Why Your Sales Team Isn’t Closing Deals (And How to Fix It) with Garrett Campbell

Here’s the truth: you don’t have a sales problem—you have a sales management problem.

Michelle Terpstra sits down with Garrett Campbell, founder of Objectionly, for a conversation about sales, AI, and what it takes to build a high-performing revenue engine. Garrett shares the origin story behind Objectionly and the insight that sparked it: the difference between high-performing and underperforming sales teams isn’t talent—it’s management, feedback, and systems.

They unpack how AI is transforming the way sales teams operate, shifting toward more data-driven performance and faster feedback loops. This episode dives into the founder mindset, pricing strategies with AI, and the discipline required to build something truly great. This conversation is for anyone looking to scale revenue with intention and clarity.

Chapters
[Start] Why Sales Teams Fail: Why poor sales management is often the real reason deals don’t close.
04:05 The Problem with Manual Call Review: Why spending hours reviewing calls is inefficient and limits growth.
09:42 The Brain Behind Objectionly: How Garrett built the company and what he learned along the way.  
21:31 Building an AI Pricing Model: The realities of AI pricing models and scaling revenue.
47:20 Believe in Your Business: Garrett’s perspective on belief, discipline, and building.

Links & Resources

Lean Sales Team Buildout
Ready 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.

The Local Guild
Local 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 Trial
If 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 Trial
The 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

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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. 

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