Revenue Rascals | Sales Strategies for Business Growth
Business & Finance
About
Ready to ditch average and build revenue with more profit, more fun, and zero fluff? The Revenue Rascals Podcast is where sales-leaders, founders, entrepreneurs, and business-owners come to fuel their growth. Each week, you’ll get unfiltered insights and proven sales-playbooks designed to help you scale smarter and faster. Whether you’re a CRO chasing big targets, a startup-sales rascal pre-revenue, or a CMO looking for fresh strategies that actually work. Hosted with a mix of energy, execution, and “you can do this” confidence, this isn’t another generic business show. You’ll hear the same strategies paying clients get: personal-brand building, revenue-growth strategy, local-business growth, profit-strategy, and podcast-marketing—delivered with the boldness and joy you need to act today. Rascals don’t gatekeep. We share actionable-sales-tips and no-fluff-sales-advice so you can sell smarter, empower your team, and build a thriving business that makes an impact. This podcast is more than strategy. It’s a community-of-rascals redefining what it means to scale revenue. From sales leadership for women and small (to large) business revenue wins. From pre-revenue startup breakthroughs and our local Utah based sales success stories, you’ll find confidence, empowerment, and practical sales steps to grow your brand without burning out. If you’re ready to sell, scale, and have a blast doing it. Welcome to Revenue Rascals.
Episodes
- The Call That Cost $40,000 (And How One Automation Fixed It)
This episode of Revenue Rascals discusses a real-world scenario where a system breakdown cost a business $40,000, and how one automation solution prevented future losses. It explores the financial impact and a three-part infrastructure bui…
- Growing a Travel Advisory Business (That’s Not an MLM)
Ali Raymer, founder of Picture This Travel, shares her journey of building a successful travel advisory business. She discusses the modern travel advisory model, scaling a service-based business, and rebuilding her business after C-19.
- The Revenue Leak No One is Talking About | The Truth About TAM, AI, and Revenue Growth with Kurt Uhlir
This episode of Revenue Rascals features Michelle and Kurt Uhlir, who discuss how leadership misalignment can impact revenue growth. They explore the concept of Total Addressable Market (TAM) and how companies might unknowingly shrink it,…
- Consultants vs AI Tools | Handling Sales Objections with AI Roleplay
This episode of Revenue Rascals explores how to handle sales objections when clients believe AI tools can replace strategy. Michelle Terpstra uses roleplay scenarios to illustrate how to address these concerns effectively.
- Why Founders are Saying “No” to Your Fractional CRO Pitch (And How to Fix It)
This episode of Revenue Rascals discusses how to overcome founder objections to fractional CRO pitches by focusing on value-based pricing. It features sales roleplay scenarios to demonstrate effective strategies for increasing revenue and…
- Why Your Sales Team Isn’t Closing Deals (And How to Fix It) with Garrett Campbell
Garrett Campbell discusses why sales teams fail and how to fix it by focusing on sales management, feedback, and systems. He also explores how AI is transforming sales teams and the discipline required to build a successful business.
- 7 Ways to 7 Figures in Revenue Growth | Thought Leadership with Aurora Winter
Aurora Winter and Michelle Terpstra discuss how to stand out in an AI-driven content landscape. They explore personal branding as a strategic asset, focusing on storytelling, positioning, and clarity to convert audiences into clients.
- 4 Sales Mistakes and How to Avoid Them | Building a Sales Team with John Dinkel
In this episode, John Dinkel, founder of LaunchPod Media, joins Michelle Terpstra to discuss building a sales team. They explore common sales mistakes, lessons learned, and strategies for avoiding them, including hiring the right people an…
- The Science of Selling | How Your Nervous System Impacts Every Sales Call
This episode of Revenue Rascals with Michelle Terpstra explores how a seller's nervous system and physiological state influence sales call outcomes. It discusses the impact of stress on sales performance and introduces a pre-call regulatio…
- The Sales System Every Founder Needs | How to Build Sustainable Revenue with Megan Hale
Michelle Terpstra and Megan Hale discuss how founders can build sustainable revenue through financial clarity and structured revenue models. They explore the importance of understanding numbers and managing cash flow for intentional busine…
- Sales Strategy Fix for Founder Burnout | Why Most Founders Struggle to Reach Their First $1M
This episode of Revenue Rascals features Michelle Terpstra discussing founder burnout. She explains how strategic confusion in a business can lead to exhaustion for founders and suggests simplifying go-to-market strategy to reduce cognitiv…
- 6 Fixes to Win and Keep Customers with Rion Westfall | Stop Losing Customers Before You Start
Rion Westfall, a strategist and systems expert, joins Michelle Terpstra to discuss business revenue patterns and how to use them as powerful tools for growth. He introduces a six-step framework to address problems and stop revenue leaks be…
- How to Engineer an Ecosystem That Multiplies Lifetime Value | A Case Study of Clean Simple Eats
Michelle Terpstra uses Clean Simple Eats as a case study to explain how integrating growth channels can multiply customer lifetime value. She discusses identifying revenue leaks, converting customers to owned channels, and utilizing packag…
- Growing from Invisible to Iconic | Building Personal Brands with Shauna Smith
Shauna Smith joins Michelle Terpstra on Revenue Rascals to discuss how personal branding can be a growth strategy. She shares her "Invisible to Iconic" framework, explaining how authenticity can boost revenue and strengthen client trust.
- How to Leave Your 9-5 and Build a Fractional CRO Firm (Without Blowing Up Your Life)
This episode of Revenue Rascals discusses how to leave a 9-5 job and build a fractional CRO firm. Michelle shares a strategic framework covering preparation, logistics, and financial considerations for a smooth transition.
- The Risk No One Warned Sellers About | AI Pricing Models with Roee Hartuv
Michelle and Roee Hartuv discuss how AI is disrupting traditional revenue structures and the need for new pricing models. They explore strategies to redesign pricing to reduce risk, accelerate growth, and navigate AI integration, focusing…
- Stuck as a Consultant? | How to Step Into a Fractional CRO Role
Michelle Terpstra discusses the fractional CRO role, outlining its definition, the reasons for its increasing demand, and how high-performing consultants can transition into this executive-level position. She clarifies myths and explores t…
- Every Yes Drives a No | Building a Business that Aligns with Your Values with Ashlee Sang
Michelle Terpstra and Ashlee Sang discuss how values-driven decisions shape business growth and personal alignment. They explore topics such as conscious marketing, recurring revenue, and navigating growth with intention, offering insights…
- Why Most Follow-Ups Fail and How To Fix It
This episode of Revenue Rascals discusses why many sales follow-up strategies are ineffective and offers solutions. It emphasizes reframing follow-up as leadership, focusing on building trust and guiding the prospect's decision-making proc…
- The Leads You’re Missing | Finding Clients with Jennifer Frye
This episode of Revenue Rascals features Michelle Terpstra and Jennifer Frye, founder of Appreciated Assets. They discuss lead generation, including how to uncover opportunities within existing networks, events, and social platforms, and i…
- Don’t Make it Weird | Turning Friendly Conversations Into Revenue
Michelle discusses converting existing relationships into sales opportunities without damaging the relationships. She shares tips and examples from successful revenue leaders on how to naturally integrate sales pitches into conversations a…
- How to Build a Balanced Marketing Strategy | The Marketing Diet with Travis Isaacson
Michelle Terpstra and Travis Isaacson discuss his "Marketing Diet" framework, which helps businesses understand their marketing needs and avoid wasteful spending. They explore four stages of sustainable marketing: setting the table, fishin…
- You Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Role
Michelle Terpstra explains that sales team issues are frequently caused by flawed sales role design, not poor hiring decisions. She provides a framework for building a "founding hybrid account executive" role, emphasizing clear expectation…
- The Hidden Cost of Being a High Performer | Managing Emotions in the Workplace with Chris Yadon
Michelle Terpstra and Chris Yadon discuss the impact of emotions in the workplace on performance, team health, and sustainable growth. They explore how hyperproductivity and fear of failure shape high-performing cultures and offer guidance…
- When Hustle Stops Working | What I’d Fix First if Your Revenue Was Flat
Michelle Terpstra addresses flat revenue, suggesting it signals issues in the sales engine rather than failure. She emphasizes that simplicity and discipline are key to predictable growth, advocating for a "CRO order of operations" to help…
- Who Really Makes Money on Your Groceries? | The Farm-to-Shelf Business Model with Ricky Volpe
Michelle Terpstra and Dr. Ricky Volpe discuss food pricing, grocery store margins, and profitability in the farm-to-shelf business model. They examine how consolidation impacts farmers and the role of private labels in food retail. The con…
- How to Use AI the Right Way for Growth | The Enablement Model for 2026
This episode features Michelle Terpstra, who explains why traditional sales training is outdated and how AI can be properly used for sales enablement. She introduces a new model for sales enablement focusing on AI-reinforced execution. Ter…
- What Is Your Charisma Style? | Selling Without Faking Who You Are with McCall Jones
On Revenue Rascals, Michelle Terpstra and McCall Jones discuss the emotional aspects of selling. They explore charisma styles and how to build trust by intentionally evoking specific feelings in buyers.
- How to Build Revenue Around Wellness as an Identity | How Smart Brands Make More Money
Michelle Terpstra explains how adapting to wellness as a core driver of consumer behavior can create significant revenue shifts. She provides practical guidance on aligning offerings with this identity shift for long-term growth opportunit…
- The Vision Board That Actually Works
Michelle Terpstra explains her process for designing vision boards as a strategic tool for leadership, clarity, and execution, integrating business, identity, health, relationships, and lifestyle. She discusses why visual strategy works an…
- How Real Leaders Show Up Under Pressure | Inside Kent Richeson’s Pitch Arena
Michelle Terpstra and Kent Richeson discuss leadership under pressure, the insights gleaned from "Sh*t Pitch," and the upcoming TV show "The Cut." They explore why behavior under pressure is crucial, the surprising strengths of introverts…
- My Playbook for Looking Camera Ready | Michelle’s Favorite Things
In this episode, Michelle shares her strategies for appearing confident and camera-ready. She discusses daily habits, physical well-being, and intentional routines, covering topics like fitness, nutrition, hydration, and grooming.
- How Authentic Stories Turn Trust Into Revenue | Storyselling with Kendall Cherry
Michelle Terpstra and Kendall Cherry discuss how authentic stories can build trust and generate revenue. They explore why storytelling can be more effective than traditional testimonials and case studies, and how it can attract buyers and…
- Press Before Payroll | KJ Blattenbauer on Profitable Publicity
KJ Blattenbauer and Michelle Terpstra discuss public relations on Revenue Rascals, challenging common misconceptions about PR in business growth. They explore how visibility is a foundational revenue driver and an accessible growth lever f…
- Cross-Functional Sales Enablement | The B2B Strategy Top Teams Are Using to Win in 2025 and Beyond
Michelle Terpstra challenges the assumption that sales enablement belongs only to sales. She argues that cross-functional enablement is a company-wide advantage that unites operations, drives consistency, trust, and speed, and is essential…
- Passive Income or Pipe Dream? | The Truth About Multifamily Syndication with Jason Kenney
Jason Kenney, founder of Novo Capital, joins Michelle Terpstra to discuss multifamily syndication. He debunks the myth of truly "passive" income in real estate and shares his journey from corporate life to full-time investor. The episode c…
- Leading Through Change | Why Great Sales Orgs Are Built in Chaos — Not Calm
In this episode, Michelle Terpstra discusses why high-performing sales organizations are often built in chaos, not stability. She introduces her Change Leadership Method to guide teams through transitions, emphasizing how to rebuild expect…
- What Makes a Business Worth Buying? | The Hidden Factors That Drive Valuation with Ryan Hutchins
Ryan Hutchins joins Michelle Terpstra to discuss what makes a business valuable, including financial literacy, decision-making patterns, and the roles of people and culture in acquisitions. He shares insights on positioning a company for a…
- Are These 5 Objections Killing Your Deals? | The Real Reason Buyers Say No
Michelle Terpstra explores B2B sales objections and introduces her A-V-P (Acknowledge, Validate, Peel) method. She explains how to address common objections like price, time, trust, authority, and ROI, viewing them as signs of interest rat…
- You Don’t Need Investors to Build Something Big | The INDEStove Origin Story
Paul Raymond discusses the origin story of INDEStove, a portable cook stove. He shares how the product was developed without external investors, detailing the challenges and strategies of bringing a physical product to market and focusing…
- Why Do 50% of First Sales Hires Fail? | What Successful Founders Differently
This episode of Revenue Rascals explains why 50% of first sales hires fail, detailing the common mistakes founders make when hiring their first salesperson. Michelle shares strategies and a framework for successful sales leadership and onb…
- Do You Really Need a Full-Time CMO? | Why Fractional Leadership Wins in 2025 with Chad Jardine
Chad Jardine, founder of CMO Zen, joins host Michelle to discuss fractional leadership and the benefits of part-time executives for business growth. They explore how quick strategic support helps early-stage companies and the realities of…
- The Death of the Time Pitch | Escaping the AI Time-Savings Hangover
In this episode, Michelle Terpstra discusses the shift in sales from efficiency to proof. She provides a practical roadmap for sellers to create specific, ROI-driven value propositions and covers topics like buyer-vendor issues, brand mess…
- Are Quizzes the Future of Lead Gen? | How AI Is Powering the Next Marketing Revolution with Josh Haynam
In this episode of Revenue Rascals, Josh Haynam discusses the role of quizzes in lead generation and how AI is influencing the future of marketing. He shares insights from his experience building Interact, a quiz platform, and how customer…
- Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Way
This episode of Revenue Rascals discusses how small businesses can create predictable, reliable income by implementing recurring revenue models. Michelle Terpstra introduces her "Rascal Framework" which focuses on productizing, pricing, an…
- Are You Protecting Revenue or Just Chasing It? | How Alysio Is Driving the Next Big Shift in Sales Tech
This episode of Revenue Rascals features Michelle Terpstra and Aaron McReynolds, co-founder of Alysio. They discuss building Alysio, a platform focused on revenue security, and its role in sales technology through AI-powered solutions.
- Fire Up the RAV Engine | Three Gears to Power Your Team’s Efficiency
This episode of Revenue Rascals introduces "The RAV Engine," a three-gear system for efficient team performance. Host Michelle discusses rebuilding meeting rhythms and simplifying execution to focus on revenue-building outcomes.
- The Power of Simplicity | How Chatbooks Found Product-Market Fit with Vanessa Quigley
Michelle Terpstra interviews Vanessa Quigley, co-founder of Chatbooks, about the company's journey. They discuss how Chatbooks found product-market fit by focusing on simplicity, community, and innovation.
- The Silent Killer of Growth | Stop Churn Before It Starts (with AI-Powered Proactive Success)
This episode of Revenue Rascals focuses on understanding and preventing customer churn, described as a silent killer of growth. Michelle Terpstra discusses four reasons customers leave, five rules of retention, and how to build a churn sig…
- Is Purpose the New Playbook for Growth? | How Kaitlyn Talamante Revived LadyBoss
Kaitlyn Talamante, CEO of LadyBoss, joins Michelle Terpstra to discuss her journey from customer to CEO, acquiring and rebuilding the LadyBoss brand. They cover business ownership, imposter syndrome, purpose, faith, and risk, highlighting…