Cross-Functional Sales Enablement | The B2B Strategy Top Teams Are Using to Win in 2025 and Beyond

Michelle Terpstra

Published on: 17/04/2026

Most companies miss out on revenue by treating sales enablement as a siloed function. In this episode, Michelle Terpstra reveals how top organizations integrate enablement across marketing, customer success, product, and rev ops for growth. Discover how breaking down silos enhances customer experience and revenue through cross-functional strategies. Michelle shares frameworks like revenue enablement councils and unified content vaults that foster seamless collaboration. Learn how AI-powered platforms make training and analytics accessible, transforming team coordination and deal closures. Hear real-world successes, including Red Hat’s 15% response rate increase, and get tips for effective cross-team initiatives. This episode is a must-listen for sales leaders and executives aiming to turn enablement into a competitive advantage.

Sales Strategies

Why Founders are Saying “No” to Your Fractional CRO Pitch (And How to Fix It)

Michelle Terpstra

Published on: 17/04/2026

In today's competitive business landscape, mastering the art of handling sales objections is crucial for CEOs and sales leaders aiming to drive growth and close deals. This blog post delves into advanced strategies for transforming resistance into opportunities, focusing on trust-building, ROI-driven pricing, and overcoming internal company dynamics. By shifting the conversation from selling hours to achieving outcomes, this guide empowers leaders to align their sales approach with the strategic goals of their clients, ultimately positioning themselves as indispensable partners in their clients' success journey.

Sales Strategies

The Hidden Cost of Discounts | How Much Is Your Sales Strategy Costing You?

Michelle Terpstra

Published on: 16/03/2026

Discounting isn't just a quick fix; it's a costly trap that erodes your bottom line, damages trust, and trains buyers to wait for discounts at your expense. But what if you could command premium prices, build unshakable confidence, and close deals without slashing margins? Michelle Terpstra, CRO and sales strategist, reveals the hidden psychology behind discounting and offers proven strategies to turn your sales conversations into high-value, trust-building dialogues. Perfect for founders, CROs, sales leaders, and anyone committed to selling with confidence and integrity, this episode is your blueprint to sustainable, scalable growth.

Sales Strategies

How to Use AI the Right Way for Growth | The Enablement Model for 2026

Michelle Terpstra

Published on: 12/03/2026

In today's fast-paced sales environment, traditional training methods fall short, leaving teams without the execution strategy needed to thrive. Michelle Terpstra unveils how AI can transform sales enablement by acting as a personal coach, not a crutch, reducing training decay and boosting revenue. This episode explores the shift from static playbooks to AI-driven, real-time coaching, highlighting the importance of customized AI prompts and intentional design to prevent common pitfalls. Essential for founders and sales leaders, this discussion provides a blueprint for leveraging AI as a strategic partner, ensuring your team excels in an AI-powered landscape.

Business Growth