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PODCAST

Revenue Rascals | Sales Strategies for Business Growth

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

56:10

The Revenue Leak No One is Talking About | The Truth...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/04/23

What 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 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

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17:36

Consultants vs AI Tools | Handling Sales Objections...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/04/16

In 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. 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

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18:34

Why Founders are Saying “No” to Your Fractional CRO...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/04/09

Is 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 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

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55:36

Why Your Sales Team Isn’t Closing Deals (And How to...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/04/02

Here’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 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

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55:49

7 Ways to 7 Figures in Revenue Growth | Thought...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/26

What 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 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

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58:19

4 Sales Mistakes and How to Avoid Them | Building a...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/19

If 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 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

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26:03

The Science of Selling | How Your Nervous System...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/17

In 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 a deal within the first minute —not based on the pitch, script, or offer, but on the seller’s physiological state. When a seller enters a call stressed, rushed, or reactive, their brain shifts into survival mode, making it harder to listen deeply, ask

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50:00

The Sales System Every Founder Needs | How to Build...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/12

Michelle 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 founders try to sell more to solve their financial problems, but Megan explains why that approach often misses the mark. Instead, she emphasizes the importance of understanding your numbers and building structured revenue models to manage your cash flow

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40:12

Sales Strategy Fix for Founder Burnout | Why Most...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/10

Michelle 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 burnout not as a grit problem, but as a go-to-market problem. When a business lacks clarity around its offer, audience, and acquisition channels, the founder’s nervous system ends up carrying the weight of every decision.Michelle walks listeners through

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65:31

6 Fixes to Win and Keep Customers with Rion Westfall...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/05

Michelle 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 their own growth when they disregard these trends. Rion shares insights on how you can create systems that give your revenue a boost rather than make it drop.To help companies recognize and improve their revenue patterns, Rion introduces his six-step

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36:48

How to Engineer an Ecosystem That Multiplies Lifetime...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/03/03

Michelle 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. It’s a strategic breakdown designed to teach founders, operators, and consultants how to spot revenue leaks hiding in plain sight.Using publicly available information, Michelle evaluates channel expansion, subscription structure, app integration, retail

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60:09

Growing from Invisible to Iconic | Building Personal...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/26

Michelle 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 your brand, explaining how authenticity can boost your revenue and strengthen trust with your clients.Shauna introduces her “Invisible to Iconic” framework, outlining everything you need to know about strategies, conversion, and client trust. If you’re a

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39:37

How to Leave Your 9-5 and Build a Fractional CRO Firm...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/24

The 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” advice. This is grounded, experience-backed insight on how to prepare every step of the way, making sure you’re ready to take the leap.Michelle also lays out the hard truths that no one else wants to tell you, but you need to hear to see profit and

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45:33

The Risk No One Warned Sellers About | AI Pricing...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/19

In 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 enough. Roee and Michelle talk about how leaders can redesign pricing strategies to reduce risk while accelerating growth and revenue.Roee breaks down how AI is reshaping company margins and why hybrid pricing models will be the safest route going forward

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47:42

Stuck as a Consultant? | How to Step Into a...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/17

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 episode puts language to what you’re already doing and shows you how to step into the role with clarity. The

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49:42

Every Yes Drives a No | Building a Business that...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/12

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, and how values-driven decision making can create a business that is sustainable, profitable, and deeply

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41:46

Why Most Follow-Ups Fail and How To Fix It

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/10

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. She emphasizes that clarity and relevance are more important than tactics and highlights the importance of

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49:09

The Leads You’re Missing | Finding Clients with...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/05

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 overlooked.Together, they walk through practical, low-friction ways to uncover opportunities already

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34:10

Don’t Make it Weird | Turning Friendly Conversations...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/02/03

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 what they do to increase sales with people they already know. No matter how established you may be, her

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53:59

How to Build a Balanced Marketing Strategy | The...

Revenue Rascals | Sales Strategies for Business Growth ·

2026/01/29

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 break down the four stages of sustainable marketing success: setting the table, fishing, hunting, and

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53 results

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