17 February 2026
Stuck as a Consultant? | How to Step Into a Fractional CRO Role
Revenue Rascals | Sales Strategies for Business Growth
About
Michelle Terpstra delivers a no-fluff breakdown of the fractional CRO role, and why so many high-performing consultants feel mispositioned, under-leveraged, and capped even while they’re driving executive-level outcomes.
If you’re consistently pulled into bigger conversations like pricing, go-to-market, team structure, revenue priorities, but you’re still being scoped like a specialist, this episode puts language to what you’re already doing and shows you how to step into the role with clarity. The difference isn’t the work. It’s the level of responsibility attached to it.
Michelle defines what a fractional CRO actually is (and what it’s not), explains why demand is exploding in companies under $50M, and breaks down the myths that keep talented operators stuck in “consultant mode.” From authority and accountability to engagement models and pricing, she lays out what makes this role executive-level—without requiring full-time employment.
Chapters
[Start] Scoped Like a Specialist: Why high-level operators get trapped in “executor” positioning, and how to spot it fast.
01:22 What a Fractional CRO Really Is: The definition, the misconceptions, and why “fractional” doesn’t mean junior.
04:52 Why Demand Is Exploding Under $50M: Complexity is rising faster than leadership and misalignment is expensive.
06:03 Michelle’s Real Career Path: How she moved from consultant work into fractional CRO responsibility.
15:51 The 4 Moves That Create the Shift: Thought leadership, productizing to a niche, upgrading clients, and building proof.
37:58 Coaching Corner—Are You Ready?: The questions that reveal whether you’re built for CRO-level responsibility.
Links & Resources
Interested in Becoming a Fractional CRO?
Email hello@michelleterpstra.com
Subject line: CRO Path for Me
High Performance Sales Habits
By Michelle Terpstra
Access All Revenue Rascals Resources for FREE at www.revenuerascals.comOne-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
If you’re consistently pulled into bigger conversations like pricing, go-to-market, team structure, revenue priorities, but you’re still being scoped like a specialist, this episode puts language to what you’re already doing and shows you how to step into the role with clarity. The difference isn’t the work. It’s the level of responsibility attached to it.
Michelle defines what a fractional CRO actually is (and what it’s not), explains why demand is exploding in companies under $50M, and breaks down the myths that keep talented operators stuck in “consultant mode.” From authority and accountability to engagement models and pricing, she lays out what makes this role executive-level—without requiring full-time employment.
Chapters
[Start] Scoped Like a Specialist: Why high-level operators get trapped in “executor” positioning, and how to spot it fast.
01:22 What a Fractional CRO Really Is: The definition, the misconceptions, and why “fractional” doesn’t mean junior.
04:52 Why Demand Is Exploding Under $50M: Complexity is rising faster than leadership and misalignment is expensive.
06:03 Michelle’s Real Career Path: How she moved from consultant work into fractional CRO responsibility.
15:51 The 4 Moves That Create the Shift: Thought leadership, productizing to a niche, upgrading clients, and building proof.
37:58 Coaching Corner—Are You Ready?: The questions that reveal whether you’re built for CRO-level responsibility.
Links & Resources
Interested in Becoming a Fractional CRO?
Email hello@michelleterpstra.com
Subject line: CRO Path for Me
High Performance Sales Habits
By Michelle Terpstra
Access All Revenue Rascals Resources for FREE at www.revenuerascals.comOne-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.comLinkedInInstagram
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy