The Real Reason Your Employees Don’t Want to Sell (And What to Do About It)

Why Your CRM Isn't Closing Deals (And the Fix That Generated $4M)

Michelle Terpstra sits down with Jason Kramer, founder of Cultivize and self-described CRM whisperer, to talk about the customer relationship management system. They look at why so many companies buy a CRM and then do nothing with it, and how to avoid that.  They unpack what it actually takes to build a process that runs without the founder carrying it all in their head. The case studies in this episode make the stakes of a broken follow-up system impossible to ignore. Jason and Michelle also explore what happens after the lead lands, and the referral ecosystems that separate businesses that scale from those that stall. Jason shares his framework for labeling pipeline stages around what the prospect needs to do rather than what the salesperson needs to do. Whether you're still running deals out of a spreadsheet or sitting on a CRM you've never fully built out, this episode offers practical guidance on where to start. Chapters [Start] Why CRMs Fail Small Businesses: Michelle introduces Jason, and they dive into the biggest adoption hurdles for small businesses. 08:45 The Follow-Up System: Jason shares a case study where an automated follow-up sequence closed over $4 million in revenue. 16:08 Automation Wins: Jason walks through how digitizing a business’s intake produced a 90% contract completion rate and unlocked upsell data. 24:37 Pipeline Management Practices: Jason's framework for structuring pipeline stages around prospect actions rather than salesperson tasks. 34:08 Partnerships & the Trust Recession: Michelle and Jason discuss affiliate strategies, referrals, and whether B2B sales cycles are slowing in a trust-challenged market. Links & Resources Cultivize [http://cultivize.com] Lead Nurturing Guide [https://cultivize.com/learnmore/] Connect with Jason on LinkedIn [https://www.linkedin.com/in/jasonleighkramer/] Jason’s Podcast Appearances [https://open.spotify.com/playlist/7nhiaTSIdNrXOxs2GJtUkc?si=_FZEAEFeQl6SRcjlB6ix5w&nd=1&dlsi=cc994e07d49e4542] The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.revenuerascals.com/thelocalguild [http://www.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 [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 [http://www.revenuerascals.com/ghl] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  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 [http://revenuerascals.com/thelocalguild] Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra [https://book.revenuerascals.com/michelle] Check out three ways Michelle and her team can support your path to predictable growth. [https://michelleterpstra.com/workwithus/]  Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] * YouTube [https://www.youtube.com/@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 [https://michelleterpstra.com/privacy-policy/]

Building a Purpose-Driven Business From Zero | Starting Over at 50 with Carmine Del Sordi

What happens when the path you’re on no longer feels aligned with the life you want to build?  Michelle sits down with Carmine Del Sordi, founder of Pure & Easy Tea, to talk about how he started over in life at 50 years old. Carmine shares his journey from corporate leadership to entrepreneurship, and how a personal passion evolved into a growing tea brand. For Carmine, building a business was all about purpose, wellness, and long-term impact. It required a completely different mindset from his previous experiences. Michelle and Carmine dive into the realities of founder-led growth and personal branding. Rather than chasing growth, Carmine discusses the value of pursuing mastery and staying true to a mission even when conventional wisdom suggests otherwise. Sometimes, your intuition is everything. And if it tells you to start over, even when it feels impractical, it might just be the best thing you will ever do. Chapters [Start] Guest Introduction: Michelle introduces Carmine Del Sordi, founder of Pure and Easy Tea, and they discuss his entrepreneurial path. 02:26 The Journey: Carmine shares how he started the journey to creating her business and the hard life challenges that inspired him. 18:02 Staying Focused on Growth: How to build and keep momentum to scale business early in the game. 34:48 Personal Identity vs Brand Identity: Why Carmine wanted to keep himself separate from his brand in the beginning of his business. 48:19 The Most Rascal Thing: The most rascal thing Carmine has ever done in business to wrap up today’s episode. Links & Resources Connect with Carmine Del Sordi Pure and Easy Tea [https://pureandeasytea.com/] ALL Social Media: @pureandeasytea  The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.revenuerascals.com/thelocalguild [http://www.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 [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 [http://www.revenuerascals.com/ghl] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  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 [http://revenuerascals.com/thelocalguild] Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra [https://book.revenuerascals.com/michelle] Check out three ways Michelle and her team can support your path to predictable growth. [https://michelleterpstra.com/workwithus/]  Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] * YouTube [https://www.youtube.com/@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 [https://michelleterpstra.com/privacy-policy/]

How Lee Smith Bought a Business with $1 (And How You Can Do It, Too)

What if you could buy a business without spending a single dollar of your own money? Lee Smith has done it over 20 times, and he's here to break down exactly how.  Michelle sits down with Lee Smith, a business acquisition professional. Lee has bought, sold, and invested in over 27 companies across his career, building a portfolio of seven businesses doing $40 million in revenue, all without putting a penny of his own capital on the line. He unpacks the roll-up strategy that's quietly making blue-collar businesses some of the most attractive acquisition targets in today's AI-disrupted economy. Whether you're a business owner, an entrepreneur, or someone who's wondering how the deals actually get done, Lee pulls back the curtain on all of it. From buying a company with bad debt and turning it profitable in weeks, to what private equity actually looks for in a roll-up, this conversation is packed with the kind of real-world deal-making wisdom you won't find in a business school textbook. Chapters [Start] Guest Introduction: Michelle introduces Lee Smith, who shares his background in business acquisition. 04:21 The No-Money-Down Roll-Up Strategy: Lee’s strategy for buying businesses and maximizing profits. 13:20 Industries Built to Last: The industries that are big and will continue to grow in the future, according to Lee. 19:48 What Makes a Business Roll-Up Ready: The top three things that make a company attractive for a roll-up strategy. 28:02 The Most Rascal Thing: The most rascal thing Lee has done in business, and a wrap-up for the episode. Links & Resources Connect with Lee Smith Visit Lee's Website [https://www.leeasmith.co.uk/] Connect with Lee Smith on LinkedIn [https://www.linkedin.com/in/leeantonysmith/] The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.revenuerascals.com/thelocalguild [http://www.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 [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 [http://www.revenuerascals.com/ghl] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  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 [http://revenuerascals.com/thelocalguild] Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra [https://book.revenuerascals.com/michelle] Check out three ways Michelle and her team can support your path to predictable growth. [https://michelleterpstra.com/workwithus/]  Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] * YouTube [https://www.youtube.com/@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 [https://michelleterpstra.com/privacy-policy/]

42% of B2B Reps Hit Quota – Here’s the Free Fix That Changes Everything

As of early 2026, B2B sales quota attainment is low, with average figures showing that roughly 42% to 46% of reps hit their targets, down from higher averages in previous years.  Michelle Terpstra sits down with Bruno Cignacco, an international business consultant, researcher, university professor, and author with over 30 years of experience. Bruno introduces the concept of the prosperity mindset: a framework for how businesses can generate more sustainable revenue by leading with generosity, gratitude, and genuine human connection. He unpacks why the most counterintuitive business moves often produce the most powerful results, and why the companies winning right now are the ones treating people as their most valuable asset. Bruno and Michelle explore the growing tension between automation and authentic human experience in business, using real-world examples from retail to B2B sales. Bruno shares a compelling case study from his consulting work that puts his theories to the test and ends with success. No matter your role in your company, this episode delivers practical strategies that are as timely as they are timeless. Chapters [Start] Guest Introduction: Michelle introduces Bruno, and he shares his background in international marketing, consulting, and business research. 01:36 The Prosperity Mindset: Bruno contrasts scarcity and prosperity mindsets and explains how to build relationships that drive long-term revenue. 08:36 Human Touch in the Age of AI: Michelle and Bruno discuss why the balance between high tech and high human touch is essential in business. 13:49 From Selling to Serving: The shift from a selling attitude to a service attitude to exceed customer expectations and build lasting relationships. 30:24 Case Study & The Rascal Question: Bruno shares a personal success story, and then reveals his most "rascal" business move. Links & Resources Connect with Bruno Cignacco: * Bruno's Website [https://brunocignacco.com/] * Bruno on LinkedIn [https://www.linkedin.com/in/dr-bruno-roque-cignacco-sfhea-0609317/] * Bruno's Books [https://www.amazon.com/stores/Bruno-Roque-Cignacco/author/B00CIVTT6K?ref=ap_rdr&shoppingPortalEnabled=true&ccs_id=de104938-4e21-4dfb-8f41-0564560bada1] The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.revenuerascals.com/thelocalguild [http://www.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 [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 [http://www.revenuerascals.com/ghl] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  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 [http://revenuerascals.com/thelocalguild] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra [https://book.revenuerascals.com/michelle] Check out three ways Michelle and her team can support your path to predictab [https://michelleterpstra.com/workwithus/]le growth. [https://michelleterpstra.com/workwithus/]  Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] * YouTube [https://www.youtube.com/@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 [https://michelleterpstra.com/privacy-policy/]

The Real Reason Your Employees Don’t Want to Sell (And What to Do About It)

If you've ever watched a golden sales opportunity walk right out the door, this episode will hit close to home.  Michelle Terpstra tackles one of the most common frustrations for local business owners: team members who are excellent at their jobs, but totally allergic to selling. The issue isn’t your team. It’s the system they’re operating in. Instead of pushing scripts or forcing behavior, Michelle breaks down the psychology behind why hourly employees resist sales conversations in the first place—and how a small shift can change everything. When selling feels natural and aligned with service, it stops being something employees avoid and becomes part of how they help customers. Through two AI-powered roleplay scenarios, Michelle shows exactly how these interactions play out in real life—what goes wrong, and what changes when the approach is adjusted. If you run a local business with a team, you need to hear this before you post another job listing. Chapters [Start] Why Your Team Isn't Selling: The psychological barrier causing people to resist selling.   05:28 Scenario 1: A real-world example of a missed sales opportunity. 08:24 Scenario 1 Breakdown: What went wrong and what could be improved. 18:34 Scenario 2: A second scenario with a different approach. 20:04 Scenario 2 Breakdown: Michelle’s input, showing how it can go right the second time around.  Links & Resources The Local Guild Practical AI, smarter sales systems, and proven growth strategies for small businesses ready to win more customers. Start your 7-Day FREE Sales Jumpstart here: www.revenuerascals.com/thelocalguild [http://www.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 [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 [http://www.revenuerascals.com/ghl] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com/listen [http://www.revenuerascals.com/listen] One-time sign-up gives you everything you need, including FREE hot seat coaching once a month with Michelle.  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 [http://revenuerascals.com/thelocalguild] Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra [https://book.revenuerascals.com/michelle] https://michelleterpstra.com/workwithus/ Check out three ways Michelle and her team can support your path to predictable growth. [https://michelleterpstra.com/workwithus/]  Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] * YouTube [https://www.youtube.com/@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 [https://michelleterpstra.com/privacy-policy/]