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

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