Revenue Rascals | Sales Strategies for Business Growth

Michelle Terpstra
  • 4.7 (14)
  • MARKETING
  • UPDATED SEMIWEEKLY

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.

  1. 3D AGO

    42% of B2B Reps Hit Quota – Here’s the Free Fix That Changes Everything

    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: Bruno's WebsiteBruno on LinkedInBruno's Books 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: MichelleTerpstra.comLinkedInInstagramYouTube 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

    45 min

  2. MAY 14

    The Real Reason Your Employees Don’t Want to Sell (And What to Do About It)

    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 Check out three ways Michelle and her team can support your path to predictable growth.  Connect with Michelle: MichelleTerpstra.comLinkedInInstagramYouTube 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

    28 min

  3. MAY 7

    The Call That Cost $40,000 (And How One Automation Fixed It)

    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. quiz.revenuerascals.com Connect with Michelle: MichelleTerpstra.comLinkedInInstagram 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

    20 min

  4. APR 30

    Growing a Travel Advisory Business (That’s Not an MLM)

    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: MichelleTerpstra.comLinkedInInstagramConnect with Ali Raymer Website: https://www.alipicturethistravel.comInstagram: https://www.instagram.com/alipicturethistravelLinkedIn: https://www.linkedin.com/in/alipicturethistravel/YouTube: https://www.youtube.com/@alipicturethistravel 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

    58 min

  5. APR 23

    The Revenue Leak No One is Talking About | The Truth About TAM, AI, and Revenue Growth with Kurt Uhlir

    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 Visit Kurt’s website hereBusiness Case for Servant Leadership here LinkedInX (Twitter)InstagramYouTubePinterestTikTokFacebook 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 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: MichelleTerpstra.comLinkedInInstagram 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

    56 min

  6. APR 16

    Consultants vs AI Tools | Handling Sales Objections with AI Roleplay

    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: MichelleTerpstra.comLinkedInInstagram 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

    18 min

  7. APR 9

    Why Founders are Saying “No” to Your Fractional CRO Pitch (And How to Fix It)

    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.  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: MichelleTerpstra.comLinkedInInstagram 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

    19 min

  8. APR 2

    Why Your Sales Team Isn’t Closing Deals (And How to Fix It) with Garrett Campbell

    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.  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: MichelleTerpstra.comLinkedInInstagram 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

    56 min
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4.7
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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.

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