Revenue Rascals | Sales Strategies for Business Growth

What if the real reason your content isn’t converting isn’t effort, but that it sounds like everyone else’s?

Michelle Terpstra sits down with Aurora Winter, serial entrepreneur, author, and founder of Same Page Publishing, to unpack what it really takes to stand out in a world flooded with AI-generated content. Aurora challenges one of the most common assumptions in modern marketing: that more content equals more growth. Instead, she argues that AI hasn’t replaced great marketers—it’s eliminated average ones. The conversation reframes personal branding as a strategic asset rooted in storytelling, positioning, and clarity, not volume.

Aurora introduces her “movie trailer mindset,” a framework for crafting messaging that captures attention, builds curiosity, and converts audiences into clients. She breaks down the four human superpowers—stories, style, presence, and leadership—and why these elements are becoming more valuable as AI becomes more capable.

Together, Michelle and Aurora explore how founders can avoid becoming generic, why the middle of the market is disappearing, and how to use books, video, and platforms like YouTube and Amazon to build a true thought leadership engine instead of scattered content. This episode is both a strategic wake-up call and a tactical guide for entrepreneurs ready to move from being “one of many” to becoming a category-defining voice. 

Chapters
[Start] AI Didn’t Kill Mediocrity, It Killed Average: Michelle and Aurora introduce the core thesis of the episode and why generic content is now a liability for your brand.
03:20 The Four Human Superpowers: A breakdown of stories, style, presence, and leadership, and why they outperform AI-generated content.
15:14 Messaging That Converts: The Movie Trailer Mindset: How to craft positioning that grabs attention, creates curiosity, and drives demand using storytelling principles.
26:49 From Book to Business: Seven-Figure Thought Leadership: Aurora outlines multiple ways to monetize a book, from premium clients to speaking, certifications, and beyond.
32:27 Why the Middle of the Market Is Disappearing: A strategic look at why brands must choose between premium positioning or competing with AI-driven commoditization.

Links & Resources

Connect with Aurora:

• Aurora Winter on LinkedIn 
• Same Page Publishing 
• Aurora Winter on YouTube
• Strategic Basics on YouTube
• Ana Zest Series on YouTube
• @aurorawinterMBA on Instagram

Think you’re ready to launch as a thought leader? Don’t guess, test it. Head to thoughtleaderlaunch.com and take the free 20-question quiz to find out if your brand is actually ready to scale, or if there’s a weak link holding you back. 

Turn Words Into Wealth: Blueprint for Your Business, Brand, and Book to Create Multiple Streams of Income & Impact by Aurora Winter

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:

• LinkedIn
• Instagram
• 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 Policy

Hosted on Acast. See acast.com/privacy for more information.

If you want to leave founder-led sales, here’s everything you need to know to build a successful sales team and avoid pitfalls along the way.

Michelle Terpstra sits down with John Dinkel, the founder of LaunchPod Media, to break down what it actually takes to grow a business. John opens up about the mistakes he made while trying to step out of founder-led sales and the lessons he learned (good and bad) while trying to hire and scale his sales team.

Michelle and John discuss the patterns that lead to these failures, and everything you need to know to avoid making them yourself—including how to hire the right people, build repeatable sales systems, and set clear expectations in your company. Michelle outlines the framework for building the correct foundation and avoiding pitfalls along the way.

This episode is part one of a two-part series. Part two will premiere in a few months after Michelle has helped LaunchPod reach their sales and revenue goals…so stay tuned.

Chapters
[Start] Introducing John: Michelle introduces John Dinkel, and he shares a little bit about himself.
06:47 Building LaunchPod Media: How local networking and partnerships helped grow LaunchPod Media into a thriving business.
17:08 Sales Season 1: Exploring John’s first “sales seasons” and the pitfalls he experienced.
24:26 Sales Season 2: Lessons from John’s second “sales season”, where he dealt with company overcompensation.
32:22 Sales Season 3: John’s third “sales season”, which he considers to be his hardest one yet.
40:25 Sales Season 4: The fourth “sales season”, where John learned the importance of customer relationships.
50:53 Coming in Part Two: Michelle teases what to expect in the next part of this conversation with John.

Links & Resources

Want to Start Your Podcast?
Schedule a call and mention Revenue Rascals for a free consultation on your podcast: https://www.launchpod.media/contact

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:

• LinkedIn
• Instagram
• 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 Policy

Hosted on Acast. See acast.com/privacy for more information.

In this episode, Michelle Terpstra breaks down a hidden factor influencing sales performance that most training programs overlook: your nervous system. After reviewing hundreds of sales calls, Michelle explains how she can often predict the outcome of a deal within the first minute —not based on the pitch, script, or offer, but on the seller’s physiological state. When a seller enters a call stressed, rushed, or reactive, their brain shifts into survival mode, making it harder to listen deeply, ask strong questions, or guide the conversation with confidence.

Drawing on neuroscience and performance psychology, Michelle explores what actually happens in the body during high-stakes sales conversations. Elevated cortisol levels, fight-or-flight responses, and cognitive overload can subtly shape a seller’s tone, pacing, and decision-making in ways prospects immediately perceive. Instead of focusing only on scripts and frameworks, this episode reframes sales success as a state-management skill.

Michelle explains how regulated sellers create psychological safety for prospects—an essential prerequisite for any buying decision. She also shares a simple pre-call regulation protocol that helps sellers show up grounded, focused, and ready to lead the conversation. The result is not only better discovery and objection handling, but also more authentic and confident sales interactions overall.

Chapters
[Start] The First 60 Seconds of a Sales Call: Michelle explains how nervous system regulation, not scripts or decks, often determines whether a sales conversation succeeds.
05:57 The Neuroscience Behind Sales Performance: A look at how cortisol, the amygdala, and fight-or-flight responses influence listening, decision-making, and emotional presence during calls.
07:20 What Dysregulated Sellers Sound Like: Common signals that a seller is operating from stress rather than presence, including rushed pacing, filler language, and reactive listening.
09:52 The Pre-Call Regulation Protocol: Michelle introduces a practical five-step system for regulating your nervous system before high-stakes sales conversations.
13:20 Coaching Regulation on Sales Teams: Advice for leaders on how to coach state management without attacking confidence or personality.

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:

• LinkedIn
• Instagram
• 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 Policy

Hosted on Acast. See acast.com/privacy for more information.

Michelle Terpstra is joined by Megan Hale, founder of Dream Money, to talk about what entrepreneurs need to really build sustainable revenue. Together, they explore one of the most overlooked elements of business growth: financial clarity. Most founders try to sell more to solve their financial problems, but Megan explains why that approach often misses the mark. Instead, she emphasizes the importance of understanding your numbers and building structured revenue models to manage your cash flow. These are the things that can dramatically change how your business grows.

Megan also shares her story behind creating Dream Money and the framework that helped shape her work. Revenue growth rarely happens by luck. It comes from having systems in place that guide you toward intentional growth. Michelle and Megan both share the risks that come with the mindset of “investing more to earn more” and what actually will work for you in the long run. Remember, you want to build a business that can support both profitability and personal sustainability. This episode will give you the framework you need to make that happen.

Chapters
[Start] From Therapist to Founder: Megan shares her background and challenges that led to the creation of the Dream Money framework.
07:53 Solving Financial Instability: Exploring the common misconception that selling more will solve your financial problems.
18:42 The Dream Money Platform: A look at the Dream Money dashboard and how it helps founders track revenue progress.
26:44 Smarter Business Decisions: The three financial seasons founders experience and how they affect profit and investment decisions.
33:06 Building the Dream Money Business: Megan’s story behind building a business plan and how she achieved the necessary funding to make it happen.

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:

• LinkedIn
• Instagram
• YouTube

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

Hosted on Acast. See acast.com/privacy for more information.

Michelle Terpstra tackles a topic most founders experience but rarely talk about honestly: burnout. Drawing from her own experience after hitting a breaking point while building her company and moving her family across the country, Michelle reframes burnout not as a grit problem, but as a go-to-market problem. When a business lacks clarity around its offer, audience, and acquisition channels, the founder’s nervous system ends up carrying the weight of every decision.

Michelle walks listeners through patterns she consistently sees in founders trying to reach their first $1M in annual recurring revenue. From constant offer pivots and unstable acquisition channels to vague positioning and unvalidated offers, the episode reveals how strategic confusion leads directly to exhaustion. Instead of pushing harder, Michelle explains how simplifying your GTM strategy can reduce cognitive overload, restore focus, and allow growth to compound rather than a reset every few months. 

Chapters
[Start] Burnout Isn’t a Grit Problem: Michelle shares her personal burnout experience and explains why most founder exhaustion stems from unclear strategy rather than lack of discipline.
05:10 The Hidden Chaos of Sub-$1M Businesses: Why founders chasing their first million often fall into constant offer pivots, unstable channels, and vague messaging.
13:41 The Real Drivers of Founder Burnout: Research from leadership and executive studies highlights how cognitive overload, shifting strategy, and unclear priorities lead to decision fatigue.
20:42 Flipping the High-Performance Model: Michelle introduces her alternative framework that prioritizes daily autonomy, boundaries, and sustainable performance over hustle cycles.
25:01 The 90-Day GTM Focus Filter: A practical framework for simplifying your go-to-market strategy: one ICP, one offer, one acquisition channel, one conversion mechanism, and one success metric.

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:

• LinkedIn
• Instagram
• YouTube

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

Hosted on Acast. See acast.com/privacy for more information.

Michelle Terpstra is joined by strategist and systems expert Rion Westfall. With his expertise, the two have a conversation about business revenue patterns and how they can become one of your most powerful tools. Most companies unknowingly sabotage their own growth when they disregard these trends. Rion shares insights on how you can create systems that give your revenue a boost rather than make it drop.

To help companies recognize and improve their revenue patterns, Rion introduces his six-step framework designed to help address problems companies might not even know they have. He shows where revenue leaks can occur and how to stop them before you scale. Michelle and Rion break down a customer roadmap that explains every stage of the customer journey, helping revenue leaders to understand how to better accelerate growth. 

Chapters
[Start] Hunting Revenue Patterns: Michelle introduces Rion as they explore revenue patterns and why many businesses unknowingly fail themselves.
06:19 The Most Important Question: A question that every company needs to answer clearly to provide clarity amongst sales chaos.
15:59 The Customer Roadmap Framework: Rion’s structured approach to the customer journey and identifying revenue leaks.
28:59 Six Fixes to Win Customers: Six key stages every business must optimize in order to win over and keep their customers.
57:05 Rion Westfall’s Offer: Rion’s advice to revenue leaders, as well as a special offer from his work.

Links & Resources

Own Your Revenue
SMBs often can’t tell which revenue levers will actually create 2x or 5x growth with healthy margins, so they end up scaling chaos instead of profits. Rion helps leaders identify the revenue patterns that move the needle so companies can reach 7–8 figure growth without destroying margins.

For leaders who want to see exactly what that kind of growth could look like before committing, schedule a call to validate whether the Own Your Revenue process is a fit.
537bd.com 


Connect with Rion Westfall:

• LinkedIn
• Email: [email protected]

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:

• LinkedIn
• Instagram
• YouTube

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: REVENUERASCALSTags

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

Hosted on Acast. See acast.com/privacy for more information.

Michelle Terpstra uses Clean Simple Eats as a live case study to break down what happens when a fast-scaling brand builds multiple growth channels, but doesn’t fully integrate them into one cohesive ecosystem. This is not a critique of the company. It’s a strategic breakdown designed to teach founders, operators, and consultants how to spot revenue leaks hiding in plain sight.

Using publicly available information, Michelle evaluates channel expansion, subscription structure, app integration, retail distribution, and packaging strategy through the lens of lifetime value and ecosystem design. She explores how retail and Amazon customers can be brought into owned channels, how packaging can function as a conversion engine, and why an app should operate as the central control hub of a brand, not an afterthought. The episode also dives into creative expansion opportunities framed within a disciplined prioritization strategy. This is a tactical growth analysis built for revenue leaders who want to think like operators.

Chapters
[Start] Why Clean Simple Eats Makes a Powerful Case Study: Michelle explains why she selected the brand and how she evaluates growth opportunities using public domain information.
03:09 Packaging as a Conversion Engine: How QR codes, quizzes, and subscription personalization could convert retail and Amazon customers into owned ecosystem members.
13:05 Creative Channel Expansion: Vending & Hospitality: A breakdown of vending machine pilots, hotel and property manager partnerships, gyms, and coworking spaces as high-margin B2B growth levers.
25:29 Elevating Subscription Into Identity: Why discount-based subscriptions limit retention, and how tiered rewards, app integration, and streak psychology increase lifetime value.
30:21 The CRO Growth Framework: Michelle outlines her four-part growth framework and explains how to prioritize execution without overwhelming the business.

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:

• LinkedIn
• Instagram
• YouTube

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

Hosted on Acast. See acast.com/privacy for more information.

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:

• LinkedIn
• Facebook
• Instagram
• TikTok
• YouTube

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

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:

• LinkedIn
• Instagram
• YouTube

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

Hosted on Acast. See acast.com/privacy for more information.

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

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:

• LinkedIn
• Instagram
• YouTube

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

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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/

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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. 

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