Revenue Rascals | Sales Strategies for Business Growth

Michelle Terpstra
  • 4.7 (13)
  • 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. 1D AGO

    Growing from Invisible to Iconic | Building Personal Brands with Shauna Smith

    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 Connect with Shauna Smith:LinkedInFacebookInstagramTikTokYouTube 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:MichelleTerpstra.comLinkedInInstagramToday’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

    1 hr

  2. 3D AGO

    How to Leave Your 9-5 and Build a Fractional CRO Firm (Without Blowing Up Your Life)

    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 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.comLinkedInInstagramToday’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

    40 min

  3. FEB 19

    The Risk No One Warned Sellers About | AI Pricing Models with Roee Hartuv

    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 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: MichelleTerpstra.comLinkedInInstagramToday’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

    46 min

  4. FEB 17

    Stuck as a Consultant? | How to Step Into a Fractional CRO Role

    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 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: MichelleTerpstra.comLinkedInInstagram 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

    48 min

  5. FEB 12

    Every Yes Drives a No | Building a Business that Aligns with Your Values with Ashlee Sang

    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 Connect with Ashlee Sang:  Instagram: @ashleesangLinkedIn: @AshleeSang 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: MichelleTerpstra.comLinkedInInstagram 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

    50 min

  6. FEB 10

    Why Most Follow-Ups Fail and How To Fix It

    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 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 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

    42 min

  7. FEB 5

    The Leads You’re Missing | Finding Clients with Jennifer Frye

    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 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: MichelleTerpstra.comLinkedInInstagram 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

    49 min

  8. FEB 3

    Don’t Make it Weird | Turning Friendly Conversations Into Revenue

    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 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 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

    34 min
See All (42)

Trailer

4.7
out of 5
13 Ratings

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.

Information