Blunt On Business

Blunt On Business
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Welcome to Blunt On Business. This is the🚫 fluff zone for serious CEOs. If you're the CEO of a📈 $5-50M B2B company and you're tired of being your team's #1 salesperson, you're in the right place. I'm Rich Laster, a Fractional CRO with 27 years and $500M+ in closed deals. Here, we don't just talk about sales theory. We break down the practical systems and strategic shifts you need to: 🏎️Replace chaos with a predictable revenue engine. 🧙🏼‍♂️Fire yourself as the chief sales problem-solver. 🧑🏼‍🚒Build a company that scales without the constant firefighting. Subscribe and hit the bell!

  1. The Only 5 Metrics... If You Want Scalable Revenue

    MAR 26

    The Only 5 Metrics... If You Want Scalable Revenue

    Most CEOs track dozens of metrics.🥱Very few use those metrics to actually run the business.In this episode, Rich Laster breaks down the🏗️ CEO Weekly Metrics Framework, the five metrics that determine whether your company is building scalable revenue or just reacting to noise. These are not vanity metrics nor board-only KPIs. These are operational questions that should be reviewed every single week, in the same order, to drive clarity, accountability, and execution.You will learn:• Why most dashboards create confusion instead of insight 🧙🏽‍♂️• The difference between data reporting and decision cadence • How to evaluate qualified pipeline coverage the right way • Why net revenue retention must become a weekly operational metric📈 • How to think about cash conversion runway beyond basic burn • What weekly new qualified opportunities (WQO) reveal about real demand • Why execution rhythm health may be your most important leading indicator If you are a Seed or Series A CEO trying to scale 💰without losing control of your numbers, this framework gives you a simple, repeatable system to stay grounded.📢If you want to pressure test your revenue engine against these five metrics and identify where it is breaking:Schedule your Revenue E.D.G.E.™ Diagnostic:https://calendly.com/richlaster/consultation60

    14 min
  2. Early Traction Plus Our Client Experience Flywheel Equals Growth

    MAR 18

    Early Traction Plus Our Client Experience Flywheel Equals Growth

    Most Seed and Series A CEOs think they have a pipeline problem.⛓️‍💥They don’t. They have a client experience problem that is quietly eroding lifetime value, increasing churn, and making growth feel harder every quarter.📉In this episode, Rich Laster 🧙🏽‍♂️breaks down why early traction stalls, and why more leads will not fix it. The issue is structural. Most companies are still operating with a funnel mindset, optimizing for acquisition while neglecting the system that actually drives compounding growth. This episode introduces the🛞 Client Experience Flywheel, a model designed to turn customers into evangelists and transform revenue from a series of transactions into a scalable asset.You will💰 learn:• How the Convert, Elevate, Fortify model drives retention, expansion, and referrals• Why the first 90 days define the next 3 years of customer value• The metrics investors actually care about, including CLV, early retention, and earned growthThis is not about improving customer success. It is about engineering a🏗️ system where your best customers become your most effective growth channel. If your company has traction but not yet true scalability, this conversation will show you where the breakdown is and how to fix it.💡If you want to identify where your revenue engine is leaking value and how to turn customer experience into a growth driver:Schedule your Revenue E.D.G.E.™ Diagnostic:https://calendly.com/richlaster/consultation60

    19 min
  3. B2B Sales: Converting Skeptical Buyers

    MAR 11

    B2B Sales: Converting Skeptical Buyers

    Most high value B2B deals are not lost in the sales conversation. They are lost in the buyer’s internal meeting after the call ends.☠️In this episode, Rich Laster breaks down the Skeptic Conversion Model, a practical framework developed over nearly three decades of selling and advising on complex deals. The model explains how skeptical buying committees actually process risk, and why traditional sales approaches often fail when the stakes are high. You will learn the four stages that drive successful high value 📈 conversions: Decode, De Risk, Demonstrate, and Decide. Rich explains how to map buyer skepticism, engineer deal structures that reduce perceived downside, replace marketing claims with decision grade evidence, and orchestrate internal consensus across the buying committee.💡If you sell enterprise software, complex consulting, or any high-cost offer where multiple stakeholders must agree, this episode will fundamentally change how you structure your deals. This📢 podcast goes live every Wednesday at 1pm PT / 4pm ET on YouTube/@growexpand with the replay available on Spotify and other major podcast platforms.💰To evaluate whether your current revenue systems are engineered for📈 scalable deal velocity, visit RichLaster.com and schedule your Schedule your Revenue E.D.G.E.™ Diagnostic.

    22 min

  4. SEASON 7 TRAILER

    Season 7 of Blunt On Business is live next Wednesday! In the interim, Rich wanted to share...

    📢The podcast goes live every Wednesday at 1pm PT & 4pm ET on YouTube, with the replay distributed on Spotify and major podcast platforms. To evaluate whether your inbound motion is earning the right leads or leaking focus, visit http://RichLaster.com

    13 min
  5. E.A.R.N. - Convert Leads Without Compromising Values

    FEB 11

    E.A.R.N. - Convert Leads Without Compromising Values

    Mission driven companies fail because they lack a system for earning the right demand.🎯 In this episode, Rich Laster breaks down the📈 E.A.R.N. Model, a practical framework for converting mission aligned interest into qualified pipeline, closed revenue, and long-term enterprise value. Designed for Seed and Series A CEOs, this model shows how to respect your values without sacrificing conversion discipline or runway. This episode is for founders 🥷🏻who believe in their mission but are tired of inbound that feels busy instead of productive & profitable. If your values attract attention but your funnel does not convert predictably, this conversation will give you a system. 📢The podcast goes live every Wednesday at 1pm PT & 4pm ET on YouTube, with the replay distributed on Spotify and major podcast platforms. To evaluate whether your inbound motion is earning the right leads or leaking focus, visit http://RichLaster.com and take the Revenue Scalability Assessment.

    14 min
  6. The Messaging Matrix: Alignment w/o Dilution

    FEB 5

    The Messaging Matrix: Alignment w/o Dilution

    Most🧑🏻‍💼 companies do not have a messaging problem… In this episode, Rich Laster introduces the🧙🏻‍♂️ Messaging Matrix, a practical framework CEO clients use to align how your company speaks to your customers, investors, and talent without collapsing everything into bland, generic language. Instead of rewriting😠 messaging for every audience, the Messaging Matrix creates a shared structure that preserves strategic clarity while allowing necessary nuance.Rich breaks down the three layers🪢 of the matrix: Purpose, Proof, and Payoff. You will learn how to anchor every narrative around a single reason for existence, how to choose evidence that builds credibility instead of noise, and how to clearly articulate how each stakeholder wins when your company succeeds.This episode is for📈 Seed and Series A CEOs, B Corp leaders, and founders who are tired of watching strong narratives turn into friction across sales, fundraising, and hiring. If your decks sound polished but your momentum feels uneven, this framework will show you why.📢The Blunt On Business podcast goes live every Wednesday at 1pm PT and 4pm ET on YouTube, with replays available on Spotify and major podcast platforms. ⚠️To assess whether your messaging is creating leverage or drag, visit RichLaster.com and explore the Revenue Scalability Assessment.

    11 min
  7. The Narrative Operating Model: From Story To Pipeline

    JAN 29

    The Narrative Operating Model: From Story To Pipeline

    Most CEOs believe their impact story should convert on its own. It does not.🙅🏽‍♂️ In this episode, Rich Laster breaks down why impact narratives often fail to translate into 📈pipeline, even when the mission is real and the intent is strong. Drawing from Ivy League research and hands on experience advising B Corps and growth stage companies, Rich introduces the Impact Narrative Operating Model, a practical framework for turning impact evidence into commercial outcomes. 🏗️This conversation explains how to build an impact outcome hypothesis that resonates with CFOs and investors, how to architect narratives across system, company, and deal levels, and why signal design matters more than storytelling. You will also learn how high performing CEOs design lead pathways that move impact curious buyers and investors from interest to qualified opportunity. If your impact messaging feels respected but not 💰rewarded, this episode will show you why and how to fix it. 📢This podcast goes live every Wednesday at 1pm PT & 4pm ET on YouTube/@GrowExpand -with replays available on Spotify and major podcast platforms. To evaluate whether your impact narrative is engineered for scale, visit www.RichLaster.com and explore the Revenue Scalability Assessment.

    15 min
  8. Why “Better” Brands Die: The Value Proposition Clarity Framework

    JAN 22

    Why “Better” Brands Die: The Value Proposition Clarity Framework

    In today’s crowded market, “better” is not a value proposition. It is background noise.📢In this episode, Rich Laster explains why objectively superior products still stall in sales cycles, lose pricing power, and struggle to convince investors. After 27 years in B2B sales and revenue leadership, Rich has seen the same failure pattern repeat across Seed and Series A companies. Founders lead with features, ethics, or polish, while buyers and investors are looking for outcome specific, risk reducing advantage.Learn why “better” fails in mature categories, how buyers actually evaluate switching risk, and what it means to create a true value gap. Drawing on research from Harvard, Wharton, and Columbia, Rich introduces the🧙🏾‍♂️ Value Proposition Clarity Framework, Who, What, Why This, and Why Now, as a practical tool CEOs can use to sharpen positioning and accelerate decisions. You will learn how to frame a value proposition that reduces buyer hesitation, clarifies investor confidence, and aligns product and go to market strategy. This podcast goes live🚨 every Wednesday at 1pm PT & 4pm ET on YouTube/@growexpand with replays available here; on Spotify and other major podcast platforms. If you want to move beyond “better” and build a value proposition that actually converts, visit https://RichLaster.com to explore strategic frameworks and the📈 Revenue Scalability Assessment.

    14 min
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Trailer

About

Welcome to Blunt On Business. This is the🚫 fluff zone for serious CEOs. If you're the CEO of a📈 $5-50M B2B company and you're tired of being your team's #1 salesperson, you're in the right place. I'm Rich Laster, a Fractional CRO with 27 years and $500M+ in closed deals. Here, we don't just talk about sales theory. We break down the practical systems and strategic shifts you need to: 🏎️Replace chaos with a predictable revenue engine. 🧙🏼‍♂️Fire yourself as the chief sales problem-solver. 🧑🏼‍🚒Build a company that scales without the constant firefighting. Subscribe and hit the bell!

Information

  • Creator
    Blunt On Business
  • Years Active
    2024 - 2026
  • Episodes
    64
  • Rating
    Clean
  • Copyright
    © Blunt On Business
  • Show Website
    Blunt On Business