Blunt On Business

At $5M, $10M, or $20M in revenue, growth begins demanding capital. You need people, technology, marketing, sales capacity, and operational infrastructure. The question is: where does that capital come from? In this episode of Blunt On Business, Rich Laster 🧙🏽‍♂️ breaks down why revenue can be one of the most powerful sources of growth capital a CEO can control, and why building a predictable rev...

🏆You can have a great vision, a great product, and a great market opportunity but, it isn't enough! In this episode of Blunt On Business, Rich Laster 🧙🏽‍♂️ breaks down why growing companies need more than strategy and ambition. They need the Revenue Operations infrastructure to turn vision into execution and execution into scalable revenue. The 3 things 🦾 serious CEOs need to understand if...

You can't🚫 expect a serious sales organization if it's run by gut feel, spreadsheets, or what your salespeople 'say' is going to close. In this episode of Blunt On Business, Rich Laster 🧙🏽‍♂️ breaks down why CRM data quality, and daily pipeline management are critical to building predictable revenue. The 3 things 🦾legacy building CEOs need to understand if they want their pipel...

At $5M, $10M, or $20M in revenue, being the CEO who can close deals feels like an advantage... until you realize your company's growth is still😵‍💫 dependent on your calendar. In this episode of Blunt On Business, Rich Laster 🧙🏽‍♂️breaks down why CEO-led selling becomes a hidden revenue constraint as companies scale. The 3 things 🦾serious CEOs need to change if they want revenue to grow wi...

Your company has a revenue leakage problem.💦 For CEOs of $5M to $50M technology and professional services companies, millions can disappear through small operational gaps that never show up as a line called "revenue leakage." 😩Missed expansions, unnecessary discounts, stalled renewals, billing errors, unbilled work, weak sales-to-delivery handoffs, and poor pipeline qualification can q...

Revenue growth sounds good until the business starts breaking 💔underneath it. For CEOs of $5M to $50M companies, the real challenge is not simply generating more revenue. It is growing at a rate the organization can actually absorb, support, forecast, and profit from. In this episode of Blunt On Business,🧙🏽‍♂️ Rich Laster breaks down the difference between growth and controlled growth, and why...

The instinct is understandable...Revenue slows, the forecast gets📉 shaky, and the first solution that comes to mind is "Let's hire a rainmaker" but, a high-performing salesperson is rarely the solution for a broken revenue system. Without clear positioning, disciplined Revenue Operations, consistent lead generation, and a repeatable sales process-even 💪🏽elite sales talent becomes...

Most sales processes 📉fail because they were designed for management, not for the salespeople expected to use them! As companies scale from $5M to $50M, CXOs often respond to inconsistent results by adding more CRM fields, more approvals, and more documentation. Instead, you should be improving execution versus creating friction that slows deals and drives low adoption. Research consistently show...

Most companies do not stall at $10 million because they run out of opportunities but, because the revenue operations that created early success were never designed to support the next stage of growth.📉The founder becomes the bottleneck, forecasting becomes unreliable, and every new customer adds complexity instead of profitability. Research consistently shows that companies that successfully scal...

Every founder is the engine of💰 growth... 📉until they become the biggest constraint on it. If your company is between $5M and $50M in revenue, the leadership style that got you here is probably preventing you from getting to the 📈next level. High-growth companies don't scale because founders work harder. They scale because founders build revenue systems that outperform individual heroics. R...

Most CEOs believe great strategy naturally produces revenue. 🥱It doesn't. Revenue breaks down in the space between strategy and execution, where opportunities stall, forecasts become unreliable, customer handoffs fail, and every department measures success differently. That missing layer is SalesOps. Research shows that 70% of companies fail to integrate their sales strategy into their revenu...

Being the best salesperson in your company feels like an advantage until every major deal, pricing decision, forecast, and customer relationship depends on you. 🥴For CEOs leading $5M to $50M tech and professional services companies, founder-led selling eventually becomes the single biggest constraint on revenue growth, leadership capacity, and enterprise value. Research and industry experience co...

We need to go hard at your business' growth, revenue, and scalability if you are to ever see your vision manifest!!!

Most AI pilots do not fail because the technology is bad.📉They fail because the business case is vague, the data is messy, and nobody owns the path from pilot to revenue. Recent enterprise data shows that more than 90 percent of AI pilots never reach production or measurable ROI because companies treat AI as a tool experiment instead of an operational growth strategy. In this episode of Blunt On...

Most CEOs believe the path from $5M to $50M in revenue is simply doing more of what already works. The reality is that nearly every revenue system, process, metric, and leadership discipline that got you to $5M starts breaking as complexity increases.🌋In this episode of Blunt On Business, Rich Laster 🧙🏽‍♂️breaks down what actually changes inside Revenue Operations as companies scale from founde...

Most CEOs of $5M to $50M companies think SalesOps is CRM administration, reporting, or fixing Salesforce problems. In reality, SalesOps is the operating system that creates💰predictable revenue, scalable execution, and forecast confidence as a company grows. In this episode of Blunt On Business,🧙🏽‍♂️ Rich Laster explains what SalesOps actually does inside scaling tech and professional services c...

Most $5M to $50M tech and professional services companies think founder-led sales is a strength. In reality, it quietly creates operational bottlenecks, weak forecasting, stalled scalability, and investor concern around revenue durability. In this episode of Blunt On Business, Rich Laster breaks down why CEOs become trapped inside the sales process, how founder dependency damages growth-stage exec...

If you're running a $5M–$50M tech or professional services company and still can't tell whether your AI investment is actually moving revenue, this episode is your wake-up call.1. 🔥 The ROI Reality Check CEOs Can't Afford to Ignore: Research from BCG and PwC confirms 65% of CEOs rank AI as a top-3 priority in 2026 yet over 56% report zero measurable revenue gains or cost reduction fro...

Most CEOs do not realize they are the bottleneck until growth starts slowing down. At $5M to $50M in revenue, the systems that helped build the company often become the exact things preventing it from scaling. Founders stay trapped in approvals, deal rescue calls, pricing decisions, hiring loops, customer escalations, and internal firefighting. Revenue grows, but complexity grows faster. In this e...

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 we...

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...

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 s...

📢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

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 d...

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 tha...