Revenue Rascals | Sales Strategies for Business Growth

Michelle 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 pulled into bigger conversations like pricing, go-to-market, team structure, revenue priorities, but you’re still being scoped like a specialist, this epis...

Michelle 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 explore what it really means to grow a company with intention. Together, they unpack the tension many founders feel between ambition and alignment,...

Michelle 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 momentum toward meaningful next steps. Michelle introduces a follow-up decision tree to help leaders match their communication style to the buyer’s stage. S...

Michelle 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 should be, this conversation offers a much-needed reframe. Michelle and Jennifer show why most qualified leads aren’t missing—they’re simply being ove...

Host 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 without feeling awkward, all while building even stronger connections with people. Michelle also gives real examples of successful revenue leaders and wh...

Michelle 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 practical, easy-to-apply way to understand what your business actually needs to grow, and just as importantly, what it should stop doing. Together, they bre...

Michelle 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 vague expectations and mismatched responsibilities can derail revenue long before performance ever has a chance to stabilize. She introduces a practica...

Michelle 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 distance equals strength and unpack how hyperproductivity, emotional numbing, and fear of failure quietly shape high-performing cultures. Chris explains wh...

Michelle 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 through why adding more leads or tactics often creates more chaos, and why simplicity and discipline are the real drivers of predictable growth. She in...

This 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 farm to shelf. This conversation reframes the food system as a business ecosystem shaped by data, power, and strategic decision-making, not just inflat...

In 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. Instead, Michelle makes the case that training without execution support is obsolete in a sales environment that changes every day. She introduces a new s...

In 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, arguing instead that buyers move when sellers intentionally evoke specific feelings at precise moments. McCall explains how decisions originate emotionally...

Michelle 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. Backed by data and firsthand experience, Michelle explains why consumers are reallocating spending toward experiences, products, and environments tha...

In 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 to live. Using real-world experience, she explains why visual strategy works and how it can train your brain to focus and move decisively toward what...

Michelle 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 conversation digs into why behavior under pressure reveals far more than polished slides ever could. Kent explains how Sh*t Pitch was designed to expose the “wh...

In 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, physical well-being, and intentional routines. She offers a grounded reminder that looking “put together” is less about polish and more about consis...

In 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 testimonials and case studies and why buyer psychology assures us that no amount of AI-generated copy can replace lived experience. Kendall breaks down ho...

Michelle 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 and attracts higher-quality clients. KJ reframes publicity as an accessible growth lever—one that founders can activate without massive budgets or la...

In 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 around a single strategy, rather than something that divides them. As buying journeys grow more complex and customer expectations rise, she makes the ca...

Host 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 burned-out analyst to full-time investor, Jason breaks down why so many high achievers fall for what he calls the passive income trap—the belief that...

In 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. Drawing on years of experience leading teams through acquisitions, restructures, shifting strategies, and rapid scaling, Michelle reveals how ambiguity,...

Michelle 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 landscape for founders, operators, and curious investors alike. Together, Michelle and Ryan walk through the realities of financial literacy and the dec...

Michelle 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 playbook and walks through the real reasons behind the five biggest objections (price, time, trust, authority, and ROI) and shows why objections aren’t si...

Michelle 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 a fully engineered product—without quitting his day job, raising venture capital, or handing over ownership. This is a rare behind-the-scenes look at...

Michelle 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 required to move from founder-led sales into scalable sales leadership. Rather than treating hiring as a handoff, she reframes it as a leadership evolution....