Revenue Rascals | Sales Strategies for Business Growth

In this episode, Michelle Terpstra gives a breakdown of why traditional sales training no longer works, and why most teams are about to misuse AI. She challenges a long-standing assumption in enablement: that more training equals better results. Instead, Michelle makes the case that training without execution support is obsolete in a sales environment that changes every day.

She introduces a new standard for sales enablement in 2026: AI-reinforced execution that lives inside real deals. Michelle explains how AI should function as a coach by reinforcing company decision-making rather than replacing seller thinking. With practical examples and a clear implementation path, this episode equips revenue leaders to adopt AI in a way that improves skills, protects quality, and drives real revenue outcomes.

Chapters
[Start] Why Sales Training Is Broken: Why motivation fades and why execution is the real problem.
04:10 Execution vs AI: How unmanaged AI use creates chaos instead of enablement.
09:49 The New Sales Enablement Model: Why lessons, execution, and role play must work together.
14:39 How to Use AI Properly: The importance of priming AI with frameworks, prompts, and standards.
21:57 The Risks of AI Done Wrong: Why generic prompts and over-reliance can damage your leadership and performance.

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.

In this conversation, Michelle Terpstra is joined by McCall Jones, co-founder of Charisma Hacking, to unpack the emotional architecture of selling. The discussion challenges the idea that success comes from personality type or perfect delivery, arguing instead that buyers move when sellers intentionally evoke specific feelings at precise moments. McCall explains how decisions originate emotionally before they are ever justified logically, and why misaligned tactics can erode trust even when the strategy itself is sound.

Listeners hear real-world examples from webinars and live events that illustrate the difference between manipulation and mastery, how to call out identity without fearmongering, and how testimonials lose their power if used without context. Michelle and McCall explore what it means to show up as an intentional seller, protect both parties from desperation-driven transactions, and build hope that invites the right prospects into a community of confident rascals ready to act.

Chapters
[Start] The Emotional Core of Sales: The segment explores why many new sellers assume charisma equals extroversion and how that belief limits founders.
08:15 Understanding Charisma Styles: McCall breaks down attention, trust, and authority styles using familiar figures as models. 
25:24 Emotional Non-Negotiables Framework: The 16 emotions buyers must experience during a pitch. 
29:43 Belonging and the Before & After: The conversation highlights the correct sequencing of testimonials and the need for prospects to see themselves in the before state.
45:16 Hope as Rocket Fuel: The final segment focuses on the belief that this time can be different. McCall connects hope to identity rewiring and the importance of experimentation in entrepreneurial growth.

Links & Resources

Connect with McCall:

• Charisma Hacking
• LinkedIn
• Instagram

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 unpacks one of the most significant revenue shifts shaping 2026 and beyond: wellness as identity. Moving past surface-level trends, she reframes wellness as a core driver of consumer behavior, budgeting decisions, and brand loyalty. Backed by data and firsthand experience, Michelle explains why consumers are reallocating spending toward experiences, products, and environments that support strength and mental clarity.

Rather than treating wellness as a niche reserved for fitness brands, Michelle challenges revenue leaders to see how deeply this identity shift applies to every industry. Covering everything from product positioning, partnerships, and employee experience, Michelle walks through practical ways you can align offerings with how people want to live. This isn’t a short-term trend, but a long-term revenue opportunity. 

Chapters
[Start] Making Wellness an Identity: Michelle explains the shift from wellness as a luxury to a budgeting priority.
04:17 How Wellness Affects Spending Behavior: A breakdown of consumer behavior, generational trends, and why money is moving toward longevity in life.
09:20 Events, Retreats, and Experiences: Why integrating nature and outdoor experiences creates stronger engagement and revenue.
14:54 Positioning Products Around Wellness: How B2C brands can expand offerings to align with wellness-driven purchasing decisions.
21:28 Opportunities, Partnerships, and Long-Term Plays: A look at employee wellness, collaborations, and subscriptions.

Links & Resources

Self-Watering Plants
ThredUp

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.

In this episode, Michelle Terpstra breaks down the exact process she uses to design a year that actually delivers results. She reframes the vision board as a strategic tool for leadership, clarity, and execution, helping you create the year you want to live. Using real-world experience, she explains why visual strategy works and how it can train your brain to focus and move decisively toward what matters most.

Michelle walks listeners through a repeatable framework for building a vision board that integrates business, identity, health, relationships, and lifestyle. She shares personal examples from her own year and how her vision board helped her to achieve her goals. She challenges listeners to start designing their environment intentionally, using vision boards as a compass for daily habits and long-term decisions. It’s a motivating reset perfect for starting the year with focus.

Chapters
[Start] Why This Vision Board Is Different: Michelle explains why traditional vision boards fail and introduces her own approach.
02:11 The Science Behind Visual Strategy: A breakdown of the neuroscience behind dopamine and identity-based goals.
08:13 The Six Domains of a High-Performance Vision Board: Michelle outlines the six areas an effective vision board must include for real integration.
13:25 The Rascal Method: A step-by-step guide on brain dumping, filtering, and designing a board in Canva.
21:31 Using Your Vision Board as a Compass: How to revisit, refine, and use your board to guide habits, decisions, and identity shifts all year long.

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 Sponsor: 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 sits down with Kent Richeson, creator of Sh*t Pitch and the upcoming TV show The Cut, to unpack what really matters when money, reputation, and momentum are on the line. Forget perfect pitch decks and rehearsed demos—this conversation digs into why behavior under pressure reveals far more than polished slides ever could. Kent explains how Sh*t Pitch was designed to expose the “who” behind the business, not just the “what,” and why trust, coachability, and emotional intelligence consistently outperform flash and bravado.

The discussion draws powerful parallels between fundraising and sales, including the contrarian truth that introverts often outperform extroverts when it comes to conversion, trust-building, and long-term success. Michelle and Kent also explore the shifting role of AI in pitching and selling, why founders are overusing AI as a buzzword, and where human connection still wins, especially in high-stakes decisions. From category-defining ideas to pressure-testing leadership before commitment, this episode reframes how founders, investors, and sales leaders should evaluate talent, traction, and potential.

Chapters
[Start] Why Pressure Reveals the Truth: How Sh*t Pitch was designed to expose founder behavior, not just business ideas.
02:00 The Sh*t Pitch Format Explained: Impromptu “bad idea” pitches, real business decks, and why investors care more about trust than polish.
09:00 Introverts Win More Than You Think: Why listening, empathy, and sincerity outperform charisma in both sales and fundraising.
14:30 AI, Sales, and the Boomerang Effect: Where AI supports selling, and why human closers still matter in high-stakes decisions.
22:00 From Sh*t Pitch to The Cut: The evolution into a competitive TV show, investor-backed funding, and pressure-testing founders at scale.

Links & Resources

The Cut

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 Sponsor: 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.

In this holiday episode, Michelle talks all about what it really takes to show up confident, energized, and camera-ready. Rather than focusing on beauty trends or surface-level hacks, Michelle reframes on-camera confidence as a result of daily habits, physical well-being, and intentional routines. She offers a grounded reminder that looking “put together” is less about polish and more about consistency.

Michelle shares the systems and shortcuts she’s integrated into her life to reduce decision fatigue and increase her confidence. She shares her personal favorites from all sorts of categories like fitness, nutrition, hydration, wardrobe strategy, and practical grooming routines. But this is about more than finding your favorite products or companies. Michelle also reflects on the deeper connection between your physical health and outward appearance. She encourages listeners to redefine what camera readiness means for them, and to build habits that support both business growth and personal well-being.

Chapters
[Start] Happy Holidays from Revenue Rascals: Michelle introduces the concept of being low-maintenance, camera-ready, and confident without pressure.
01:54 Metabolic Confidence and Morning Momentum: Michelle shares why physical routines drive energy, focus, and on-camera presence.
04:27 Wellness Through Nutrition and Hydration: A look at Michelle’s protein strategy, supplements, hydration habits, and simple nutrition systems that support performance.
10:46 Hair, Skin, and Makeup Hacks: Practical hacks for hair, skincare, makeup, nails, and wardrobe that reduce decision fatigue.
23:40 Nervous System Regulation and Peak Performance: Michelle reflects on nervous system regulation and how health can impact your leadership and sales performance.

Links & Resources

Want to try Michelle’s favorite things?

Follow the links below:
Lady Gaga Foundation
Nuuly (affiliate link)
Batiste Dry Shampoo
L'Oreal Paris Root Cover Up
Dazzle Dry Nails (affiliate link)
Dr. Dennis Gross Skincare Daily Peel
Dr. Dennis Gross Skincare Dewy Deep Cream
Primal Kitchen Coconut Vanilla Collagen Fuel
Mind Body Green Creatine Sticks
Miracle Coconut Hair Oil
Thrive Causemetics Mascara
Jason Markk (use code RevenueRascals at checkout)
Best Luxury Loungewear
Redmond Re-Lyte
Walking Pad
Nomadic Fitness
Clean Simple Eats Protein

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 Sponsor: 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.

In this episode, Michelle Terpstra sits down with storytelling and sales strategist Kendall Cherry for a conversation about content, trust, and conversion. Together, they explore why selling with storytelling consistently outperforms traditional testimonials and case studies and why buyer psychology assures us that no amount of AI-generated copy can replace lived experience. Kendall breaks down how authentic stories build authority, attract aligned buyers, and create sustainable revenue without relying on pressure or hype.

Kendall and Michelle workshop a real-world client scenario to demonstrate how one story can become a powerful sales asset. This episode highlights personal growth, leadership, and revenue strategy in a way that feels grounded and immediately actionable. It’s a reminder that the stories you are most hesitant to share are often the very ones that move you forward.

Chapters
[Start] Why Story Selling Beats Traditional Sales Copy: Michelle and Kendall unpack why stories convert more effectively than other content forms.
15:24 The Two Audiences: Kendall introduces two audience types: the “DIY never-buyer” and the high-value long-term lurker.
22:50 Workshopping a Real Client Case Study: A breakdown of how one operational win can turn into multiple high-impact sales assets.
31:27 Turning Results Into Revenue Content: How to structure case studies that shorten sales cycles and help sell on your behalf.
43:13 Teaching Story Selling at Scale: Kendall shares why she built The Greenhouse and how founders can learn to write high-converting stories themselves.

Links & Resources

Connect with Kendall: 

• Website: candidcollective.co
• LinkedIn: https://www.linkedin.com/in/kendall-cherry/
• Services Guide: candidcollective.co/services-guide
• Newsletter: wallflowerfridays.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.

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 Sponsor: 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 sits down with public relations expert KJ Blattenbauer to challenge common misconceptions about PR in business growth. Together, they explore why visibility is not a vanity metric, but a foundational revenue driver that builds trust and attracts higher-quality clients. KJ reframes publicity as an accessible growth lever—one that founders can activate without massive budgets or large PR teams.

KJ also shares her “Press Before Payroll” philosophy, breaking down how storytelling and authority-building can outperform paid ads when done intentionally. Michelle and KJ give listeners an empowering view of PR as a repeatable system rather than a mysterious black box. Their discussion encourages founders, consultants, and operators to step into the spotlight with confidence and use visibility to fuel predictable, sustainable revenue growth.

Chapters
[Start] Press Before Payroll: Michelle and KJ introduce the idea of PR as a first-line growth strategy, not a luxury reserved for later stages.
03:05 What PR Really Is (and Isn’t): KJ defines public relations and explains why it acts as a credibility multiplier.
09:02 The Authority Zone: KJ outlines how founders can clarify their expertise and craft stories that people want to feature.
16:10 Making PR Sustainable and Repeatable: Practical guidance on building a consistent visibility system with limited time.
28:50 Building From the Ground Up: KJ talks about how she got started in PR and shares her book Pitchworthy, a DIY guide to Public Relations.

Links & Resources

KJ Blattenbauer:

• Get KJ's Free Resource—Press Before Payroll
• KJ at HearsayPR
• KJ on Instagram
• KJ's Book Pitchworthy

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 Sponsor: 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.

In this episode, Michelle Terpstra challenges one of the most ingrained assumptions in B2B organizations: that sales enablement belongs only to sales. Michelle reframes sales enablement as a company-wide advantagee—something that unites operations around a single strategy, rather than something that divides them. As buying journeys grow more complex and customer expectations rise, she makes the case that enablement must become the connective tissue of the entire revenue organization.

Drawing on industry research and her own real-world experience, Michelle explores how cross-functional enablement drives consistency, trust, and speed. She breaks down why unified messaging matters, how shared metrics change behavior, and how technology like AI is accelerating alignment across teams. This episode offers listeners a clear vision of what’s possible when everyone is aligned and empowered to win together.

Chapters
[Start] Why Sales Enablement Can’t Stay in a Silo: Michelle explains why the old enablement model no longer works and introduces the idea of enablement as a team sport.
03:27 The Rise of Revenue Enablement: Industry trends show how high-performing organizations are aligning all customer-facing teams under one enablement strategy.
10:38 Real Strategies and Real Results: Michelle shares her experiences leading enablement efforts and gives the low-down on what works and what doesn’t.
19:04 Coaching Corner & Rascal Wrap-Up: Michelle outlines concrete actions leaders can take to build their own cross-functional alignment process.

Links & Resources

Check out Alysio.ai. Book a demo and tell them Michelle from Revenue Rascals sent you.

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 Sponsor: Jason Markk
Get 25% off with promo code: REVENUERASCALS

Show Citations: 

• Highspot, State of Sales Enablement Report 2025 (cross-functional enablement unification)highspot.com
• Arist, Revenue Enablement vs. Sales Enablement in 2025 (scope expanding to marketing, CS, product; “team sport” quote)arist.coarist.co
• Allego & SBI Research (via Allego blog), State of Sales Enablement 2025 (18% cite silos; importance of aligning sales, marketing, enablement)allego.comallego.com
• Gartner, CSO & Sales Leader Conference 2025 – Press Release (73% of CSOs prioritize existing-customer growth; need for unified cross-functional approach to deliver value)gartner.comgartner.com
• GTM Buddy, Future of Sales Enablement: Trends (revenue enablement yields +35% retention and faster expansion)gtmbuddy.ai
• Arist (citing GTM Buddy & GlobeNewswire), Revenue Enablement 2025 (AI in sales processes: +50% lead conversion, +30% productivity; AI in training: 3.3× boost in quota attainment growth)arist.co
• Outreach, Content Committees: Aligning Messaging Across GTM Teams (content committee structure and impact on messaging alignment)outreach.iooutreach.io
• SBI Growth, Enablement at a Crossroads – ATD SELL 2025 Insights (enablement as strategic partner co-creating with Product, Marketing, Ops)sbigrowth.com

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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Host Michelle Terpstra sits down with Jason Kenny, founder of Novo Capital, for a grounded and eye-opening conversation about building real wealth through real estate syndication. Drawing from two decades in corporate America and his own journey from burned-out analyst to full-time investor, Jason breaks down why so many high achievers fall for what he calls the passive income trap—the belief that buying and managing investment properties is “passive” when, in reality, it requires endless late nights, weekends, decision-making, and hands-on work. What begins as a simple plan for financial freedom often becomes another job. Jason explains how he escaped that cycle and how listeners can avoid the same mistakes.

The conversation goes far beyond surface-level real estate talk. Jason demystifies multifamily syndication: what it is, how it works, what makes a deal safe or risky, and why busy professionals are often better off owning equity in high-quality deals rather than trying to manage properties themselves. Through Michelle’s candid questions (including a live review of a real multifamily listing), listeners learn how to vet sponsors, understand cap rates, assess markets, evaluate risk, and recognize the red flags that even smart investors miss. This episode offers a clear blueprint for turning earned income into wealth-building assets that generate time, autonomy, and long-term financial protection.

Chapters
[Start] The Myth of Passive Income: Jason breaks down why “passive income” rentals rarely feel passive, and where even experienced investors get misled.
03:00 Leaving Corporate & Discovering Real Estate: Jason shares how burnout, family values, and lifestyle pressures pushed him toward investing and eventually syndication.
08:30 The SMART Framework for Vetting Deals: Structure, model, alignment, risk, and team: Jason outlines the criteria every investor should use to assess a syndication opportunity.
14:40 Cap Rates, Markets, and Real Numbers: A live walkthrough of a multifamily listing teaches listeners how to think like a professional investor, not just a buyer.
26:30 Syndication vs. DIY: Tax Benefits, Liability & Time: Jason compares active ownership with passive investing and explains why syndication can create more freedom for high earners.
30:30 Wealth, Lifestyle Creep & Financial Freedom: A powerful discussion on why earning more rarely solves the freedom problem, and why investing smarter does.
37:00: Rascal Innovation: Creative Finance & Modeling: Jason shares the most “rascal” thing he’s done in business—building his own creative financing model to unlock unconventional deals.

Links & Resources

The S.M.A.R.T. Passive Investor's Checklist: https://mailchi.mp/novocapitalmgmt/passive-investor-checklist

Website: https://novocapitalmgmt.com/

YouTube: @hasslefreewealth

Connect with Jason:

• YouTube
• LinkedIn
• Novo Capital Management

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Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Today’s Sponsor: Jason Markk
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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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