Are These 5 Objections Killing Your Deals? | The Real Reason Buyers Say No

Michelle Terpstra

Published on: 07/04/2026

In this insightful blog post, Michelle Terpstra, a seasoned sales expert, delves into the art of overcoming the five most challenging B2B sales objections: price, time, trust, authority, and ROI. By shifting from traditional adversarial tactics to a more empathetic and collaborative approach, Michelle introduces the AVP framework—Acknowledge, Validate, Peel—as a powerful tool for transforming objections into opportunities for deeper connections and successful sales outcomes. This post is a must-read for sales professionals seeking to enhance their strategies with authenticity and build lasting relationships with clients.

Sales Strategies

Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Way

Michelle Terpstra

Published on: 19/03/2026

Discover how local businesses are transforming everyday customer habits into predictable, recurring revenue with Michelle Terpstra's “Rascal Framework”: productize, price, promise. This episode reveals how to turn what your customers already love into a steady income stream without reinventing your operation. Learn from real-world examples like Palace Coffee's community, focused mug club and Drybar’s habit-forming memberships. You'll gain insights into aligning offers with customer behaviors, creating emotional connections, and automating billing, all without heavy discounts or complex tech. Perfect for entrepreneurs seeking stability and growth, this episode provides practical frameworks to lock in loyal customers and stabilize income, ensuring your business thrives through any season.

Business Growth

The Risk No One Warned Sellers About | AI Pricing Models with Roee Hartuv

Michelle Terpstra

Published on: 25/02/2026

Unlock the future of SaaS profitability with insights from Roee Hartuv, a leading expert in pricing and packaging strategies. In this episode, Roee delves into the transformative impact of AI on traditional SaaS models, offering CEOs actionable frameworks to navigate the shift from fixed to consumption-based pricing. Discover how to mitigate risks, enhance customer engagement, and drive scalable growth by aligning your pricing strategies with customer outcomes. This is essential listening for visionary leaders ready to harness AI's potential to redefine their market approach and secure a competitive edge.

Pricing and Packaging