Revenue Rascals | Sales Strategies for Business Growth

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/]

The Call That Cost $40,000 (And How One Automation Fixed It)

Imagine this: A landlord three states away is watching water pour through his ceiling. He searches, he calls, and whoever picks up first gets the job.  Michelle opens with that exact scenario to highlight and talk about what it actually costs when your system breaks down at the worst possible moment. Not because your team isn’t capable. Not because your work isn't excellent. But because you built your entire operation around one person. And one person can only do so much. Michelle walks through a real client story, real dollar impact, and the three-part infrastructure she built inside GoHighLevel to make sure that kind of loss doesn’t happen again. If you run a lean service business, this episode will likely change how you think about missed calls, after-hours coverage, and the systems supporting your revenue. Chapters [Start] The Call That Changes Everything: A scenario that exposes the real cost of missed opportunities. 01:23 Carrie’s Story: A night of after-hours emergencies that reveals a bigger operational gap. 05:35 The Three-Part Fix: The system Michelle built to capture and convert every lead.   09:38 Why GoHighLevel: A look at the platform itself in action, and why it's fundamentally different from anything else out there. 14:50 After Winning the Call: Why getting the call is only half of the battle. Links & Resources Get 30 Days Free Trial + Free Live Bootcamp to Launch HighLevel Together: https://www.gohighlevel.com/highlevel-bootcamp?fp_ref=qwkp0b [https://www.gohighlevel.com/highlevel-bootcamp?fp_ref=qwkp0b] OR get started today https://gohighlevel.com/annual?fp_ref=qwkp0b [https://gohighlevel.com/annual?fp_ref=qwkp0b]  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. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes.  Submit a Question to Michelle [https://docs.google.com/forms/d/e/1FAIpQLSe8MiVY2uydDyrkTa8iV5xBLgcvWKUlL4WJFvxtBGct6BLLEQ/viewform] 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/]  Uncover your Sales Leadership IQ and get your personalized plan for leading through change.http://quiz.revenuerascals.com/ quiz.revenuerascals.com [http://quiz.revenuerascals.com/] Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] 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/]

Growing a Travel Advisory Business (That’s Not an MLM)

What does it take to build a thriving travel advisory business from scratch — twice?  Michelle sits down with Ali Raymer of Picture This Travel, a former high school English teacher who went from organizing student trips to Europe to becoming the sole breadwinner for her family after selling $2.5 million in travel in a single year. Ali breaks down how the modern travel advisory model works—and why most people misunderstand it.She draws a clear line between order-taking agents and true client-focused advisors, and explains why that distinction is everything when it comes to building long-term, referral-driven revenue. Ali also goes deep on the realities of scaling a service-based business. She shares how she rebuilt her business from the ground up after COVID wiped it out entirely, and came back stronger. Whether you're a sales professional, a business owner, or simply curious how the travel industry works, this episode is packed with practical insight and motivation for everyone. Chapters [Start] The Travel Agency Business Model, Debunked: The difference between MLM-style travel programs and true boutique advisory agencies. 09:27 Entering the Industry: How people get started and what the financial reality looks like. 25:02 Building Her Brand: How Ali rebuilt her client base and established her business reputation. 40:09 Saying No to Scale Faster: Why narrowing your focus leads to better growth. 51:41 The Most Rascal Thing: What set Ali apart and why demand for travel isn’t going away. Links & Resources 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=revenuerascal [https://objectionly.com/?via=revenuerascals]s [https://objectionly.com/?via=revenuerascals] 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. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes.  Submit a Question to Michelle [https://docs.google.com/forms/d/e/1FAIpQLSe8MiVY2uydDyrkTa8iV5xBLgcvWKUlL4WJFvxtBGct6BLLEQ/viewform] 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/]  Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com [http://quiz.revenuerascals.com/] Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] Connect with Ali Raymer * Website: https://www.alipicturethistravel.com [https://www.alipicturethistravel.com] * Instagram: https://www.instagram.com/alipicturethistravel [https://www.instagram.com/alipicturethistravel] * LinkedIn: https://www.linkedin.com/in/alipicturethistravel/ [https://www.linkedin.com/in/alipicturethistravel/] * YouTube: https://www.youtube.com/@alipicturethistravel [https://www.youtube.com/@alipicturethistravel] 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 Revenue Leak No One is Talking About | The Truth About TAM, AI, and Revenue Growth with Kurt Uhlir

What if your biggest revenue problem isn’t a sales problem?  In this episode, Michelle sits down with Kurt Uhlir to discuss what’s really holding companies back from scaling their revenue. Kurt argues that one of the biggest and most common problems in companies today is leadership misalignment. As generations grow older, the disconnect between people also scales. He explains what TAM is and how teams are unknowingly shrinking it, leaving money on the table. Kurt gives his thoughts on the hidden gaps that limit growth and how to overcome them. Michelle and Kurt unpack the role of trust in today’s market, especially with the growing influence of AI. They also discuss how Kurt's framework helps companies scale in sales, marketing, and finance, and key metrics leaders should be paying attention to. If you’re looking to increase revenue without chaos, this episode is for you. Chapters [Start] The Hidden Problem: How leadership misalignment impacts growth. 03:46 Generational Gaps: How differing perspectives between generations and across teams influence company leads and demand. 09:28 How to Stop Shrinking TAM: A definition of TAM and how companies unintentionally shrink it. 19:59 Securing the Budget: How CMOs can approach budgeting issues and scaling revenue for their company. 27:44 AI and Future Sales: A look at how AI is changing the sales game and impacting revenue. 51:31 Servant Leadership: What it means to be a servant leader and how it leads to a high-performance culture. Links & Resources Connect with Kurt Uhlir * Visit Kurt’s website here [https://kurtuhlir.com] * Business Case for Servant Leadership here [https://kurtuhlir.com/definitive-guide-to-servant-leadership/]  * LinkedIn [https://www.linkedin.com/in/kurtuhlir] * X (Twitter) [https://www.twitter.com/kurtuhlir] * Instagram [https://www.instagram.com/kurtuhlir/] * YouTube [http://www.youtube.com/c/KurtUhlir] * Pinterest [https://www.pinterest.com/kurtuhlir/] * TikTok [https://www.tiktok.com/@kurtuhlir] * Facebook [https://www.facebook.com/kurt.uhlir] 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] Access All Revenue Rascals Resources for FREE at www.revenuerascals.com [http://www.revenuerascals.com/] One-time sign-up gives you everything you need. Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner segment of episodes.  Submit a Question to Michelle [https://docs.google.com/forms/d/e/1FAIpQLSe8MiVY2uydDyrkTa8iV5xBLgcvWKUlL4WJFvxtBGct6BLLEQ/viewform] 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/]  Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com [http://quiz.revenuerascals.com/] Connect with Michelle: * MichelleTerpstra.com [https://michelleterpstra.com/] * LinkedIn [https://www.linkedin.com/in/michellecuocoterpstra/] * Instagram [https://www.instagram.com/themichelleterpstra/?hl=en] 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/]