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Revenue Rascals | Sales Strategies for Business Growth
Revenue Rascals | Sales Strategies for Business Growth episodes
- “Nice to Have” Doesn’t Sell | How to Build an Offer People Actually Need
Michelle is taking the guest seat again, this time looking back on her interview with Jeff Cluff from the Four Fs Podcast.
Michelle and Jeff go all the way back to her childhood in Orange County and trace the experiences that eventually shaped her approach to sales, marketing, and revenue growth. Along the way, Michelle explains why sales and marketing have to work as one team, what a fractional CRO actually does, and why a “nice to have” offer isn’t enough to sell in a crowded market.
They also get into outdated BDR screening calls, AI in sales, affiliate marketing, negotiation, mentorship, and the importance of reading the room. Michelle shares lessons from the different stages of her career and how those experiences shaped the way she approaches business growth today. It’s part origin story, part revenue strategy, with plenty of lessons for founders and business owners building their own path to growth.
Chapters[Start] Michelle’s Origin Story: Michelle joins Jeff Cluff on the Four Fs Podcast and looks back at her childhood, early career, and the experiences that shaped her approach to business.
17:16 Sales, Marketing, and Revenue Growth: Why sales and marketing need to work together, why Michelle wants to eliminate traditional BDR screening calls, and where a fractional CRO fits into the revenue engine.
29:12 Affiliates, Trust, and Business Growth: How Michelle used affiliates to grow her business, why trusted recommendations can shorten the path to a sale, and the value she still sees in building relationships in person.
44:58 Negotiation, Mentorship, and Reading the Room: Career lessons on negotiating, learning from mentors, understanding people, and developing the communication skills that shaped Michelle’s approach to sales.
01:13:07 The Local Guild and Giving Better Feedback: Michelle introduces her offer for local businesses and shares lessons on candor, communication, and feedback.
Links & ResourcesListen to the Four Fs Podcast:
https://www.fourfspodcast.com/
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:
- YouTube
Hosted on Acast. See acast.com/privacy for more information.
1 hr 35 min - Stop Losing Revenue After the Booking | How to Connect FareHarbor and GoHighLevel
If you run an experience-based business, FareHarbor may already be handling your bookings. But a full calendar isn't the same as a revenue system.
Michelle argues that most experienced businesses don't have a lead problem—they have revenue leaks throughout the customer journey. Interested leads go cold, happy customers aren't invited back, and years of past buyers sit untouched while owners stay busy running day-to-day operations.
Michelle breaks down seven common revenue leaks and shows how FareHarbor and GoHighLevel can work together to create a more complete revenue growth system. She covers sales automation for lead follow-up, upsells, reviews, repeat bookings, and customer reactivation before walking through a step-by-step roadmap for building your pipeline, organizing customer data, connecting lead sources, and creating six automated workflows.
With a free companion guide to help you implement the system yourself, Michelle shows how better follow-up can turn your existing leads and customers into more predictable revenue. If you want more repeat customers, stronger reviews, and a sales system that keeps working while you're busy operating your business, this episode is for you.
Chapters[Start] A Reservation Is Not a Revenue System: Why bookings alone don't create revenue growth—and where FareHarbor and GoHighLevel play different roles.
09:28 The Seven Revenue Leaks: Where leads, repeat customers, reviews, upsells, and other revenue opportunities can slip through the customer journey.
24:48 Build Your Revenue System: How to create a customer pipeline, organize the data you need, and connect your lead sources with FareHarbor and GoHighLevel.
34:09 Six Automated Workflows: Building sales automation for immediate follow-up, lead nurturing, bookings, reviews, repeat purchases, and customer reactivation.
46:49 Test It, Track It, and Close the Loop: How to test the customer journey, measure the right revenue metrics, and build a more valuable business.
Links & ResourcesGrab your guide to integrating FareHarbor + Go High Level TODAY
http://www.revenuerascals.com/fareharbor_ghl
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:
- YouTube
Hosted on Acast. See acast.com/privacy for more information.
52 min - From Founder Magic to a Scalable Sales Team | Michelle Terpstra on Acquisition HQ
This week, Michelle is on the other side of the mic.
Instead of hosting, she shares a recent interview from the Acquisition HQ Podcast with host Nathan Byrd. If you're a founder trying to close every deal yourself and wondering how to build a sales team that doesn't fall apart when you leave, this conversation is for you.
Michelle breaks down what she looks for when a founder comes to her wanting out of the sales seat. She explains why “founder magic” doesn't automatically transfer to new hires, no matter how good your close rate is, and explores the disconnects between marketing, sales, and customer success that can keep a business from scaling predictably.
Michelle and Nathan also dig into where AI belongs in the sales process, what it takes to build a team beyond the founder, and why reducing founder dependency can ultimately make a business more valuable. It’s a practical look at what has to change when founder-led sales become a barrier to the next stage of growth.
Chapters[Start] A Different Kind of Revenue Rascals: Michelle introduces her appearance on the Acquisition HQ podcast and what listeners can expect.
02:22 Beyond Founder-Led Sales: Why a founder’s sales success doesn’t always translate to the rest of the team.
08:59 Where Revenue Starts to Break: Looking at the relationship between marketing, sales, and customer success.
13:43 Finding the Right Role for AI: Where new tools fit into a modern sales organization.
23:25 Building Beyond the Founder: What it takes to develop a sales team and leadership structure that can grow with the business.
Links & ResourcesAcquisition HQ Podcast
Watch Michelle’s original interview with Nathan Byrd on the Acquisition HQ Podcast
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Hosted on Acast. See acast.com/privacy for more information.
33 min - How to Scale Your Sales Team Without Hiring More People | 5 Steps to Smarter GrowthHow do you actually scale your sales team without hiring more sales representatives?
Michelle is back to challenge one of the biggest assumptions about growing a sales team. She tackles one of the biggest myths in scaling a business: that more revenue requires more headcount. Michelle lays out a five-part framework for building a leaner, more productive sales team by combining strong people, smarter systems, and AI.
Michelle unpacks everything from auditing your sales team’s work to turning “founder magic” into a repeatable playbook your sales team can actually use. Her advice applies whether you’re building your first sales team or trying to make an established one more efficient. The companies that win aren’t necessarily the ones with the biggest teams, they’re the ones with the most productive people.
Chapters
[Start] Scaling Without More Headcount: Why adding another salesperson isn't always the answer to growing revenue.
01:48 Where Is Your Team Wasting Talent?: How to identify the work keeping sellers away from actual selling.
06:31 Give Every Seller an AI Assistant: The tasks AI can take on without replacing the human side of sales.
08:17 From Founder Magic to a System: How to capture what works and turn it into a sales process others can use.
17:51 AI-Powered Sales Coaching: How AI can create faster feedback without replacing human leadership.
22:56 Build the Sales Operating Rhythm: Why visibility, accountability, and consistent action still matter in an AI-enabled team.
Links & Resources
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
38 min - How to Increase Revenue From Every Customer | iFly’s Upsell and Repeat Sales StrategyMichelle tackles another “Revenue Rascals on the Road" segment, where she visits real businesses, buys the experience, and reverse-engineers their revenue strategy in real time. This time, she takes it to iFly indoor skydiving in Ogden, Utah. She gives a full breakdown of how their $79 first-time flight experience offer is a gateway to upsells, return visits, punch passes, group bookings, and cross-sells to sister attractions.
Michelle walks through the distinct revenue moves iFly uses to turn first-time customers into repeat, higher-value customers. She covers everything from good-better-best pricing and small upsells to prepaid packages, dynamic pricing, group offers, and cross-sells. Along the way, she breaks down which strategies can translate to other businesses and explores how iFly’s model could inspire even more opportunities for recurring revenue. Whether you sell experiences, services, or products, this episode offers practical ideas for increasing what each customer buys and giving them a clear reason to come back.
Chapters
[Start] The iFly Field Trip: Michelle sets up for another “On the Road” segment to study the business model of iFly in Ogden, Utah.
08:22 Revenue Moves #1-2: What iFly gets right about the customer experience and its pricing structure.
14:31 Revenue Move #3-4: Breaking down two ways iFly builds on the initial sale.
17:57 Revenue Move #5-6: How timing and pricing factor into iFly’s revenue strategy.
24:52 Revenue Move #7-8: Looking beyond the individual customer and the initial experience.
29:19 Building Your Own Revenue Ladder: Which of iFly’s strategies can translate to other businesses and inspire new revenue opportunities.
Links & Resources
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
36 min - The Propaganda Keeping Your Business From Growing | Randy Gage on Prosperity FirstForget the "profit first" mindset. We’re here to make the case for prosperity first.
Michelle is joined by bestselling author and speaker Randy Gage for a conversation that challenges the current grind model of entrepreneurship. Instead, they bring forward the idea that business leaders need to shift their thinking from profit to prosperity. Randy breaks down his four-quadrant framework for having a truly prosperous life and business. He talks about why chasing money and wealth tends to leave your health, relationships, and inner peace in a wreck.
Michelle and Randy dive into the "mind viruses" that everyone is exposed to in the world, and how they shape our beliefs about money, success, and worthiness. Randy draws parallels between childhood pop culture propaganda and the stories we tell ourselves about what wealth and monetary success can give us. His framework is designed to help break us out of the shell we’ve been trapped in and find new, lasting peace in true prosperity. This conversation is for any business owner who's ever wondered why their success hasn't felt as good as it was supposed to.
Chapters
[Start] Welcome Randy Gage: Introducing the guest and the idea of "prosperity first" vs. "profit first."
04:17 The Four Quadrants of Prosperity: Randy dives into his framework for a whole-life definition of success.
11:04 Mind Viruses & Foundational Beliefs: How different factors shape every person’s sense of drive and passion for success.
21:04 Propaganda in Pop Culture: A look at recurring "mind virus" themes in pop culture and why it matters for how we relate to wealth.
38:48 Going From Success to Significance: What it looks like to shift from wealth-building to giving back, and a look at the future of entrepreneurship.
52:03 Rascal Wrap-Up: Randy’s most rascal thing in business and where you can locate and connect with him.
Links & Resources
Connect with Randy Gage:
Randy’s Website: https://randygage.com/
Free prosperity resources and newsletter: https://randygage.com/newsletter-sign-up/
Breakthrough U: https://randygage.com/breakthrough-u/
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
1 hr - The $20 Filet Business Model | How Memberships Create Recurring RevenueMichelle kicks off a new segment called "Revenue Rascals on the Road," where she travels town to town hunting down real-world revenue strategies to share with other business owners. In the first installment, Michelle visits an American Legion post in Newport Beach and uncovers the recurring-revenue model behind its surprising $20 filet.
Michelle dives into the American Legion post and gives a masterclass on their revenue strategies. She talks about their nonprofit, member-owned structure and how its annual dues, bar sales, and event income build their economic engine.She breaks down how membership dues, higher-margin purchases, frequent visits, and community loyalty work together—and how other businesses can apply the same model.
Chapters
[Start] On the Road: Michelle introduces her "On the Road" series and sets up the Newport Beach American Legion as today's case study.
04:09 Why Structure Matters: Breaking down how the Legion's nonprofit, member-owned model changes the math for their business.
08:57 The Membership Model: A deep dive into American Legion’s business model and how it works to increase their restaurant sales.
13:02 Using Membership Models to Drive Frequency: How to use this type of business model to increase customer frequency.
23:35 Building a Mission-First Moat: Michelle unpacks the key points that keep members coming back, and how any business can apply it.
Links & Resources
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
33 min - How to Train Employees to Spot Sales Opportunities (Even If They Aren’t in Sales)Have you ever wondered why your revenue growth lands on the shoulders of just two or three people in your company? Maybe you're asking the wrong question.
Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way to increase your sales. She introduces the four responsibilities of every employee, whether they carry a sales title or not. Michelle makes the case that every single customer touchpoint is a revenue opportunity hiding in plain sight, but most companies don’t know how to teach their people what to listen for.
Michelle dives into the difference between "sales culture" and "revenue culture," and why the latter is the real win. She walks through her four-part framework in detail and answers rapid-fire questions she hears most from business owners. If you've got a small team wearing a lot of hats, Michelle’s advice gives you a repeatable system to help everyone contribute to growth without turning your whole staff into "salespeople."
Chapters
[Start] The Wrong Question: Michelle breaks down the real question every business owner should be asking if they want to grow their sales.
05:59 The Four Responsibilities: Michelle’s four-part framework for turning every employee into a value creator.
15:45 Motivated to Sell: What business owners can do to help motivate their employees to think like a seller, no matter their role.
21:24 Revenue Rapid Fire: Michelle answers her most-asked listener questions regarding sales growth and running a business.
33:47 Rascal Wrap-Up & Offer: A recap of the four responsibilities, plus a one-day working offer from Michelle for owners ready to install a revenue culture fast.
Links & Resources
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
39 min - The New Front Door to Your Business: How to Become the Company AI RecommendsPeople are now asking AI for the best businesses to fill their needs. So the question stands: how do you get your business to stand out from the crowd?
Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling and have started asking AI for the best companies near them to fix all their problems. And AI hands them the most recommended name it can find. Today, Michelle shares her tips that will help your business become AI’s most recommended answer; not by gaming the algorithm, but by becoming the business AI actually wants to recommend.
She breaks down why the old SEO playbook doesn’t work anymore. To highlight this, Michelle walks through six revenue observations from what makes a business good vs truly extraordinary to AI search engines. She also gives her full 90-day action plan that gives you a full guide on how to become the kind of company AI wants to show to customers. This is built for small businesses who don’t have a marketing department at their disposal, but who still want to grow. As Michelle puts it, this isn’t the death of SEO; it’s the evolution of trust.
Chapters
[Start] The New Front Door: Michelle dives into the new reality of how people are searching for businesses online, and how you can stand out from the crowd.
03:34 Build Your Answer Library: How to make your business an easy-to-find search on AI platforms by answering your customer’s common questions.
05:20 Using Sales Calls as Content: The advantage of recording sales conversations to use for content strategies.
07:32 Digital Assets vs. Disposable Content: What kind of content to post that leads people to your business instead of disappearing into the algorithm.
09:09 Reviews as an AI Asset: How to write review replies with context so AI tools can better recommend you on customer searches.
15:48 The AI Recommendation Challenge: Michelle shares her 90-day challenge that you can use to help your business get recognized online.
Links & Resources
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
34 min - What Every Service Business Can Learn from a Whitewater Rafting Company in Jackson HoleMichelle never really clocks out, even on vacation. And her trip to Jackson Hole, Wyoming has become the perfect case study for her new series.
Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in the wild. She introduces us to Reverse Engineering Revenue, where she experiences a business the same way a customer does, then breaks down what's working, or what's not. This mindset helps unlock the revenue opportunities that a business can earn but hasn’t activated yet.
Michelle uses her observations of Lewis and Clark River Expeditions to show that even great businesses leave money on the table. She gives a thorough walkthrough of six revenue opportunities that apply to any local service business, so you can use these ideas and put them to work immediately. As always, the goal is simple, effective strategies you can activate without overcomplicating your business.
Chapters
[Start] Reverse Engineering Revenue: Michelle introduces her new series with her Jackson Hole rafting trip as the case study.
03:44 Observation 1: How removing pre-arrival friction builds trust and reduces operational strain.
09:39 Observation 2: Why customers remember guides, and what that means for culture and hiring.
13:16 Observation 3: Using QR codes and tracking to turn Google reviews into a measurable, trackable system.
18:24 Observation 4: Why the upsold video won the sale and how to find your own version of it.
24:51 Observation 5: Turning one great experience into long-term customer value and earned marketing.
30:01 Observation 6: How to turn your happiest customer into your biggest marketing advantage.
Links & Resources
Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube
Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
Apple | Spotify | YouTube
Part 3: How to Turn One-Time Buyers into Recurring Revenue
Apple | Spotify | YouTube
Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
Apple | Spotify | YouTube
The Top Non-Negotiable Small Business Sale Automations
Apple | Spotify | YouTube
Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.
The Local Guild
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
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
Connect with Michelle:- YouTube
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 PolicyHosted on Acast. See acast.com/privacy for more information.
38 min
About Revenue Rascals | Sales Strategies for Business Growth
From the publisher's feed
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.
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.
Hosted on Acast. See acast.com/privacy for more information.