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| Titre | Date | Durée | |
|---|---|---|---|
| Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days | 02 Jul 2026 | 00:30:33 | |
Now 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 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| Part 1: How To Build A Local Business That Doesn't Need You Every Day | 25 Jun 2026 | 00:41:55 | |
How 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 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| Subscriptions That Matter | Navigating Click-to-Cancel Laws with Keren de Zwart | 18 Jun 2026 | 00:54:26 | |
Small 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 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| Why Your CRM Isn't Closing Deals (And the Fix That Generated $4M) | 11 Jun 2026 | 00:54:50 | |
Michelle 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 that. They unpack what it actually takes to build a process that runs without the founder carrying it all in their head. The case studies in this episode make the stakes of a broken follow-up system impossible to ignore. 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| Building a Purpose-Driven Business From Zero | Starting Over at 50 with Carmine Del Sordi | 04 Jun 2026 | 00:52:35 | |
What 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 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| How Lee Smith Bought a Business with $1 (And How You Can Do It, Too) | 28 May 2026 | 00:29:52 | |
What 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 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| 42% of B2B Reps Hit Quota – Here’s the Free Fix That Changes Everything | 21 May 2026 | 00:45:00 | |
As 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 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: The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| The Real Reason Your Employees Don’t Want to Sell (And What to Do About It) | 14 May 2026 | 00:28:27 | |
If 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, 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 The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle. 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 Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra https://michelleterpstra.com/workwithus/ Check out three ways Michelle and her team can support your path to predictable growth. 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 | |||
| The Call That Cost $40,000 (And How One Automation Fixed It) | 07 May 2026 | 00:19:41 | |
Imagine 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 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 Get 30 Days Free Trial + Free Live Bootcamp to Launch HighLevel Together: https://www.gohighlevel.com/highlevel-bootcamp?fp_ref=qwkp0b OR get started today https://gohighlevel.com/annual?fp_ref=qwkp0b Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change.http://quiz.revenuerascals.com/ quiz.revenuerascals.com 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 | |||
| Growing a Travel Advisory Business (That’s Not an MLM) | 30 Apr 2026 | 00:58:00 | |
What 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 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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Ali Raymer
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 | |||
| The Revenue Leak No One is Talking About | The Truth About TAM, AI, and Revenue Growth with Kurt Uhlir | 23 Apr 2026 | 00:56:10 | |
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 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
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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra https://michelleterpstra.com/workwithus/ Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Consultants vs AI Tools | Handling Sales Objections with AI Roleplay | 16 Apr 2026 | 00:17:36 | |
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 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 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: objectionly.com/?via=revenuerascals Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Why Founders are Saying “No” to Your Fractional CRO Pitch (And How to Fix It) | 09 Apr 2026 | 00:18:34 | |
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 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 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: objectionly.com/?via=revenuerascals Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. https://docs.google.com/forms/d/e/1FAIpQLSe8MiVY2uydDyrkTa8iV5xBLgcvWKUlL4WJFvxtBGct6BLLEQ/viewform Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Why Your Sales Team Isn’t Closing Deals (And How to Fix It) with Garrett Campbell | 02 Apr 2026 | 00:55:36 | |
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 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 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: objectionly.com/?via=revenuerascals Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. https://docs.google.com/forms/d/e/1FAIpQLSe8MiVY2uydDyrkTa8iV5xBLgcvWKUlL4WJFvxtBGct6BLLEQ/viewform Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| 7 Ways to 7 Figures in Revenue Growth | Thought Leadership with Aurora Winter | 26 Mar 2026 | 00:55:49 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Aurora:
Turn Words Into Wealth: Blueprint for Your Business, Brand, and Book to Create Multiple Streams of Income & Impact by Aurora Winter 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 | |||
| 4 Sales Mistakes and How to Avoid Them | Building a Sales Team with John Dinkel | 19 Mar 2026 | 00:58:19 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Want to Start Your Podcast? Schedule a call and mention Revenue Rascals for a free consultation on your podcast: https://www.launchpod.media/contact 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 | |||
| The Science of Selling | How Your Nervous System Impacts Every Sales Call | 17 Mar 2026 | 00:26:03 | |
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 strong questions, or guide the conversation with confidence. 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| The Sales System Every Founder Needs | How to Build Sustainable Revenue with Megan Hale | 12 Mar 2026 | 00:50:00 | |
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. These are the things that can dramatically change how your business grows. 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Sales Strategy Fix for Founder Burnout | Why Most Founders Struggle to Reach Their First $1M | 10 Mar 2026 | 00:40:12 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| 6 Fixes to Win and Keep Customers with Rion Westfall | Stop Losing Customers Before You Start | 05 Mar 2026 | 01:05:31 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop 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 Revenue RascalsAccess All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Rion Westfall:
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 | |||
| How to Engineer an Ecosystem That Multiplies Lifetime Value | A Case Study of Clean Simple Eats | 03 Mar 2026 | 00:36:48 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Growing from Invisible to Iconic | Building Personal Brands with Shauna Smith | 26 Feb 2026 | 01:00:09 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| How to Leave Your 9-5 and Build a Fractional CRO Firm (Without Blowing Up Your Life) | 24 Feb 2026 | 00:39:37 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| The Risk No One Warned Sellers About | AI Pricing Models with Roee Hartuv | 19 Feb 2026 | 00:45:33 | |
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. 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Navigate B2B SaaS Pricing: https://www.willingnesstopay.com/ Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Stuck as a Consultant? | How to Step Into a Fractional CRO Role | 17 Feb 2026 | 00:47:42 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Interested in Becoming a Fractional CRO? Email hello@michelleterpstra.com Subject line: CRO Path for Me High Performance Sales Habits By Michelle Terpstra Access All Revenue Rascals Resources for FREE at www.revenuerascals.comOne-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Every Yes Drives a No | Building a Business that Aligns with Your Values with Ashlee Sang | 12 Feb 2026 | 00:49:42 | |
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 personal. 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Connect with Ashlee Sang:
Conscious Marketing, Curated: https://www.ashleesang.com/curated Get 1 month free with promo code: Rascals Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Why Most Follow-Ups Fail and How To Fix It | 10 Feb 2026 | 00:41:46 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| The Leads You’re Missing | Finding Clients with Jennifer Frye | 05 Feb 2026 | 00:49:09 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem. Appreciated Assets Lead Finder Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Don’t Make it Weird | Turning Friendly Conversations Into Revenue | 03 Feb 2026 | 00:34:10 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Today’s Sponsors: https://indestove.com/ 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 | |||
| How to Build a Balanced Marketing Strategy | The Marketing Diet with Travis Isaacson | 29 Jan 2026 | 00:53:59 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Connect with Travis Isaacson:
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| You Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Role | 27 Jan 2026 | 00:38:11 | |
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 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 High Performance Workshop (Live with Michelle) Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout. You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
Reserve your seat today: revenuerascals.com/highperformanceworkshop Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| The Hidden Cost of Being a High Performer | Managing Emotions in the Workplace with Chris Yadon | 22 Jan 2026 | 01:00:26 | |
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 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:
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Today’s Sponsors: INDEStoveGet 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 | |||
| When Hustle Stops Working | What I’d Fix First if Your Revenue Was Flat | 20 Jan 2026 | 00:31:36 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Who Really Makes Money on Your Groceries? | The Farm-to-Shelf Business Model with Ricky Volpe | 15 Jan 2026 | 01:05:40 | |
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 inflation headlines. Ricky explains why most farms are price-takers, how consolidation has reshaped agriculture, and why the farm share of the food dollar is far smaller than most people expect. 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:
One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Ricky: Today’s Sponsors: https://indestove.com/ INDEStoveGet 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 | |||
| How to Use AI the Right Way for Growth | The Enablement Model for 2026 | 13 Jan 2026 | 00:34:57 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| What Is Your Charisma Style? | Selling Without Faking Who You Are with McCall Jones | 08 Jan 2026 | 00:55:33 | |
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 strategy itself is sound. 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with McCall: 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 | |||
| How to Build Revenue Around Wellness as an Identity | How Smart Brands Make More Money | 06 Jan 2026 | 00:41:56 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| The Vision Board That Actually Works | 01 Jan 2026 | 00:27:23 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| How Real Leaders Show Up Under Pressure | Inside Kent Richeson’s Pitch Arena | 30 Dec 2025 | 00:44:28 | |
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 consistently outperform flash and bravado. 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| My Playbook for Looking Camera Ready | Michelle’s Favorite Things | 25 Dec 2025 | 00:29:50 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| How Authentic Stories Turn Trust Into Revenue | Storyselling with Kendall Cherry | 23 Dec 2025 | 00:50:31 | |
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 relying on pressure or hype. 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:
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Press Before Payroll | KJ Blattenbauer on Profitable Publicity | 18 Dec 2025 | 00:42:14 | |
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 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: Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Cross-Functional Sales Enablement | The B2B Strategy Top Teams Are Using to Win in 2025 and Beyond | 16 Dec 2025 | 00:29:00 | |
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 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. Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Today’s Sponsor: Jason Markk Get 25% off with promo code: REVENUERASCALS Show Citations:
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 | |||
| Passive Income or Pipe Dream? | The Truth About Multifamily Syndication with Jason Kenney | 11 Dec 2025 | 00:39:44 | |
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 nights, weekends, decision-making, and hands-on work. What begins as a simple plan for financial freedom often becomes another job. Jason explains how he escaped that cycle and how listeners can avoid the same mistakes. 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Jason: 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 | |||
| Leading Through Change | Why Great Sales Orgs Are Built in Chaos — Not Calm | 09 Dec 2025 | 00:37:05 | |
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 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| What Makes a Business Worth Buying? | The Hidden Factors That Drive Valuation with Ryan Hutchins | 04 Dec 2025 | 01:03:17 | |
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 businesses. 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Are These 5 Objections Killing Your Deals? | The Real Reason Buyers Say No | 02 Dec 2025 | 01:04:10 | |
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 (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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| You Don’t Need Investors to Build Something Big | The INDEStove Origin Story | 27 Nov 2025 | 00:39:21 | |
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, 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:
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Why Do 50% of First Sales Hires Fail? | What Successful Founders Differently | 25 Nov 2025 | 00:26:21 | |
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, 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 Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com 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 | |||
| Do You Really Need a Full-Time CMO? | Why Fractional Leadership Wins in 2025 with Chad Jardine | 20 Nov 2025 | 00:53:23 | |
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 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 & Resourceshttp://cmozen.com CMO Zen Access All Revenue Rascals Resources for FREE at www.revenuerascals.com One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra Check out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com Connect with Michelle: Connect with Chad Jardine:
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 | |||
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