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PODCAST

Revenue Rascals

Michelle Terpstra

Ready 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 and proven sales-playbooks designed to help you scale smarter and faster. Whether you’re a CRO chasing big targets, a startup-sales rascal pre-revenue, or a CMO looking for fresh strategies that actually work.Hosted with a mix of energy, execution, and

business marketing

All Episodes

34:57

How to Use AI the Right Way for Growth | The...

Revenue Rascals ·

2026/01/13

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 Instead, Michelle makes the case that training without execution support is obsolete in a sales environment that changes every day.She introduces a new standard for sales enablement in 2026: AI-reinforced execution that lives inside real deals. Michelle

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55:33

What Is Your Charisma Style? | Selling Without Faking...

Revenue Rascals ·

2026/01/08

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 before they are ever justified logically, and why misaligned tactics can erode trust even when the

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41:56

How to Build Revenue Around Wellness as an Identity |...

Revenue Rascals ·

2026/01/06

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 that support strength and mental clarity.Rather than treating wellness as a niche reserved for fitness

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27:23

The Vision Board That Actually Works

Revenue Rascals ·

2026/01/01

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 matters most.Michelle walks listeners through a repeatable framework for building a vision board that

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44:28

How Real Leaders Show Up Under Pressure | Inside Kent...

Revenue Rascals ·

2025/12/30

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 “who” behind the business, not just the “what,” and why trust, coachability, and emotional intelligence

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29:50

My Playbook for Looking Camera Ready | Michelle’s...

Revenue Rascals ·

2025/12/25

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 consistency.Michelle shares the systems and shortcuts she’s integrated into her life to reduce decision

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50:31

How Authentic Stories Turn Trust Into Revenue |...

Revenue Rascals ·

2025/12/23

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 how authentic stories build authority, attract aligned buyers, and create sustainable revenue without

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42:14

Press Before Payroll | KJ Blattenbauer on Profitable...

Revenue Rascals ·

2025/12/18

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 large PR teams.KJ also shares her “Press Before Payroll” philosophy, breaking down how storytelling and

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29:00

Cross-Functional Sales Enablement | The B2B Strategy...

Revenue Rascals ·

2025/12/16

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 case that enablement must become the connective tissue of the entire revenue organization.Drawing on

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39:44

Passive Income or Pipe Dream? | The Truth About...

Revenue Rascals ·

2025/12/11

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 buying and managing investment properties is “passive” when, in reality, it requires endless late

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37:05

Leading Through Change | Why Great Sales Orgs Are...

Revenue Rascals ·

2025/12/09

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, not change itself, is what truly derails performance. Michelle breaks down her Change Leadership Method

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63:17

What Makes a Business Worth Buying? | The Hidden...

Revenue Rascals ·

2025/12/04

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 decision-making patterns that separate sellable companies from stressful hobbies disguised as

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64:10

Are These 5 Objections Killing Your Deals? | The Real...

Revenue Rascals ·

2025/12/02

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 signs of rejection… they’re signs of interest.Michelle also breaks down her signature method, A-V-P

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39:21

You Don’t Need Investors to Build Something Big | The...

Revenue Rascals ·

2025/11/27

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 what customer-funded growth really looks like in practice.Michelle and Paul dive into the grit, timing,

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26:21

Why Do 50% of First Sales Hires Fail? | What...

Revenue Rascals ·

2025/11/25

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.Michelle shares real case studies from her consulting work, revealing why 50% of first sales hires fail,

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53:23

Do You Really Need a Full-Time CMO? | Why Fractional...

Revenue Rascals ·

2025/11/20

Host, 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 highlights how quick strategic support can help early-stage companies grow out of fragile phases faster than traditional hiring models. Michelle and Chad talk about the realities of building a fractional firm. With real-life stories, they highlight the

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25:00

The Death of the Time Pitch | Escaping the AI...

Revenue Rascals ·

2025/11/18

In 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 examples, Michelle offers a practical roadmap for sellers who want to stand out and give their buyers more certainty.Michelle shows how to transform vague, time-based pitches into specific, ROI-driven value propositions. She covers issues between buyers

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51:23

Are Quizzes the Future of Lead Gen? | How AI Is...

Revenue Rascals ·

2025/11/13

From 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 customer obsession into Interact: the quiz platform fueling over 100 million leads worldwide.Josh shares how he built Interact from scratch, scaled it through market shifts, and created a business model that thrives without traditional direct sales

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33:57

Can a Small Business Really Make Money While It...

Revenue Rascals ·

2025/11/11

If 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 rollercoaster, with sales going up and down, Michelle gives a framework for you to build a steady, recurring revenue stream.Michelle introduces her signature Rascal Framework: Productize, Price, and Promise, a simple method for turning what’s already

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57:59

Are You Protecting Revenue or Just Chasing It? | How...

Revenue Rascals ·

2025/11/06

In 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 at age four, to hustling his way into Goldman Sachs with an advertising degree, to leading enterprise sales, and now pioneering an AI-powered platform that protects the revenue companies have already worked so hard to win. This is a story of grit,

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