How to Break the “Warm Pipeline” Illusion: Turning Leads into Real Revenue

Every founder loves to brag about a “warm” pipeline. But here’s the truth: warmth doesn’t pay the bills.

In this Blunt on Business episode, Rich Laster, Fractional CRO and 27-year sales veteran, pulls back the curtain on the “Warm Pipeline” illusion that’s draining startup runway and misleading investors. You’ll learn how to replace false confidence with measurable readiness using Rich’s Conversion Integrity Framework - a proven model for turning activity into actual ARR. Discover how to qualify your pipeline using the Readiness Quadrant and Deal Reality Checklist so you can finally stop forecasting hope and start closing deals that count.

Need to convert interest into revenue before the next board meeting? Book a time with Rich at RichLaster.com