Why Do 50% of First Sales Hires Fail? | What Successful Founders Differently

Michelle Terpstra

Published on: 02/04/2026

In this episode, Michelle Terpstra reveals how to avoid the 50% failure rate of first sales hires by building a scalable, repeatable sales system. Learn to identify readiness, document processes, and establish effective lead generation. Michelle shares insights on transitioning from founder-led sales to strategic leadership, highlighting common pitfalls and the "founder’s paradox" that can stall progress. Perfect for founders ready to step into leadership and create a sales system that operates independently, this episode is your guide to smarter, more effective hiring and growth.

Sales Strategies

Stuck as a Consultant? | How to Step Into a Fractional CRO Role

Michelle Terpstra

Published on: 25/02/2026

In today's rapidly evolving business landscape, CEOs are increasingly turning to fractional Chief Revenue Officers (CROs) to drive strategic growth without the overhead of a full-time executive. This episode delves into the transformative journey from consultant to fractional CRO, offering CEOs a blueprint for leveraging this role to optimize their entire revenue system. Discover how fractional CROs integrate sales, marketing, and customer success to create a cohesive revenue engine, and learn why this model is becoming indispensable for companies aiming to scale efficiently. With insights on building thought leadership, productizing expertise, and proving impact through tangible results, this episode is a must-listen for CEOs seeking innovative solutions to leadership gaps and revenue challenges.

Fractional CRO