Revenue Rascals | Sales Strategies for Business Growth

In this episode, Michelle Terpstra unpacks why the highest-performing sales organizations aren’t built in stability, but rather forged in chaos. She reframes change as a mirror of what’s working, what’s broken, and where leadership needs to rise. Drawing on years of experience leading teams through acquisitions, restructures, shifting strategies, and rapid scaling, Michelle reveals how ambiguity, not change itself, is what truly derails performance. 

Michelle breaks down her Change Leadership Method in a way that empowers any leader to guide their team through high-stakes transitions. She explains how to rebuild expectations, reinforce execution, and stabilize performance in the first seven days of change. With Michelle’s guidance and insight, this episode is a reminder that change is not only manageable, but also an opportunity to build stronger organizations that thrive long after the storm settles.

Chapters
[Start] The Truth About Great Sales Orgs: Michelle explains why change can expose true strengths and weaknesses, and how leaders can use both as fuel for growth.
02:26 Understanding Human Responses to Change: A look at personality differences, emotional reactions, and why ambiguity drops performance.
10:05 Michelle’s Change Leadership Method: A breakdown of the “why” and “what” behind leadership, and what really happens in leadership shifts. 
20:01 Coaching Corner: Michelle answers listener questions about new targets, shifting leadership directions, and the transition from field sales to remote selling.
32:57 Resource Hub Announcement & Rascal Wrap-Up: A preview of the upcoming Revenue Rascals resource hub and key takeaways for leading through change effectively.

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 valuation expert and entrepreneur Ryan Hutchins of Peak Business Valuation to explore what truly makes a business valuable. With decades of experience packed into his perspective, Ryan shares the buying and selling landscape for founders, operators, and curious investors alike. Together, Michelle and Ryan walk through the realities of financial literacy and the decision-making patterns that separate sellable companies from stressful hobbies disguised as businesses.

Their conversation shines a light on the human side of acquisitions, and the roles people and culture play in whether a transition thrives or crumbles. Ryan’s insights reveal how everyday business owners can position their company for a strong valuation, giving them a step ahead of the game and why emotional decision-making sabotages deals on both sides. 

Chapters
[Start] Why Most Businesses Don’t Sell: Ryan breaks down the common financial and operational mistakes that keep businesses from attracting buyers.
06:48 Owner Dependency and Your Role: How founders unintentionally sabotage their multiples, and what to do instead.
14:08 How to Find Good Deals: Ryan explains why great acquisition opportunities rarely hit public listing sites and how to build deal flow the right way.
27:44 Building a Business Worth Buying: Ryan shares how he built Peak Business Valuation, the strategies that fueled its growth, and the lessons he learned along the way.
54:31 Financing Options: From seller financing to bridge loans, Ryan outlines the real-world capital paths buyers use.

Links & Resources

Peak Business Valuation Website
Connect with Ryan Hutchins on LinkedIn

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 dives into one of the most frustrating and misunderstood parts of B2B selling—objections. Instead of pushing back with scripts, pressure tactics, or the tired psychology tricks, Michelle flips the traditional objection-handling playbook and walks through the real reasons behind the five biggest objections (price, time, trust, authority, and ROI) and shows why objections aren’t signs of rejection… they’re signs of interest.

Michelle also breaks down her signature method, A-V-P (Acknowledge, Validate, Peel), and reveals how the right mindset turns objections into deeper conversations, cleaner closes, and deals that don’t fall apart later. Packed with real client stories, behavioral psychology, and the kind of straight talk that makes Revenue Rascals what it is, this episode is your new go-to masterclass for selling with confidence and integrity—without ever sounding pushy or salesy.

Chapters
[Start] Why Buyers Push Back: Michelle uncovers why objections happen in the first place—and why they’re actually a sign your buyer is still in the game.
04:16 The A-V-P Framework: Acknowledge, Validate, Peel: Michelle’s modern objection-handling approach that builds trust instead of breaking it.
12:44 Price, Time & Trust: Michelle goes deep on the psychology behind objections and how to respond without steamrolling.
33:19 Authority & ROI — The Deal Makers: A breakdown of the decision processes, buying committees, and how to co-create ROI that buyers believe in.
55:32 Rascal Wrap-Up: Michelle recaps the masterclass and shares how listeners can submit real objections for live coaching on future episodes.

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 sits down with Paul Raymond, military strategist turned inventor and founder of INDEStove, the portable, collapsible, bake-anywhere cook stove disrupting the outdoor industry. Paul shares how a sketch he drew in a burst of inspiration became a fully engineered product—without quitting his day job, raising venture capital, or handing over ownership. This is a rare behind-the-scenes look at what customer-funded growth really looks like in practice.

Michelle and Paul dive into the grit, timing, and real-world challenges of bringing a physical product to market, from manufacturing hurdles to tariffs to deciding when—or whether—to go all-in. Together, they explore why independence, community, and smart planning can beat investor dollars, why building slowly isn’t the same as building small, and how a rascal idea like INDEStove becomes a brand people rally around.

Chapters
[Start] A Rascal Idea in the Wild: Paul shares how the INDEStove was born, why its modular design is unlike anything on the market, and how a lifetime of outdoor cooking shaped the invention.
06:00 Manufacturing, Timing & Tariffs: Paul and Michelle cover the unexpected hurdles of bringing a physical product to market and why the timing finally made sense for launch.
11:50 From Day Job to Dream Product: Paul reveals how his military career, strategic planning skills, and love of the outdoors prepared him for entrepreneurship.
17:27 Community, Influencers & Grassroots Growth: The go-to-market plan: building a tribe, leveraging influencers, and creating a recipe-sharing community around the stove.
25:06 Customer-Funded Freedom: Why avoiding investors has given Paul more creative control, faster decision-making, and a clearer path to building an independent brand.

Links & Resources

INDEStove
Shop the stove, fuel sources, and accessories: https://indestove.com/

Connect: 

• Facebook: INDEStove
• Instagram: INDE.stove

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 breaks down one of the most costly mistakes founders make—hiring their first salesperson too fast, too early, and with too little structure. With her signature blend of strategy and psychology, Michelle talks through the mindset shift required to move from founder-led sales into scalable sales leadership. Rather than treating hiring as a handoff, she reframes it as a leadership evolution.

Michelle shares real case studies from her consulting work, revealing why 50% of first sales hires fail, and why the successful 50% win big. From readiness signals to co-selling tactics and leadership rhythms, she equips founders with the framework they need to onboard a first seller who can win fast.

Chapters
[Start] The Founder Psychology Trap: Michelle explains why 50% of first sales hires fail and breaks down the conflict founders face when trying to exit the sales seat.
03:47 The Readiness Checklist: A deep dive into the six must-have readiness factors: proof of concept, ICP clarity, productized offers, documented process, lead flow, and tools/CRM hygiene.
07:34 What Works, What Fails, and Why: Three real founder stories that highlight common traps, plus a success case powered by the Freedom Model.
16:07 From Founder to Sales Leader: Michelle breaks down the leadership evolution required after the first hire.
22:24 Coaching Corner and Rascal Wrap-Up: Listener questions followed by key takeaways and resources for hiring and scaling a winning sales 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.

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.

Host Michelle, sits down with Chad Jardine, the founder of CMO Zen. Together, they discuss the world of fractional leadership and why more companies are turning to part-time executives for increased efficiency in their businesses. Their conversation highlights how quick strategic support can help early-stage companies grow out of fragile phases faster than traditional hiring models. 

Michelle and Chad talk about the realities of building a fractional firm. With real-life stories, they highlight the importance of acting quickly on good ideas and intentionally designing a business that supports both clients and founders. This episode is packed with practical strategies, honest reflections, and fresh insight into what it really takes to thrive as a modern fractional executive.

Chapters
[Start] The Importance of Speed in Early-Stage Companies: Chad and Michelle open the episode discussing why fast decision-making creates competitive advantage.
12:02 Partnerships and Company Growth: Chad shares how he was able to grow his company from a one-man firm into the agency it is today.
29:20 The Hardest Parts of Entrepreneurship: Discussions on cash flow, scaling challenges, taxes, hiring volatility, and the emotional resilience needed to run a business.
41:27 Don’t Wait on Good Ideas: Michelle uses her own life story to highlight the importance of acting quickly on good ideas.
47:42 Chad’s Rascal Moment: Chad talks about breaking out of his “lane” and embracing a more rebellious approach to leadership.

Links & Resources

CMO Zen

Connect with Chad Jardine: 

• linkedin.com/in/chadjardine
• [email protected]
• chadscalendar.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.

In this episode, Michelle Terpstra breaks down a major shift happening in sales. She explains why the old promises of efficiency no longer resonate, and why proof, not speed, earns trust. Using behavioral psychology, revenue strategy, and real-world examples, Michelle offers a practical roadmap for sellers who want to stand out and give their buyers more certainty.

Michelle shows how to transform vague, time-based pitches into specific, ROI-driven value propositions. She covers issues between buyers and vendors, how to anchor your brand message, and what revenue teams must do in the first 90 days of every customer relationship to earn renewals and expansion.

Chapters
[Start] Collapse of the “Time Savings” Pitch: Michelle explains buyer psychology, market expectations, and why efficiency messaging is no longer compelling.
04:51 Rewriting Weak Pitches: Michelle rewrites five common B2B pitches into ROI-driven versions.
09:27 The 90-Day Value Realization Plan: How companies can operationalize value delivery through RevOps and automation to see more customer success.
15:35 Coaching Corner: Michelle addresses listeners’ top questions on training teams to shift from “save time” to “show proof.”
21:49 Rascal Wrap-Up: Key takeaways from today’s episode to keep you winning.

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.

From college startup to 8,000 paying customers, Josh Haynam has built one of the most enduring SaaS success stories in digital marketing. In this episode of Revenue Rascals, host Michelle Terpstra unpacks how Josh turned curiosity, psychology, and customer obsession into Interact: the quiz platform fueling over 100 million leads worldwide.

Josh shares how he built Interact from scratch, scaled it through market shifts, and created a business model that thrives without traditional direct sales. Together, he and Michelle dive into how AI is transforming quiz creation, why simplicity outperforms complexity in today’s digital landscape, and how understanding human behavior is still the most powerful growth strategy of all. Josh also opens up about losing 80% of his customers during 2020 and rebuilding the company through relentless focus on customer success and referrals, a comeback story every founder needs to hear.

Chapters
[Start] From Student Entrepreneur to SaaS Founder: Josh dives into how selling a small media site at UCLA inspired the creation of Interact.
06:40 AI, Simplicity, and the Future of Quiz Marketing: How AI is reshaping quiz creation and why simplicity outperforms complexity.
18:50 The Psychology of Questions: Why People Want Answers: A deep dive into behavioral psychology: how great quiz design taps into emotion, trust, and self-identification.
27:50 Building Resilient Revenue in a SaaS World: Josh and Michelle explore customer obsession, reducing churn, and how 200+ customer calls a quarter helped Interact survive market shifts and thrive.
43:00 Comebacks, Contrarian Moves, and the Rascal Mindset: Josh shares the toughest years of his entrepreneurial journey, what kept him from giving up, and the one “rule of business” he broke that led to lasting success.


Links & Resources

Connect with Josh

• Interact
• 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 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.

If your sales feel like a rollercoaster, this episode is for you. Michelle Terpstra talks about how local businesses can create predictable, reliable income by building recurring revenue models that make sense for them. Instead of riding the business rollercoaster, with sales going up and down, Michelle gives a framework for you to build a steady, recurring revenue stream.

Michelle introduces her signature Rascal Framework: Productize, Price, and Promise, a simple method for turning what’s already working in your business into consistent growth. Through inspiring real-world examples, Michelle shows how recurring revenue builds not just profits, but stronger communities, loyal customers, and peace of mind.

Chapters
[Start] Breaking the Rollercoaster Cycle: Michelle talks about the reality of unpredictable sales and shares why cash flow chaos doesn’t have to be your norm.
02:47 The Rascal Framework: Productize, Price, Promise: Michelle’s three-step plan for transforming everyday transactions into consistent revenue streams.
05:25 Real Businesses, Real Results: Michelle shares 10 examples of recurring revenue in action.
25:55 Coaching Corner: Michelle answers your questions about designing and managing recurring offers.
31:03 The Rascal Wrap-Up: Key takeaways, inspiration, and a free workbook to help you find your own recurring revenue path.

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.

In this episode of Revenue Rascals, host Michelle Terpstra talks with Aaron McReynolds, co-founder of Alysio, about resilience, ingenuity, and building an entirely new category: revenue security. Aaron recounts the unexpected road from being paralyzed at age four, to hustling his way into Goldman Sachs with an advertising degree, to leading enterprise sales, and now pioneering an AI-powered platform that protects the revenue companies have already worked so hard to win. This is a story of grit, defying expectations, and rule-breaking to build something the market didn’t even know it needed.

Aaron breaks down how Alysio defines and delivers revenue protection: surfacing hidden deals, preventing churn risks, connecting siloed GTM systems, and autonomously closing revenue gaps across the lifecycle. The conversation explores AI in sales, the evolution of elite sellers, and why the future of go-to-market isn’t about more tools or more reps; it's about smarter systems, autonomous insights, and empowering people to perform at their best. Whether you’re a founder, CRO, or aspiring sales leader, this episode challenges how you think about pipeline, efficiency, and category creation in B2B sales.


Chapters
[Start] A Comeback Story & Rascal Origin: Surviving childhood paralysis, building unstoppable resilience, and breaking into high-stakes finance and tech.
07:00 What Is Revenue Security?: Introducing a new GTM category, uncovering lost revenue, and why protection beats pipeline.
12:50 AI-Powered Selling: How AI surfaces risk, automates follow-through, and makes elite sellers even better.
18:00 Gamification, Human Skills & Modern Sales Excellence: Why relationship-selling is back, what makes sellers irreplaceable, and how reps stay competitive.
26:30 Scaling With AI, Staying Lean & Hiring the Elite: Why Alysio runs with a tiny powerhouse team, how they build talent, and the future of CRO org design.
36:50 Category Creation & The Future of GTM: Educating the market, unifying revenue teams, and why every CRO will run revenue audits in the future.

Links & Resources

Aaron McReynolds on LinkedIn

Get 25% off Alysio! 
Save on your first 3 months with Alysio when you book a demo and mention Revenue Rascals.

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
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