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

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

The Science of Selling | How Your Nervous System Impacts Every Sales Call

Michelle Terpstra

Published on: 07/04/2026

Discover how mastering your nervous system can transform your sales success. In this episode, Michelle Terpstra explains why the first 60 seconds of a call are crucial, focusing on how your energy and physiology impact outcomes more than your pitch. Learn practical rituals to regulate your nervous system, ensuring you show up calm and confident. Michelle shares insights on managing cortisol and the fight-or-flight response, offering a pre-call ritual to help you stay grounded. Perfect for sales leaders and reps, this episode provides tools to turn stress into a secret weapon for closing more deals. Ready to enhance your sales approach? Tune in and start implementing these strategies today.

Sales Strategies