asset-management,cap-rates,cash-flow,deal-analysis,depreciation,due-diligence,equity,financial-freedom,inflation,investor-returns,market-cycles,multifamily,passive-income,portfolio,real-estate,risk-management,syndication,tax-strategy,underwriting,wealth-buildingfalsefullLeading Through Change | Why Great Sales Orgs Are Built in Chaos — Not Calmhttps://www.spreaker.com/episode/leading-through-change-why-great-sales-orgs-are-built-in-chaos-not-calm--68951881
                        Michelle breaks down her Change Leadership Method in a way that empowers any leader to guide their team through high-stakes transitions. She explains how to rebuild expectations, reinforce execution, and stabilize performance in the first seven days of change. With Michelle’s guidance and insight, this episode is a reminder that change is not only manageable, but also an opportunity to build stronger organizations that thrive long after the storm settles.

                        Chapters
                        [Start] The Truth About Great Sales Orgs: Michelle explains why change can expose true strengths and weaknesses, and how leaders can use both as fuel for growth.
                        02:26 Understanding Human Responses to Change: A look at personality differences, emotional reactions, and why ambiguity drops performance.
                        10:05 Michelle’s Change Leadership Method: A breakdown of the “why” and “what” behind leadership, and what really happens in leadership shifts. 
                        20:01 Coaching Corner: Michelle answers listener questions about new targets, shifting leadership directions, and the transition from field sales to remote selling.
                        32:57 Resource Hub Announcement & Rascal Wrap-Up: A preview of the upcoming Revenue Rascals resource hub and key takeaways for leading through change effectively.

                        Links & Resources

                        Lean Sales Team Buildout
                        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                        The Local Guild
                        Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                        Objectionly 14-Day Free Trial
                        If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                        Go High Level 30-Day Free Trial
                        The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                        Connect with Michelle:
                        Today’s Sponsor: Jason Markk
                        Get 25% off with promo code: REVENUERASCALS

                        Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                        Michelle Terpstra's Privacy Policy]]>                        https://api.spreaker.com/episode/68951881Tue, 09 Dec 2025 11:00:08 +0000Michelle TerpstraIn this episode, Michelle Terpstra unpacks why the highest-performing sales organizations aren’t built in stability, but rather forged in chaos. She reframes change as a mirror of what’s working, what’s broken, and where leadership needs to rise....
                        Michelle breaks down her Change Leadership Method in a way that empowers any leader to guide their team through high-stakes transitions. She explains how to rebuild expectations, reinforce execution, and stabilize performance in the first seven days of change. With Michelle’s guidance and insight, this episode is a reminder that change is not only manageable, but also an opportunity to build stronger organizations that thrive long after the storm settles.

                        Chapters
                        [Start] The Truth About Great Sales Orgs: Michelle explains why change can expose true strengths and weaknesses, and how leaders can use both as fuel for growth.
                        02:26 Understanding Human Responses to Change: A look at personality differences, emotional reactions, and why ambiguity drops performance.
                        10:05 Michelle’s Change Leadership Method: A breakdown of the “why” and “what” behind leadership, and what really happens in leadership shifts. 
                        20:01 Coaching Corner: Michelle answers listener questions about new targets, shifting leadership directions, and the transition from field sales to remote selling.
                        32:57 Resource Hub Announcement & Rascal Wrap-Up: A preview of the upcoming Revenue Rascals resource hub and key takeaways for leading through change effectively.

                        Links & Resources

                        Lean Sales Team Buildout
                        Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                        The Local Guild
                        Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                        Objectionly 14-Day Free Trial
                        If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                        Go High Level 30-Day Free Trial
                        The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                        Connect with Michelle:
                        • LinkedIn
                        • Instagram
                        • fullWhat Makes a Business Worth Buying? | The Hidden Factors That Drive Valuation with Ryan Hutchinshttps://www.spreaker.com/episode/what-makes-a-business-worth-buying-the-hidden-factors-that-drive-valuation-with-ryan-hutchins--68843869
                          Their conversation shines a light on the human side of acquisitions, and the roles people and culture play in whether a transition thrives or crumbles. Ryan’s insights reveal how everyday business owners can position their company for a strong valuation, giving them a step ahead of the game and why emotional decision-making sabotages deals on both sides. 

                          Chapters
                          [Start] Why Most Businesses Don’t Sell: Ryan breaks down the common financial and operational mistakes that keep businesses from attracting buyers.
                          06:48 Owner Dependency and Your Role: How founders unintentionally sabotage their multiples, and what to do instead.
                          14:08 How to Find Good Deals: Ryan explains why great acquisition opportunities rarely hit public listing sites and how to build deal flow the right way.
                          27:44 Building a Business Worth Buying: Ryan shares how he built Peak Business Valuation, the strategies that fueled its growth, and the lessons he learned along the way.
                          54:31 Financing Options: From seller financing to bridge loans, Ryan outlines the real-world capital paths buyers use.

                          Links & Resources

                          Peak Business Valuation Website
                          Connect with Ryan Hutchins on LinkedIn

                          Lean Sales Team Buildout
                          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                          The Local Guild
                          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                          Objectionly 14-Day Free Trial
                          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                          Go High Level 30-Day Free Trial
                          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                          Connect with Michelle:
                          Today’s Sponsor: Jason Markk
                          Get 25% off with promo code: REVENUERASCALS


                          Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                          Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68843869Thu, 04 Dec 2025 11:00:08 +0000Michelle TerpstraMichelle Terpstra sits down with valuation expert and entrepreneur Ryan Hutchins of Peak Business Valuation to explore what truly makes a business valuable. With decades of experience packed into his perspective, Ryan shares the buying and selling...
                          Their conversation shines a light on the human side of acquisitions, and the roles people and culture play in whether a transition thrives or crumbles. Ryan’s insights reveal how everyday business owners can position their company for a strong valuation, giving them a step ahead of the game and why emotional decision-making sabotages deals on both sides. 

                          Chapters
                          [Start] Why Most Businesses Don’t Sell: Ryan breaks down the common financial and operational mistakes that keep businesses from attracting buyers.
                          06:48 Owner Dependency and Your Role: How founders unintentionally sabotage their multiples, and what to do instead.
                          14:08 How to Find Good Deals: Ryan explains why great acquisition opportunities rarely hit public listing sites and how to build deal flow the right way.
                          27:44 Building a Business Worth Buying: Ryan shares how he built Peak Business Valuation, the strategies that fueled its growth, and the lessons he learned along the way.
                          54:31 Financing Options: From seller financing to bridge loans, Ryan outlines the real-world capital paths buyers use.

                          Links & Resources

                          Peak Business Valuation Website
                          Connect with Ryan Hutchins on LinkedIn

                          Lean Sales Team Buildout
                          Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                          The Local Guild
                          Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                          Objectionly 14-Day Free Trial
                          If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                          Go High Level 30-Day Free Trial
                          The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                          Connect with Michelle:
                          • LinkedIn
                          • 3797acquisition,brokerage,business,buying,due-diligence,entrepreneurship,female-sales-leadership,financing,leadership,negotiation,operations,revenue,revenue-growth-strategies,revenue-rascals,sales,sales-leadership-tips,scalability,selling,strategy,valuationfalsefullAre These 5 Objections Killing Your Deals? | The Real Reason Buyers Say Nohttps://www.spreaker.com/episode/are-these-5-objections-killing-your-deals-the-real-reason-buyers-say-no--68834620
                            Michelle also breaks down her signature method, A-V-P (Acknowledge, Validate, Peel), and reveals how the right mindset turns objections into deeper conversations, cleaner closes, and deals that don’t fall apart later. Packed with real client stories, behavioral psychology, and the kind of straight talk that makes Revenue Rascals what it is, this episode is your new go-to masterclass for selling with confidence and integrity—without ever sounding pushy or salesy.

                            Chapters
                            [Start] Why Buyers Push Back: Michelle uncovers why objections happen in the first place—and why they’re actually a sign your buyer is still in the game.
                            04:16 The A-V-P Framework: Acknowledge, Validate, Peel: Michelle’s modern objection-handling approach that builds trust instead of breaking it.
                            12:44 Price, Time & Trust: Michelle goes deep on the psychology behind objections and how to respond without steamrolling.
                            33:19 Authority & ROI — The Deal Makers: A breakdown of the decision processes, buying committees, and how to co-create ROI that buyers believe in.
                            55:32 Rascal Wrap-Up: Michelle recaps the masterclass and shares how listeners can submit real objections for live coaching on future episodes.

                            Links & Resources

                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s Sponsor: Jason Markk
                            Get 25% off with promo code: REVENUERASCALS


                            Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                            Michelle Terpstra's Privacy Policy]]>                            https://api.spreaker.com/episode/68834620Tue, 02 Dec 2025 19:16:51 +0000Michelle TerpstraMichelle Terpstra dives into one of the most frustrating and misunderstood parts of B2B selling—objections. Instead of pushing back with scripts, pressure tactics, or the tired psychology tricks, Michelle flips the traditional objection-handling...
                            Michelle also breaks down her signature method, A-V-P (Acknowledge, Validate, Peel), and reveals how the right mindset turns objections into deeper conversations, cleaner closes, and deals that don’t fall apart later. Packed with real client stories, behavioral psychology, and the kind of straight talk that makes Revenue Rascals what it is, this episode is your new go-to masterclass for selling with confidence and integrity—without ever sounding pushy or salesy.

                            Chapters
                            [Start] Why Buyers Push Back: Michelle uncovers why objections happen in the first place—and why they’re actually a sign your buyer is still in the game.
                            04:16 The A-V-P Framework: Acknowledge, Validate, Peel: Michelle’s modern objection-handling approach that builds trust instead of breaking it.
                            12:44 Price, Time & Trust: Michelle goes deep on the psychology behind objections and how to respond without steamrolling.
                            33:19 Authority & ROI — The Deal Makers: A breakdown of the decision processes, buying committees, and how to co-create ROI that buyers believe in.
                            55:32 Rascal Wrap-Up: Michelle recaps the masterclass and shares how listeners can submit real objections for live coaching on future episodes.

                            Links & Resources

                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s...]]>                            3850authority,b2b,buyer-journey,closing,communication,decision-making,founders,leadership,mindset,negotiation,objection-handling,pipeline,psychology,revenue,roi,sales,sales-strategy,selling,time-management,trustfalsefull                            You Don’t Need Investors to Build Something Big | The INDEStove Origin Storyhttps://www.spreaker.com/episode/you-don-t-need-investors-to-build-something-big-the-indestove-origin-story--68766297
                            Michelle and Paul dive into the grit, timing, and real-world challenges of bringing a physical product to market, from manufacturing hurdles to tariffs to deciding when—or whether—to go all-in. Together, they explore why independence, community, and smart planning can beat investor dollars, why building slowly isn’t the same as building small, and how a rascal idea like INDEStove becomes a brand people rally around.

                            Chapters
                            [Start] A Rascal Idea in the Wild: Paul shares how the INDEStove was born, why its modular design is unlike anything on the market, and how a lifetime of outdoor cooking shaped the invention.
                            06:00 Manufacturing, Timing & Tariffs: Paul and Michelle cover the unexpected hurdles of bringing a physical product to market and why the timing finally made sense for launch.
                            11:50 From Day Job to Dream Product: Paul reveals how his military career, strategic planning skills, and love of the outdoors prepared him for entrepreneurship.
                            17:27 Community, Influencers & Grassroots Growth: The go-to-market plan: building a tribe, leveraging influencers, and creating a recipe-sharing community around the stove.
                            25:06 Customer-Funded Freedom: Why avoiding investors has given Paul more creative control, faster decision-making, and a clearer path to building an independent brand.

                            Links & Resources

                            INDEStove
                            Shop the stove, fuel sources, and accessories: https://indestove.com/

                            Connect: 
                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s Sponsor: Jason Markk
                            Get 25% off with promo code: REVENUERASCALS

                            Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                            Michelle Terpstra's Privacy Policy]]>                            https://api.spreaker.com/episode/68766297Thu, 27 Nov 2025 11:00:07 +0000Michelle TerpstraMichelle sits down with Paul Raymond, military strategist turned inventor and founder of INDEStove, the portable, collapsible, bake-anywhere cook stove disrupting the outdoor industry. Paul shares how a sketch he drew in a burst of inspiration became...
                            Michelle and Paul dive into the grit, timing, and real-world challenges of bringing a physical product to market, from manufacturing hurdles to tariffs to deciding when—or whether—to go all-in. Together, they explore why independence, community, and smart planning can beat investor dollars, why building slowly isn’t the same as building small, and how a rascal idea like INDEStove becomes a brand people rally around.

                            Chapters
                            [Start] A Rascal Idea in the Wild: Paul shares how the INDEStove was born, why its modular design is unlike anything on the market, and how a lifetime of outdoor cooking shaped the invention.
                            06:00 Manufacturing, Timing & Tariffs: Paul and Michelle cover the unexpected hurdles of bringing a physical product to market and why the timing finally made sense for launch.
                            11:50 From Day Job to Dream Product: Paul reveals how his military career, strategic planning skills, and love of the outdoors prepared him for entrepreneurship.
                            17:27 Community, Influencers & Grassroots Growth: The go-to-market plan: building a tribe, leveraging influencers, and creating a recipe-sharing community around the stove.
                            25:06 Customer-Funded Freedom: Why avoiding investors has given Paul more creative control, faster decision-making, and a clearer path to building an independent brand.

                            Links & Resources

                            INDEStove
                            Shop the stove, fuel sources, and accessories: https://indestove.com/

                            Connect: 
                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into...]]>                            2361branding,community,cooking,customer-funded-growth,direct-to-consumer,entrepreneurship,founders,go-to-market,hardware,independence,influencers,innovation,invention,manufacturing,outdoors,physical-products,preppers,resilience,storytelling,strategyfalsefull                            Why Do 50% of First Sales Hires Fail? | What Successful Founders Differentlyhttps://www.spreaker.com/episode/why-do-50-of-first-sales-hires-fail-what-successful-founders-differently--68732945
                            Michelle shares real case studies from her consulting work, revealing why 50% of first sales hires fail, and why the successful 50% win big. From readiness signals to co-selling tactics and leadership rhythms, she equips founders with the framework they need to onboard a first seller who can win fast.

                            Chapters
                            [Start] The Founder Psychology Trap: Michelle explains why 50% of first sales hires fail and breaks down the conflict founders face when trying to exit the sales seat.
                            03:47 The Readiness Checklist: A deep dive into the six must-have readiness factors: proof of concept, ICP clarity, productized offers, documented process, lead flow, and tools/CRM hygiene.
                            07:34 What Works, What Fails, and Why: Three real founder stories that highlight common traps, plus a success case powered by the Freedom Model.
                            16:07 From Founder to Sales Leader: Michelle breaks down the leadership evolution required after the first hire.
                            22:24 Coaching Corner and Rascal Wrap-Up: Listener questions followed by key takeaways and resources for hiring and scaling a winning sales team.

                            Links & Resources

                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s Sponsor: Jason Markk
                            Get 25% off with promo code: REVENUERASCALS

                            Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                            Michelle Terpstra's Privacy Policy]]>                            https://api.spreaker.com/episode/68732945Tue, 25 Nov 2025 11:00:08 +0000Michelle TerpstraMichelle breaks down one of the most costly mistakes founders make—hiring their first salesperson too fast, too early, and with too little structure. With her signature blend of strategy and psychology, Michelle talks through the mindset shift...
                            Michelle shares real case studies from her consulting work, revealing why 50% of first sales hires fail, and why the successful 50% win big. From readiness signals to co-selling tactics and leadership rhythms, she equips founders with the framework they need to onboard a first seller who can win fast.

                            Chapters
                            [Start] The Founder Psychology Trap: Michelle explains why 50% of first sales hires fail and breaks down the conflict founders face when trying to exit the sales seat.
                            03:47 The Readiness Checklist: A deep dive into the six must-have readiness factors: proof of concept, ICP clarity, productized offers, documented process, lead flow, and tools/CRM hygiene.
                            07:34 What Works, What Fails, and Why: Three real founder stories that highlight common traps, plus a success case powered by the Freedom Model.
                            16:07 From Founder to Sales Leader: Michelle breaks down the leadership evolution required after the first hire.
                            22:24 Coaching Corner and Rascal Wrap-Up: Listener questions followed by key takeaways and resources for hiring and scaling a winning sales team.

                            Links & Resources

                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s Sponsor: Jason Markk
                            Get 25% off with promo code:...]]>                            1581agencies,business-growth,conversions,entrepreneurship,founders,growth,hiring,ideas,leadership,marketing,mindset,onboarding,pipeline,readiness,revenue,sales,scaling,startups,strategy,systemsfalsefull                            Do You Really Need a Full-Time CMO? | Why Fractional Leadership Wins in 2025 with Chad Jardinehttps://www.spreaker.com/episode/do-you-really-need-a-full-time-cmo-why-fractional-leadership-wins-in-2025-with-chad-jardine--68650663
                            Michelle and Chad talk about the realities of building a fractional firm. With real-life stories, they highlight the importance of acting quickly on good ideas and intentionally designing a business that supports both clients and founders. This episode is packed with practical strategies, honest reflections, and fresh insight into what it really takes to thrive as a modern fractional executive.

                            Chapters
                            [Start] The Importance of Speed in Early-Stage Companies: Chad and Michelle open the episode discussing why fast decision-making creates competitive advantage.
                            12:02 Partnerships and Company Growth: Chad shares how he was able to grow his company from a one-man firm into the agency it is today.
                            29:20 The Hardest Parts of Entrepreneurship: Discussions on cash flow, scaling challenges, taxes, hiring volatility, and the emotional resilience needed to run a business.
                            41:27 Don’t Wait on Good Ideas: Michelle uses her own life story to highlight the importance of acting quickly on good ideas.
                            47:42 Chad’s Rascal Moment: Chad talks about breaking out of his “lane” and embracing a more rebellious approach to leadership.

                            Links & Resources

                            CMO Zen

                            Connect with Chad Jardine: 
                            • linkedin.com/in/chadjardine
                            • chad@cmozen.com
                            • chadscalendar.com
                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            Today’s Sponsor: Jason Markk
                            Get 25% off with promo code: REVENUERASCALS


                            Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                            Michelle Terpstra's Privacy Policy]]>                            https://api.spreaker.com/episode/68650663Thu, 20 Nov 2025 11:00:09 +0000Michelle TerpstraHost Michelle, sits down with Chad Jardine, the founder of CMO Zen. Together, they discuss the world of fractional leadership and why more companies are turning to part-time executives for increased efficiency in their businesses. Their conversation...
                            Michelle and Chad talk about the realities of building a fractional firm. With real-life stories, they highlight the importance of acting quickly on good ideas and intentionally designing a business that supports both clients and founders. This episode is packed with practical strategies, honest reflections, and fresh insight into what it really takes to thrive as a modern fractional executive.

                            Chapters
                            [Start] The Importance of Speed in Early-Stage Companies: Chad and Michelle open the episode discussing why fast decision-making creates competitive advantage.
                            12:02 Partnerships and Company Growth: Chad shares how he was able to grow his company from a one-man firm into the agency it is today.
                            29:20 The Hardest Parts of Entrepreneurship: Discussions on cash flow, scaling challenges, taxes, hiring volatility, and the emotional resilience needed to run a business.
                            41:27 Don’t Wait on Good Ideas: Michelle uses her own life story to highlight the importance of acting quickly on good ideas.
                            47:42 Chad’s Rascal Moment: Chad talks about breaking out of his “lane” and embracing a more rebellious approach to leadership.

                            Links & Resources

                            CMO Zen

                            Connect with Chad Jardine: 
                            • linkedin.com/in/chadjardine
                            • chad@cmozen.com
                            • chadscalendar.com
                            Lean Sales Team Buildout
                            Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                            The Local Guild
                            Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                            Objectionly 14-Day Free Trial
                            If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                            Go High Level 30-Day Free Trial
                            The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                            Connect with Michelle:
                            • LinkedIn
                            • fullThe Death of the Time Pitch | Escaping the AI Time-Savings Hangoverhttps://www.spreaker.com/episode/the-death-of-the-time-pitch-escaping-the-ai-time-savings-hangover--68611640
                              Michelle shows how to transform vague, time-based pitches into specific, ROI-driven value propositions. She covers issues between buyers and vendors, how to anchor your brand message, and what revenue teams must do in the first 90 days of every customer relationship to earn renewals and expansion.

                              Chapters
                              [Start] Collapse of the “Time Savings” Pitch: Michelle explains buyer psychology, market expectations, and why efficiency messaging is no longer compelling.
                              04:51 Rewriting Weak Pitches: Michelle rewrites five common B2B pitches into ROI-driven versions.
                              09:27 The 90-Day Value Realization Plan: How companies can operationalize value delivery through RevOps and automation to see more customer success.
                              15:35 Coaching Corner: Michelle addresses listeners’ top questions on training teams to shift from “save time” to “show proof.”
                              21:49 Rascal Wrap-Up: Key takeaways from today’s episode to keep you winning.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at                               revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today's Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68611640Tue, 18 Nov 2025 11:00:08 +0000Michelle TerpstraIn this episode, Michelle Terpstra breaks down a major shift happening in sales. She explains why the old promises of efficiency no longer resonate, and why proof, not speed, earns trust. Using behavioral psychology, revenue strategy, and real-world...
                              Michelle shows how to transform vague, time-based pitches into specific, ROI-driven value propositions. She covers issues between buyers and vendors, how to anchor your brand message, and what revenue teams must do in the first 90 days of every customer relationship to earn renewals and expansion.

                              Chapters
                              [Start] Collapse of the “Time Savings” Pitch: Michelle explains buyer psychology, market expectations, and why efficiency messaging is no longer compelling.
                              04:51 Rewriting Weak Pitches: Michelle rewrites five common B2B pitches into ROI-driven versions.
                              09:27 The 90-Day Value Realization Plan: How companies can operationalize value delivery through RevOps and automation to see more customer success.
                              15:35 Coaching Corner: Michelle addresses listeners’ top questions on training teams to shift from “save time” to “show proof.”
                              21:49 Rascal Wrap-Up: Key takeaways from today’s episode to keep you winning.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today's Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with...]]>                              1500alignment,automation,buyers,communication,efficiency,entrepreneurship,execution,growth,leadership,marketing,productivity,retention,revenue,revops,roi,sales,sales-strategy,strategy,teamwork,valuefalsefullAre Quizzes the Future of Lead Gen? | How AI Is Powering the Next Marketing Revolution with Josh Haynamhttps://www.spreaker.com/episode/are-quizzes-the-future-of-lead-gen-how-ai-is-powering-the-next-marketing-revolution-with-josh-haynam--68550165
                              Josh shares how he built Interact from scratch, scaled it through market shifts, and created a business model that thrives without traditional direct sales. Together, he and Michelle dive into how AI is transforming quiz creation, why simplicity outperforms complexity in today’s digital landscape, and how understanding human behavior is still the most powerful growth strategy of all. Josh also opens up about losing 80% of his customers during 2020 and rebuilding the company through relentless focus on customer success and referrals, a comeback story every founder needs to hear.

                              Chapters
                              [Start] From Student Entrepreneur to SaaS Founder: Josh dives into how selling a small media site at UCLA inspired the creation of Interact.
                              06:40 AI, Simplicity, and the Future of Quiz Marketing: How AI is reshaping quiz creation and why simplicity outperforms complexity.
                              18:50 The Psychology of Questions: Why People Want Answers: A deep dive into behavioral psychology: how great quiz design taps into emotion, trust, and self-identification.
                              27:50 Building Resilient Revenue in a SaaS World: Josh and Michelle explore customer obsession, reducing churn, and how 200+ customer calls a quarter helped Interact survive market shifts and thrive.
                              43:00 Comebacks, Contrarian Moves, and the Rascal Mindset: Josh shares the toughest years of his entrepreneurial journey, what kept him from giving up, and the one “rule of business” he broke that led to lasting success.


                              Links & Resources

                              Connect with Josh
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68550165Thu, 13 Nov 2025 11:00:09 +0000Michelle TerpstraFrom college startup to 8,000 paying customers, Josh Haynam has built one of the most enduring SaaS success stories in digital marketing. In this episode of Revenue Rascals, host Michelle Terpstra unpacks how Josh turned curiosity, psychology, and...
                              Josh shares how he built Interact from scratch, scaled it through market shifts, and created a business model that thrives without traditional direct sales. Together, he and Michelle dive into how AI is transforming quiz creation, why simplicity outperforms complexity in today’s digital landscape, and how understanding human behavior is still the most powerful growth strategy of all. Josh also opens up about losing 80% of his customers during 2020 and rebuilding the company through relentless focus on customer success and referrals, a comeback story every founder needs to hear.

                              Chapters
                              [Start] From Student Entrepreneur to SaaS Founder: Josh dives into how selling a small media site at UCLA inspired the creation of Interact.
                              06:40 AI, Simplicity, and the Future of Quiz Marketing: How AI is reshaping quiz creation and why simplicity outperforms complexity.
                              18:50 The Psychology of Questions: Why People Want Answers: A deep dive into behavioral psychology: how great quiz design taps into emotion, trust, and self-identification.
                              27:50 Building Resilient Revenue in a SaaS World: Josh and Michelle explore customer obsession, reducing churn, and how 200+ customer calls a quarter helped Interact survive market shifts and thrive.
                              43:00 Comebacks, Contrarian Moves, and the Rascal Mindset: Josh shares the toughest years of his entrepreneurial journey, what kept him from giving up, and the one “rule of business” he broke that led to lasting success.


                              Links & Resources

                              Connect with Josh
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: full                              Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Wayhttps://www.spreaker.com/episode/can-a-small-business-really-make-money-while-it-sleeps-building-recurring-revenue-the-rascal-way--68517786
                              Michelle introduces her signature Rascal Framework: Productize, Price, and Promise, a simple method for turning what’s already working in your business into consistent growth. Through inspiring real-world examples, Michelle shows how recurring revenue builds not just profits, but stronger communities, loyal customers, and peace of mind.

                              Chapters
                              [Start] Breaking the Rollercoaster Cycle: Michelle talks about the reality of unpredictable sales and shares why cash flow chaos doesn’t have to be your norm.
                              02:47 The Rascal Framework: Productize, Price, Promise: Michelle’s three-step plan for transforming everyday transactions into consistent revenue streams.
                              05:25 Real Businesses, Real Results: Michelle shares 10 examples of recurring revenue in action.
                              25:55 Coaching Corner: Michelle answers your questions about designing and managing recurring offers.
                              31:03 The Rascal Wrap-Up: Key takeaways, inspiration, and a free workbook to help you find your own recurring revenue path.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at                               revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS


                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68517786Tue, 11 Nov 2025 11:00:09 +0000Michelle TerpstraIf your sales feel like a rollercoaster, this episode is for you. Michelle Terpstra talks about how local businesses can create predictable, reliable income by building recurring revenue models that make sense for them. Instead of riding the business...
                              Michelle introduces her signature Rascal Framework: Productize, Price, and Promise, a simple method for turning what’s already working in your business into consistent growth. Through inspiring real-world examples, Michelle shows how recurring revenue builds not just profits, but stronger communities, loyal customers, and peace of mind.

                              Chapters
                              [Start] Breaking the Rollercoaster Cycle: Michelle talks about the reality of unpredictable sales and shares why cash flow chaos doesn’t have to be your norm.
                              02:47 The Rascal Framework: Productize, Price, Promise: Michelle’s three-step plan for transforming everyday transactions into consistent revenue streams.
                              05:25 Real Businesses, Real Results: Michelle shares 10 examples of recurring revenue in action.
                              25:55 Coaching Corner: Michelle answers your questions about designing and managing recurring offers.
                              31:03 The Rascal Wrap-Up: Key takeaways, inspiration, and a free workbook to help you find your own recurring revenue path.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS


                              Disclaimer: Some episodes of Revenue Rascals may include paid...]]>                              2037automation,business,cash-flow,consistency,entrepreneurship,female-sales-leadership,growth,leadership,marketing,membership,profit,profit-optimization-tactics,recurring-revenue,revenue-growth-strategies,revenue-scaling-without-burnou,sales,scalability,small-business,small-business-revenue,strategyfalsefullAre You Protecting Revenue or Just Chasing It? | How Alysio Is Driving the Next Big Shift in Sales Techhttps://www.spreaker.com/episode/are-you-protecting-revenue-or-just-chasing-it-how-alysio-is-driving-the-next-big-shift-in-sales-tech--68442415
                              Aaron breaks down how Alysio defines and delivers revenue protection: surfacing hidden deals, preventing churn risks, connecting siloed GTM systems, and autonomously closing revenue gaps across the lifecycle. The conversation explores AI in sales, the evolution of elite sellers, and why the future of go-to-market isn’t about more tools or more reps; it's about smarter systems, autonomous insights, and empowering people to perform at their best. Whether you’re a founder, CRO, or aspiring sales leader, this episode challenges how you think about pipeline, efficiency, and category creation in B2B sales.


                              Chapters
                              [Start] A Comeback Story & Rascal Origin: Surviving childhood paralysis, building unstoppable resilience, and breaking into high-stakes finance and tech.
                              07:00 What Is Revenue Security?: Introducing a new GTM category, uncovering lost revenue, and why protection beats pipeline.
                              12:50 AI-Powered Selling: How AI surfaces risk, automates follow-through, and makes elite sellers even better.
                              18:00 Gamification, Human Skills & Modern Sales Excellence: Why relationship-selling is back, what makes sellers irreplaceable, and how reps stay competitive.
                              26:30 Scaling With AI, Staying Lean & Hiring the Elite: Why Alysio runs with a tiny powerhouse team, how they build talent, and the future of CRO org design.
                              36:50 Category Creation & The Future of GTM: Educating the market, unifying revenue teams, and why every CRO will run revenue audits in the future.

                              Links & Resources

                              Aaron McReynolds on LinkedIn

                              Get 25% off Alysio! 
                              Save on your first 3 months with Alysio when you book a demo and mention Revenue Rascals.

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68442415Thu, 06 Nov 2025 11:00:09 +0000Michelle TerpstraIn this episode of Revenue Rascals, host Michelle Terpstra talks with Aaron McReynolds, co-founder of Alysio, about resilience, ingenuity, and building an entirely new category: revenue security. Aaron recounts the unexpected road from being paralyzed...
                              Aaron breaks down how Alysio defines and delivers revenue protection: surfacing hidden deals, preventing churn risks, connecting siloed GTM systems, and autonomously closing revenue gaps across the lifecycle. The conversation explores AI in sales, the evolution of elite sellers, and why the future of go-to-market isn’t about more tools or more reps; it's about smarter systems, autonomous insights, and empowering people to perform at their best. Whether you’re a founder, CRO, or aspiring sales leader, this episode challenges how you think about pipeline, efficiency, and category creation in B2B sales.


                              Chapters
                              [Start] A Comeback Story & Rascal Origin: Surviving childhood paralysis, building unstoppable resilience, and breaking into high-stakes finance and tech.
                              07:00 What Is Revenue Security?: Introducing a new GTM category, uncovering lost revenue, and why protection beats pipeline.
                              12:50 AI-Powered Selling: How AI surfaces risk, automates follow-through, and makes elite sellers even better.
                              18:00 Gamification, Human Skills & Modern Sales Excellence: Why relationship-selling is back, what makes sellers irreplaceable, and how reps stay competitive.
                              26:30 Scaling With AI, Staying Lean & Hiring the Elite: Why Alysio runs with a tiny powerhouse team, how they build talent, and the future of CRO org design.
                              36:50 Category Creation & The Future of GTM: Educating the market, unifying revenue teams, and why every CRO will run revenue audits in the future.

                              Links & Resources

                              Aaron McReynolds on LinkedIn

                              Get 25% off Alysio! 
                              Save on your first 3 months with Alysio when you book a demo and mention Revenue Rascals.

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals                              3479ai,automation,category,coaching,data,forecasting,founders,gamification,growth,innovation,leadership,onboarding,pipeline,productivity,quota,resilience,retention,sales,startups,strategyfalsefull                              Fire Up the RAV Engine | Three Gears to Power Your Team’s Efficiencyhttps://www.spreaker.com/episode/fire-up-the-rav-engine-three-gears-to-power-your-team-s-efficiency--68408987
                              Michelle walks through how to rebuild your company’s meeting rhythm to help you lead with precision and efficiency. From weekly alignment sessions to daily visibility huddles that keep everyone on the same page, she shows how structure unlocks speed. Whether you’re a CEO, consultant, or team leader, this episode will help you transform “meeting fatigue” into momentum that compounds.

                              Chapters
                              [Start] Introduction: Why canceling recurring meetings clears the path for clarity and performance.
                              03:02 Inside the RAV Engine: Michelle breaks down the three gears of the RAV engine: Rhythm, Accountability, and Visibility.
                              08:28 Visibility in Action: How one client streamlines team collaboration, tracks progress, and keeps communication easy.
                              18:49 Coaching Corner Q&A with Michelle: Hear answers from real-world listener questions on running the RAV engine long-term.
                              26:22 The Rascal Wrap Up: Michelle’s key takeaways and a free resource to help you install the RAV Engine inside your business.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68408987Tue, 04 Nov 2025 11:00:09 +0000Michelle TerpstraWhen your business calendar feels like chaos and meetings seem to drain your energy, it’s time for a reset. In this episode, host Michelle shares her secrets behind The RAV Engine: her proven three-gear system for running high-performing teams with...
                              Michelle walks through how to rebuild your company’s meeting rhythm to help you lead with precision and efficiency. From weekly alignment sessions to daily visibility huddles that keep everyone on the same page, she shows how structure unlocks speed. Whether you’re a CEO, consultant, or team leader, this episode will help you transform “meeting fatigue” into momentum that compounds.

                              Chapters
                              [Start] Introduction: Why canceling recurring meetings clears the path for clarity and performance.
                              03:02 Inside the RAV Engine: Michelle breaks down the three gears of the RAV engine: Rhythm, Accountability, and Visibility.
                              08:28 Visibility in Action: How one client streamlines team collaboration, tracks progress, and keeps communication easy.
                              18:49 Coaching Corner Q&A with Michelle: Hear answers from real-world listener questions on running the RAV engine long-term.
                              26:22 The Rascal Wrap Up: Michelle’s key takeaways and a free resource to help you install the RAV Engine inside your business.

                              Links & Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS
                              1700accountability,alignment,communication,efficiency,entrepreneurship,execution,growth,growth-marketing-strategies,innovation,leadership,meetings,productivity,rav,revenue-growth,rhythm,sales,sales-growth,strategy,teamwork,visibilityfalsefull                              The Power of Simplicity | How Chatbooks Found Product-Market Fit with Vanessa Quigleyhttps://www.spreaker.com/episode/the-power-of-simplicity-how-chatbooks-found-product-market-fit-with-vanessa-quigley--68301179
                              This conversation is full of energy, optimism, and real-world lessons for founders, creators, and dreamers alike. Vanessa and Michelle talk about leaning into simplicity, building community-powered growth, and embracing innovation without losing the personal touch. Vanessa also gives a behind-the-scenes look at what’s next for Chatbooks, giving a brighter future to the simplicity of family memory keeping.

                              Chapters
                              [Start] Vanessa Quigley & the Birth of Chatbooks: Michelle shares her personal connection to Chatbooks and Vanessa reflects on how one heartfelt idea became a movement.
                              06:40 From Failure to Breakthrough: A candid, inspiring look at how early failures paved the way for a revolutionary moment that changed everything.
                              16:06 The Magic of Simplicity & Social Media: How a simple product and authentic storytelling sparked growth and viral success.
                              24:19 Community, Values & Building with Integrity: Vanessa shares how community and honest pricing helped Chatbooks stand out in a crowded market.
                              42:07 The Future of Memory Keeping: Vanessa shares a sneak peek at how Chatbooks is blending tech and heart to help families preserve their stories for the future.

                              Links and Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS

                              Chatbooks Offer
                              Get 20% off with promo code RASCALS — the best deal Chatbooks gives new customers. Perfect for holiday gifts or starting your subscription.

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68301179Thu, 30 Oct 2025 10:00:08 +0000Michelle TerpstraHost Michelle Terpstra sits down with Vanessa Quigley, co-founder of Chatbooks, to uncover the heart and hustle behind one of the most beloved family-focused brands of the last decade. Vanessa shares the remarkable journey of turning a simple idea...
                              This conversation is full of energy, optimism, and real-world lessons for founders, creators, and dreamers alike. Vanessa and Michelle talk about leaning into simplicity, building community-powered growth, and embracing innovation without losing the personal touch. Vanessa also gives a behind-the-scenes look at what’s next for Chatbooks, giving a brighter future to the simplicity of family memory keeping.

                              Chapters
                              [Start] Vanessa Quigley & the Birth of Chatbooks: Michelle shares her personal connection to Chatbooks and Vanessa reflects on how one heartfelt idea became a movement.
                              06:40 From Failure to Breakthrough: A candid, inspiring look at how early failures paved the way for a revolutionary moment that changed everything.
                              16:06 The Magic of Simplicity & Social Media: How a simple product and authentic storytelling sparked growth and viral success.
                              24:19 Community, Values & Building with Integrity: Vanessa shares how community and honest pricing helped Chatbooks stand out in a crowded market.
                              42:07 The Future of Memory Keeping: Vanessa shares a sneak peek at how Chatbooks is blending tech and heart to help families preserve their stories for the future.

                              Links and Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor:                               3509authenticity,community,culture,engagement,family,growth,legacy,motivation,power,revenue-growth-strategies,revenue-marketing,revenue-strategies,sales,sales-growth,sales-strategies,simplicity,success,teamwork,transparency,trustfalsefull                              The Silent Killer of Growth | Stop Churn Before It Starts (with AI-Powered Proactive Success)https://www.spreaker.com/episode/the-silent-killer-of-growth-stop-churn-before-it-starts-with-ai-powered-proactive-success--68301422
                              Michelle shares the four real reasons why customers leave, what those warning signs are secretly telling you, and how to design a retention engine that will compound your growth every quarter. She also shares her Five Rascal Rules of Retention, a tried-and-true CRO framework for transforming your customer base into your biggest growth advantage.

                              Chapters
                              [Start] What is the Silent Killer?: Michelle shares how churn hides in plain sight, how to detect it early on, and that the real path to scaling is keeping the customers you already have.
                              07:19 Four Real Reasons for Churn: Michelle shares the leading causes of customer loss and how to fix them using data, systems, and empathy.
                              17:24 The Five Rascal Rules of Retention: Michelle gives her CRO edition of five actionable rules that lead to real retention.
                              21:21 Building the Churn Signal Dashboard: Michelle walks through how to create your “revenue command center” in the simplest way possible.
                              30:47 Q&A: Michelle hops into her coaching corner, where she gives you a simple outline of information about churn in a Q&A format.

                              Links and Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS


                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68301422Tue, 28 Oct 2025 10:00:08 +0000Michelle TerpstraJoin Michelle Terpstra as she takes on one of the biggest threats to sustainable growth in your company—customer churn. It’s not just lost deals or missed renewals, it’s the silent fade of customer engagement that drains momentum from even the best...
                              Michelle shares the four real reasons why customers leave, what those warning signs are secretly telling you, and how to design a retention engine that will compound your growth every quarter. She also shares her Five Rascal Rules of Retention, a tried-and-true CRO framework for transforming your customer base into your biggest growth advantage.

                              Chapters
                              [Start] What is the Silent Killer?: Michelle shares how churn hides in plain sight, how to detect it early on, and that the real path to scaling is keeping the customers you already have.
                              07:19 Four Real Reasons for Churn: Michelle shares the leading causes of customer loss and how to fix them using data, systems, and empathy.
                              17:24 The Five Rascal Rules of Retention: Michelle gives her CRO edition of five actionable rules that lead to real retention.
                              21:21 Building the Churn Signal Dashboard: Michelle walks through how to create your “revenue command center” in the simplest way possible.
                              30:47 Q&A: Michelle hops into her coaching corner, where she gives you a simple outline of information about churn in a Q&A format.

                              Links and Resources

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor:                               2630ai,analytics,automation,business,churn,client-retention,cro,customer,dashboard,growth,leadership,marketing,onboarding,reducing-churn,retention,revenue,sales,strategy,success,why-customers-leavefalsefull                              Is Purpose the New Playbook for Growth? | How Kaitlyn Talamante Revived LadyBosshttps://www.spreaker.com/episode/is-purpose-the-new-playbook-for-growth-how-kaitlyn-talamante-revived-ladyboss--68248588
                              This conversation dives into the unfiltered reality of business ownership, imposter syndrome, purpose, faith, and the courage to take massive risks when the outcome is anything but guaranteed. Kaitlyn shares how she rebuilt LadyBoss through authentic storytelling, community connection, and recurring revenue, proving that real conversations, not ads, drive lasting growth.

                              Chapters
                              [Start] From Customer to CEO: Kaitlyn shares how a personal health transformation led her from losing 85 pounds with LadyBoss to ultimately acquiring the brand she loved.
                              06:31 The Pitch That Changed Everything: What it was like to throw her hat in the ring, pitch Russell Brunson directly, and secure the deal that turned an employee into an owner.
                              12:01 The Subscription Advantage: Kaitlyn and Michelle unpack the power of recurring revenue, community-driven retention, and how to scale e-commerce sustainably.
                              20:08 LadyBoss Ignite & the Next Chapter: An exclusive look at LadyBoss Ignite, a new women’s supplement designed for hormonal balance.
                              28:40 Faith, Purpose & Risk: How Kaitlyn’s faith reframed her relationship with risk and shaped her leadership approach through uncertainty and comeback moments.
                              49:13 The First 90 Days - Inside the Relaunch: Kaitlyn’s honest look at imposter syndrome, team rebuilding, and how community became the cornerstone of LadyBoss’s rebirth.

                              Links and Resources

                              Connect with Kaitlyn Talamante:
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk
                              Get 25% off with promo code: REVENUERASCALS

                              Save 20% on LadyBoss
                              Use code RASCALS20 for 20% off and early access to LadyBoss Ignite

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68248588Thu, 23 Oct 2025 10:00:09 +0000Michelle TerpstraHost Michelle Terpstra sits down with Kaitlyn Talamante, CEO of LadyBoss, to unpack what it really takes to buy, rebuild, and scale a brand you believe in. Kaitlyn went from customer to CEO, acquiring LadyBoss from Russell Brunson and reviving a...
                              This conversation dives into the unfiltered reality of business ownership, imposter syndrome, purpose, faith, and the courage to take massive risks when the outcome is anything but guaranteed. Kaitlyn shares how she rebuilt LadyBoss through authentic storytelling, community connection, and recurring revenue, proving that real conversations, not ads, drive lasting growth.

                              Chapters
                              [Start] From Customer to CEO: Kaitlyn shares how a personal health transformation led her from losing 85 pounds with LadyBoss to ultimately acquiring the brand she loved.
                              06:31 The Pitch That Changed Everything: What it was like to throw her hat in the ring, pitch Russell Brunson directly, and secure the deal that turned an employee into an owner.
                              12:01 The Subscription Advantage: Kaitlyn and Michelle unpack the power of recurring revenue, community-driven retention, and how to scale e-commerce sustainably.
                              20:08 LadyBoss Ignite & the Next Chapter: An exclusive look at LadyBoss Ignite, a new women’s supplement designed for hormonal balance.
                              28:40 Faith, Purpose & Risk: How Kaitlyn’s faith reframed her relationship with risk and shaped her leadership approach through uncertainty and comeback moments.
                              49:13 The First 90 Days - Inside the Relaunch: Kaitlyn’s honest look at imposter syndrome, team rebuilding, and how community became the cornerstone of LadyBoss’s rebirth.

                              Links and Resources

                              Connect with Kaitlyn Talamante:
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system....]]>                              3311acquisition,brand-revival,business-acquisition,community,e-commerce,faith,female-empowerment,growth,health-and-wellness,ladyboss,leadership,mentorship,purpose,purpose-driven-business,resilience,risk-management,subscription-model,sustainability,wellness,women-in-businessfalsefullIs Gen Z “Lazy” or Just Smarter? | Decoding Gen Z Sales Talenthttps://www.spreaker.com/episode/is-gen-z-lazy-or-just-smarter-decoding-gen-z-sales-talent--68222301
                              From creating structured 30/60/90-day success blueprints to mastering feedback loops that actually motivate, this episode is a masterclass in people-centric leadership for the modern workforce. Michelle dives into the end of burnout culture, the rise of autonomy as the new work-life balance, and practical ways to gamify progress without losing focus. 

                              Chapters
                              [Start] Gen Z Isn’t Broken, Leadership Is: Michelle breaks down why traditional “tough love” management fails with Gen Z and how to lead with clarity and trust.
                              06:30 People-Centric Leadership in Action:                               From trust-building to defending your team, Michelle shares how to lead with heart while still hitting big sales goals.
                              18:00 Sink-or-Swim is Dead:                               Why old-school sales onboarding burns out your best talent, and how to replace it with structure, support, and growth.
                              25:00 Rascal Fixes: Systems That Keep Gen Z Engaged:                               Blueprints, bite-sized training, and feedback cadences that boost retention, performance, and loyalty.
                              39:00 Coaching Corner: Real Questions, Real Fixes:                               Michelle answers listener questions about motivating Gen Z reps, building loyalty, and giving effective feedback without the “feedback sandwich.”
                              50:00 Rascal Wrap-Up: Lead the Shift:                               Key takeaways for leading with empathy, efficiency, and modern sales strategy, plus a free Gen Z Sales Leader Checklist.


                              Links and Resources

                              The Five Hour Workday by Stephan Aarstol

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS


                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68222301Tue, 21 Oct 2025 10:00:08 +0000Michelle TerpstraHost Michelle Terpstra tackles one of today’s most misunderstood leadership challenges: how to hire, train, and retain Gen Z sales talent. Forget the stereotypes of entitlement or laziness—Michelle makes it clear that Gen Z isn’t “the problem,”...
                              From creating structured 30/60/90-day success blueprints to mastering feedback loops that actually motivate, this episode is a masterclass in people-centric leadership for the modern workforce. Michelle dives into the end of burnout culture, the rise of autonomy as the new work-life balance, and practical ways to gamify progress without losing focus. 

                              Chapters
                              [Start] Gen Z Isn’t Broken, Leadership Is: Michelle breaks down why traditional “tough love” management fails with Gen Z and how to lead with clarity and trust.
                              06:30 People-Centric Leadership in Action:                               From trust-building to defending your team, Michelle shares how to lead with heart while still hitting big sales goals.
                              18:00 Sink-or-Swim is Dead:                               Why old-school sales onboarding burns out your best talent, and how to replace it with structure, support, and growth.
                              25:00 Rascal Fixes: Systems That Keep Gen Z Engaged:                               Blueprints, bite-sized training, and feedback cadences that boost retention, performance, and loyalty.
                              39:00 Coaching Corner: Real Questions, Real Fixes:                               Michelle answers listener questions about motivating Gen Z reps, building loyalty, and giving effective feedback without the “feedback sandwich.”
                              50:00 Rascal Wrap-Up: Lead the Shift:                               Key takeaways for leading with empathy, efficiency, and modern sales strategy, plus a free Gen Z Sales Leader Checklist.


                              Links and Resources

                              The Five Hour Workday by Stephan Aarstol

                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and...]]>                              3049autonomy,burnout,coaching,communication,culture,discipline,engagement,feedback,gen-z,growth,leadership,loyalty,mindset,motivation,onboarding,productivity,retention,sales,teamwork,trustfalsefull                              Is This the End of Sales Teams? Freemium, Friction & the Rise of the Chief Customer Officerhttps://www.spreaker.com/episode/is-this-the-end-of-sales-teams-freemium-friction-the-rise-of-the-chief-customer-officer--68157492
                              Throughout their discussion, Michelle and Dave dive deep into topics like the role of metrics vs. mindset, how to build scalable systems without losing authenticity, and why “revenue leadership” is all about human leadership.

                              Chapters
                              [Start] Introduction: Michelle introduces guest Dave Boyce, a sales leader and investor, best known for his work at Winning by Design and his book Freemium.
                              03:02 Fixing Sales and Product Issues: Dave shares his insights, encouraging companies to focus on problems they can fix vs. those they can’t.
                              18:53 Forming Habits for Success: Dave reviews the importance of building habits in your business and shares some of his favorite tactics to help teams succeed.
                              32:38 Consistent Customer Satisfaction: Dave shares tips to help improve customer relationships and satisfaction.
                              47:15 The Future of Revenue: Dave gives advice on the most important things to consider when it comes to company revenue.

                              Links and Resources

                              Connect with Dave Boyce:
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              Today’s Sponsor: Jason Markk 
                              Get 25% off with promo code: REVENUERASCALS

                              Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                              Michelle Terpstra's Privacy Policy]]>                              https://api.spreaker.com/episode/68157492Thu, 16 Oct 2025 10:00:08 +0000Michelle TerpstraMichelle is joined by Dave Boyce, a revenue leader and investor who specializes in scaling companies and go-to-market teams. Dave shares insights to modern sales leadership and how it has evolved over time. Rather than relying on quotas and cold...
                              Throughout their discussion, Michelle and Dave dive deep into topics like the role of metrics vs. mindset, how to build scalable systems without losing authenticity, and why “revenue leadership” is all about human leadership.

                              Chapters
                              [Start] Introduction: Michelle introduces guest Dave Boyce, a sales leader and investor, best known for his work at Winning by Design and his book Freemium.
                              03:02 Fixing Sales and Product Issues: Dave shares his insights, encouraging companies to focus on problems they can fix vs. those they can’t.
                              18:53 Forming Habits for Success: Dave reviews the importance of building habits in your business and shares some of his favorite tactics to help teams succeed.
                              32:38 Consistent Customer Satisfaction: Dave shares tips to help improve customer relationships and satisfaction.
                              47:15 The Future of Revenue: Dave gives advice on the most important things to consider when it comes to company revenue.

                              Links and Resources

                              Connect with Dave Boyce:
                              Lean Sales Team Buildout
                              Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                              The Local Guild
                              Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                              Objectionly 14-Day Free Trial
                              If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                              Go High Level 30-Day Free Trial
                              The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                              Connect with Michelle:
                              • LinkedIn
                              • 3649cco,chief-customer-officer,coaching,culture,curiosity,data,dave-boyce,empathy,enablement,freemium,growth,innovation,leadership,metrics,mindset,revenue,sales,strategy,systems,transformationfalsefullWelcome to Revenue Rascals | The Movement Beginshttps://www.spreaker.com/episode/welcome-to-revenue-rascals-the-movement-begins--68127120
                                Michelle dives into how she built a life and business that grow together, not at the expense of each other, and why Revenue Rascals is here to shake up the old rules of business. Smart, human, and just the right amount of rebellious. Welcome to Revenue Rascals—where growth gets gutsy, and freedom is the new bottom line.

                                Chapters
                                [Start] The Movement Begins: Michelle kicks off Revenue Rascals, sharing what this show is all about and how it’s rewriting the rules of growth.
                                02:18 Join the Rascals: An open invitation to build smarter, freer businesses—and claim your spot in the rascal movement.
                                05:12 What Is a CRO?: Michelle breaks down what a Chief Revenue Officer really does and why every business needs to think like one.
                                12:35 What to Expect: Real talk, real results, and conversations that actually move the needle.
                                15:56 Powered by People: The secret to sustainable success: consistency, connection, and building habits that last.

                                Links and Resources

                                Lean Sales Team Buildout
                                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                                The Local Guild
                                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                                Objectionly 14-Day Free Trial
                                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                                Go High Level 30-Day Free Trial
                                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                                Connect with Michelle:


                                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                                Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68127120Tue, 14 Oct 2025 10:00:09 +0000Michelle TerpstraThe movement begins. In this first episode of Revenue Rascals, host Michelle Terpstra shares the story behind it all—the corporate “no” that sparked her decision to build something better, the freedom that followed, and the mindset that changed...
                                Michelle dives into how she built a life and business that grow together, not at the expense of each other, and why Revenue Rascals is here to shake up the old rules of business. Smart, human, and just the right amount of rebellious. Welcome to Revenue Rascals—where growth gets gutsy, and freedom is the new bottom line.

                                Chapters
                                [Start] The Movement Begins: Michelle kicks off Revenue Rascals, sharing what this show is all about and how it’s rewriting the rules of growth.
                                02:18 Join the Rascals: An open invitation to build smarter, freer businesses—and claim your spot in the rascal movement.
                                05:12 What Is a CRO?: Michelle breaks down what a Chief Revenue Officer really does and why every business needs to think like one.
                                12:35 What to Expect: Real talk, real results, and conversations that actually move the needle.
                                15:56 Powered by People: The secret to sustainable success: consistency, connection, and building habits that last.

                                Links and Resources

                                Lean Sales Team Buildout
                                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                                The Local Guild
                                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                                Objectionly 14-Day Free Trial
                                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                                Go High Level 30-Day Free Trial
                                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                                Connect with Michelle:


                                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs...]]>                                1160accountability,authenticity,chief-revenue-officer,clarity,coaching,communication,cro,culture,curiosity,development,empathy,enablement,growth,innovation,leadership,mindset,reflection,systems,transformation,trustfalsefullWelcome to the Revenue Rascals Podcasthttps://www.spreaker.com/episode/welcome-to-the-revenue-rascals-podcast--68113669Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                                Michelle Terpstra's Privacy Policy]]>https://api.spreaker.com/episode/68113669Tue, 14 Oct 2025 10:00:08 +0000Michelle Terpstra159falsetrailerThe Hidden Cost of Discounts | How Much Is Your Sales Strategy Costing You?https://www.spreaker.com/episode/the-hidden-cost-of-discounts-how-much-is-your-sales-strategy-costing-you--68113467
                                Michelle’s insights can help listeners take charge of their narrative and be confident in their sales tactics. Instead of talking numbers and logistics, she urges leaders to use human connection as their driving force for maintaining a good customer relationship.

                                Chapters
                                [Start] Introduction: Michelle introduces the topic of discounts and gives better alternatives for your company strategy.
                                08:23 How to Tackle Growth: Michelle highlights how intertwined every department is in a company, and the importance of understanding each one to obtain optimal growth.
                                15:36 The Role of Discovery: Michelle says that most deals are won and lost in discovery, making it a critical part of sales. She gives pointers on how to make the most of this step.
                                28:40 Training as a Tool: Michelle talks about the importance of proper training for sales teams.. It is critical to know how your team learns in order to train them best.
                                36:19 Repetition Leads to Results: Michelle says that the key to getting results is to be consistent and repetitive with your strategies. She gives pointers on how to build habits that will lead to success.

                                Links and Resources

                                Patrick Trümpi on LinkedIn

                                Lean Sales Team Buildout
                                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                                The Local Guild
                                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                                Objectionly 14-Day Free Trial
                                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                                Go High Level 30-Day Free Trial
                                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

                                Connect with Michelle:
                                Today’s Sponsor: Jason Markk
                                Get 25% off with promo code: REVENUERASCALS

                                Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

                                Michelle Terpstra's Privacy Policy]]>                                https://api.spreaker.com/episode/68113467Tue, 14 Oct 2025 10:00:08 +0000Michelle TerpstraMichelle Terpstra takes on this solo episode, where she talks about how to confidently grow your revenue without feeling like you need to give discounts. What some might view as a way to bring in new customers, Michelle reveals to be a roadblock,...
                                Michelle’s insights can help listeners take charge of their narrative and be confident in their sales tactics. Instead of talking numbers and logistics, she urges leaders to use human connection as their driving force for maintaining a good customer relationship.

                                Chapters
                                [Start] Introduction: Michelle introduces the topic of discounts and gives better alternatives for your company strategy.
                                08:23 How to Tackle Growth: Michelle highlights how intertwined every department is in a company, and the importance of understanding each one to obtain optimal growth.
                                15:36 The Role of Discovery: Michelle says that most deals are won and lost in discovery, making it a critical part of sales. She gives pointers on how to make the most of this step.
                                28:40 Training as a Tool: Michelle talks about the importance of proper training for sales teams.. It is critical to know how your team learns in order to train them best.
                                36:19 Repetition Leads to Results: Michelle says that the key to getting results is to be consistent and repetitive with your strategies. She gives pointers on how to build habits that will lead to success.

                                Links and Resources

                                Patrick Trümpi on LinkedIn

                                Lean Sales Team Buildout
                                Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

                                The Local Guild
                                Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

                                Objectionly 14-Day Free Trial
                                If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

                                Go High Level 30-Day Free Trial
                                The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl
                                2617accountability,authenticity,clarity,coaching,communication,culture,curiosity,development,empathy,enablement,growth,innovation,leadership,mindset,reflection,sales,sales-mistakes,systems,transformation,trustfalsefull