Sales Rejection Isn’t the End | Persistence, Trust, and Sales Leadership

Michelle is taking the guest seat again, this time joining Drewbie Wilson on Call the Damn Leads.She kicks things off with one of her favorite sales stories: what happened when a young, underqualified Michelle went up against a competitor who controlled nearly her entire territory. After months of work, she got the yes—only for the buyer to back out before signing. Instead of accepting the rejection, Michelle showed up anyway, had the conversation, and walked away with the deal.From there, Michelle and Drewbie get into what actually drives revenue growth. Michelle explains why the problem isn't always sales, how she diagnoses businesses as a fractional chief revenue officer, and why marketing, sales, and customer success have to work as one interconnected system.They also dig into the growing challenge of earning buyer trust, why face-to-face connection still matters, and how AI can support a sales team without replacing the humans behind it. Michelle closes with her approach to recruiting, coaching, and leading Gen Z sellers—and what leaders need to understand if they want the next generation to pick up the phone and do the work. Chapters[Start] Call the Damn Leads Guest Interview: Michelle introduces her interview with Call the Damn Leads and jumps into their conversation.01:39 The Deal That Almost Got Away: Michelle shares the most competitive story of her sales career and what happened when a buyer backed out of a deal at the last minute.06:02 Finding the Real Problem: Why the problem isn't always sales, how Michelle diagnoses a business as a fractional CRO, and why in-person relationships still matter.12:40 Selling After the Sale: Why you're still selling after the contract is signed, and why more touchpoints before the sales call can make the conversation easier.20:27 Gen Z in Sales: How Michelle recruits, coaches, and motivates Gen Z sellers—and why leaders have to adapt to the next generation of the workforce. Links & ResourcesCall the Damn Leads PodcastLoved this episode? Then follow along with Call The Damn Leads at:https://callthedamnleads.com/blogs/podcastepisodes/episode-208-the-future-of-sales-leadership-ai-and-gen-z-teams-michelle-terpstra Lean Sales Team BuildoutReady to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean. ACQUICON ConferenceAre you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price! https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 The Local GuildLocal business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild Objectionly 14-Day Free TrialIf you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free TrialThe AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl Connect with Michelle:LinkedInInstagramYouTube Hosted on Acast. See acast.com/privacy for more information.