Revenue Rascals | Sales Strategies for Business Growth

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...

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...

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 stra...

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...

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 stron...

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 appr...

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...

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...

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...

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...

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...

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...

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 groomi...

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...

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 myst...

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 sh...

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 escape...

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 perform...

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 re...

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. Pac...

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...

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 fr...