Stuck? Time to Improv! The Startup Launchpad

Mary Scott
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A weekly show where Mary Scott, startup consultant with BusinessRiff, interviews experts in their fields for practical / tactical advice for new, startup businesses. Includes topics like Inventors, Investors, Marketing, Accounting, Legal, Social Media, Mindset, etc. Currently running on Youtube at https://www.youtube.com/@StartUpSuccessLaunch and in the Facebook group https://www.facebook.com/groups/startupbusinesslaunchpad/ We want Startups to be wildly successful, and this information will get them there faster. Episodes can also be found at https://businessriff.com

  1. Set Up Sales for Success with Ben Kniffen

    2D AGO

    Set Up Sales for Success with Ben Kniffen

    https://lushin.com Ben Kniffen from LUSHIN talks about How to Set Up a Sales Team Sales Team Development for Startups Mary and Ben discussed the importance of building a sales team for startup scalability. Ben explained that companies typically start with founder-led sales but eventually need to transfer skills and hire team members, as sales roles are particularly challenging to fill. The discussion highlighted the need for startups to address sales team development as they grow beyond founder-led sales. Founder Sales Hiring Best Practices Ben discussed the common mistake founders make when hiring sales team members, emphasizing the importance of focusing on capabilities rather than experience. He explained that companies often get attracted by candidates with similar experience but fail to verify their actual sales capabilities. Ben highlighted the need for salespeople to possess strong tactical skills, a high level of grit and will-to-sell, and positive sales DNA to effectively contribute to the team. Sales Evaluation Methods Discussion Ben discussed how he evaluates salespeople, starting with a data-driven approach using the Objective Management Group (OMG) sales assessment tool, which has evaluated over 2 million salespeople. He emphasized the importance of not relying solely on the assessment results and instead putting candidates in selling situations to verify their skills through role-playing and observing their conduct in sales meetings and cold calls. Sales Team Structure and Roles Ben explained the typical structure of a good sales team, highlighting two key roles: hunters (BDRs/SDRs who generate sales appointments) and closers (account executives who move deals through the sales process). He noted that effective sales leadership is crucial for managing these roles, whether led by a founder or VP of sales. The discussion concluded with Mary thanking Ben for his insights and promoting BusinessRiff.com for startups seeking guidance. Newsletter: https://ultimateseller.com LinkedIn: https://www.linkedin.com/in/benkniffen/

    8 min
  2. Tips to Start a Coaching Business with Dr. Yvonne Oswald from Global Welcome

    MAY 13

    Tips to Start a Coaching Business with Dr. Yvonne Oswald from Global Welcome

    https://globalwelcom.com How to Start a Coaching Business with Dr. Yvonne Oswald from Global Welcome Coaching Business Startup Discussion Dr. Yvonne Oswald was introduced as a guest expert from Global Welcome, and the discussion was set to cover topics including "Wealthy Mind, Wealthy Wallet" and business setup tips. Coaching Business Best Practices Dr. Yvonne shared insights on running a coaching business based on 30-40 years of experience. She advised that coaching businesses should prioritize simple websites over complex ones, recommending a single-page Wix site, and emphasized the importance of personal recommendations over elaborate online presence. She also suggested using business cards with photos and framing them as referrals rather than direct coaching offers to potential clients. Meditation Content Recording Techniques Dr. Yvonne and Mary discussed offering music for creating meditation content, with Dr. Yvonne suggesting using an MP3 recording on a phone with background music. Mary clarified important copyright considerations, explaining that while older compositions like Pachelbel's Canon might be public domain, new recordings with different artists' performances remain copyrighted. Music Coaching and Newsletter Strategy Dr. Yvonne advised Mary on giving away music files in coaching sessions in order to capture emails and build a newsletter list. She suggested offering a 20-minute MP3 recording to clients as a value-added service, which helps establish email contact for the newsletter. She also shared her strategy for pricing sessions at $150-$175 per session, with a third lower price option as a negotiation tool. Therapy Pricing Strategy Discussion Dr. Yvonne discussed pricing strategies for therapy sessions, emphasizing that rates should be based on "sessions" not "hours" and not fall below $75-80 for individual sessions and $50 for group sessions. They explained their approach of requiring clients to submit written details about their issues before sessions to ensure commitment and prevent cancellations. Dr. Yvonne outlined a package structure for four-hour sessions, including follow-up sessions and goal setting, priced at a minimum of $1750 for three or four sessions. Life Coaching Business Strategies Dr. Yvonne Oswald shared her approach to conducting life coaching sessions, emphasizing the importance of asking clients about their values and using a free downloadable guide for starting a life coaching business. Mary Scott from BusinessRiff discussed the benefits of booking a call with her service to help startups succeed. The conversation concluded with plans to share the free download link in the comments for everyone to access. Free gift for listeners/watchers Wealthy Mind Wealthy Wallet https://globalwelcome.com/freegifts2026 life coaching,coaching business,networking tips,coaching prices

    9 min
  3. Startup Negotiating Do's & Don't's withTerry Anderton

    MAY 5

    Startup Negotiating Do's & Don't's withTerry Anderton

    https://www.lved.com Terry Anderton from LVED talks about Negotiating Mistakes Startups Make Startup Fundraising Mistakes to Avoid Terry discussed common mistakes startups make when raising funds, particularly targeting the wrong investor types and check sizes, which can lead to a complex cap table with many investors. Terry advised that startups should aim for the largest check size from the fewest number of investors. The discussion also touched on crowdfunding as an alternative strategy, noting that platforms like StartEngine often set up separate entities to manage small contributions under specific regulatory constraints. Startup Capital Structure Strategy Terry advised Mary that startups should avoid having multiple small investors on their cap table, recommending the use of a special purpose vehicle to contain investors. Terry emphasized the importance of efficient capital raising, suggesting that startups should focus on finding strategic investors, particularly for business-to-business plays, who can provide more than just capital. Startup Investment Mistake Discussion Mary and Terry discussed common mistakes made by startups, particularly the risk of seeking investment before validating their ideas or securing initial funding from friends and family. They agreed that entrepreneurs should focus on proving their concepts through working prototypes and customer traction before approaching investors. Terry also highlighted the mistake of overvaluing a company, suggesting the need for objective third-party evaluation of company worth. Competitive Market Analysis Strategies Terry advised on conducting competitive market analysis using tools like Crunchbase to understand funding rounds and infer valuations based on dilution rates of 20-30% per round. Terry emphasized that investment pitches must clearly articulate how investors will receive their money back within a typical 5-year horizon, treating the exit strategy as the "North Star" for business management. Mary noted that many startups fail to address investor returns in their pitches and highlighted that some startups might not need investors at all, preferring to focus on customer acquisition instead. Venture Capital and Accelerator Discussion Mary and Terry discussed the benefits and challenges of raising venture capital and participating in accelerators for startups. Terry emphasized that while not needing external capital is advantageous, venture capital firms and strategic investors can provide value beyond funding, including networking and credibility. He also warned about the potential drawbacks of accelerators, highlighting the importance of carefully reviewing their terms, which can be highly dilutive. Mary agreed on the need for thorough research before engaging with accelerators. Terry's LinkedIn profile https://linkedin/in/terry-anderton Terry's LinkedIn profile https://linkedin/in/terry-anderton

    8 min
  4. Benefits of Hiring a Developer with Isaac Musselwhite

    MAY 4

    Benefits of Hiring a Developer with Isaac Musselwhite

    https://www.brightwings.io Isaac Musselwhite from BrightWings talks about Why & How to Hire a Developer for your custom AI and Apps Developer Hiring Benefits for Startups Mary interviewed Isaac Musselwhite from BrightWings about the benefits of hiring a developer for startups. Isaac explained that non-technical founders often struggle to clearly communicate their vision to developers, leading to overcharging, incorrect builds, or project stalls. He noted that while AI tools can help founders progress further, they often create layers and features that may not work long-term, making developer involvement important for reworking or refreshing the project correctly. Effective Developer Hiring Strategies Isaac and Mary discussed the importance of hiring developers effectively, particularly for founders building products with AI components. Isaac shared key questions founders should prepare to answer before meeting with developers, including understanding their product's core functionality, defining MVP features, and establishing clear metrics for success. He emphasized the need for systematic communication with developers to avoid scope creep and missed deadlines, and mentioned that his full list of questions would be available on his website brightwings.I/O. Developer Collaboration and Communication Strategies Isaac emphasized the importance of chemistry and rapport when working with developers, highlighting the need for comfortable and casual communication to build trust, especially in remote work environments. He noted that developers can help validate ideas by leveraging their knowledge of existing tools and solutions in the market. Isaac also mentioned working with a team of developers at BrightWings to iterate on problems and assess the feasibility of new ideas. Developer Collaboration and AI Challenges Isaac discussed how experienced developers often outperform AI in coding, particularly when it comes to optimizing and troubleshooting applications. He explained that non-technical founders frequently face challenges when working with developers, including losing touch with them or paying more for rework, which is why Brightwings provides blueprints and roadmaps to help founders build and maintain their applications effectively. The discussion concluded with Mary and Isaac sharing their respective business information for potential collaborations and future episodes of "Stuck? Time to Improv!" PDF Guide for Founders https://brightwings.io/developer-ready

    9 min
  5. Tips to Scale & Sell Your Startup with Michael Morrison

    APR 26

    Tips to Scale & Sell Your Startup with Michael Morrison

    Michael Morrison from MichaelDMorrison.com discusses Principles to Scale & Sell Your Business GPS System for Business Success Michael explained his GPS system for business success, which starts with Guiding Principles that include purpose, product, target audience, and mission. He described these principles as essential for setting direction before creating a business plan, though he noted that traditional business plans can be tedious for many people to complete. Candidate Assessment and Fit Strategies Michael explained the importance of having the right people in place, emphasizing the need to assess candidates based on their fit for the company's mission, culture, and specific role requirements. He discussed using tools like DISC assessments to evaluate behavior traits and ensure alignment with the organization's guiding principles. Michael also highlighted the importance of considering the different personality types needed for various roles across different industries, such as sales positions in SaaS versus funeral homes. Hiring Based on Character Mary and Michael discussed the importance of hiring based on character rather than skill sets, with Michael referencing a saying about hiring on character first and teaching skills later. They emphasized the need for consistent systems to ensure a reliable customer experience, using Amazon as an example of a company that provides predictable service. The discussion highlighted how inconsistent experiences can deter customers from returning to a business. Company Process Documentation Importance Michael and Mary discussed the importance of documenting company processes and systems, emphasizing that documentation should be done for any repeated activities to maintain efficiency and enable better troubleshooting, especially when using AI. They highlighted that while systems can be dynamic and evolve over time, proper documentation helps prevent issues, particularly when dealing with AI tools that can be sensitive to input errors. The conversation concluded with an agreement that effective documentation relies on the quality of data and a deep understanding of the company's operations. Business Success Elements Discussion Michael discussed the importance of having the right people, systems, and financial resources for a company's success, emphasizing that these elements should align with the company's specific industry and guiding principles. He highlighted the inclusion of sales playbooks and efficient marketing as key components within these broader areas. The conversation concluded with Mary thanking Michael for his insights and encouraging viewers to reach out for more information.

    9 min
  6. The Truth About Trademarks for Startups with Céleste

    APR 9

    The Truth About Trademarks for Startups with Céleste

    https://grandipr.uk/why-your-content-is-at-risk Céleste, The Empress of Trademarks, from GRAND IPR talks about Trademarks for Startups Trademark and Intellectual Property Discussion Mary and Céleste discussed trademarks and intellectual property. Céleste explained that trademarks are unique identifiers, like logos, that must meet certain criteria to be registered. She emphasized that trademarks should be viewed as an investment rather than an expense for business growth and longevity. Céleste also mentioned her updated book "Build It Protected, Leverage It," which covers intellectual property in nine major jurisdictions. Trademark Symbols Explained Céleste explained the difference between the TM symbol and the R in a circle symbol. She clarified that TM stands for trademark but provides no legal protection, while the R in a circle indicates registered trademark and signals that the owner has gone through the official registration process. Céleste emphasized that using the R in a circle symbol properly requires actual registration, which provides legal protection. Trademark Registration Strategy Guidance Céleste advised against registering trademarks without professional help, explaining that it requires complex processes and thorough searches that cannot be adequately performed by non-experts. She described her 90-minute strategy sessions where she assesses brands and conducts proper trademark searches, emphasizing that Google searches are insufficient. Céleste also explained what cannot be trademarked, including generic terms and everyday language, and stressed the importance of actively monitoring and upholding registered trademarks, as there is only a narrow 2-month opposition window. Trademark Registration and Monitoring Mary and Céleste discussed trademark registration and monitoring requirements. Céleste explained that trademark monitoring must be continuous throughout the trademark's lifespan, with a 2-month opposition period to prevent similar registrations. She noted that trademarks can be renewed every 10 years in most countries and every 15 years in Canada, making them potentially indefinite. The discussion concluded with plans to share Céleste's contact information for follow-up questions and to announce her upcoming book.

    10 min
  7. All About Google Profiles with Craig Darling

    APR 9

    All About Google Profiles with Craig Darling

    www.darlinglocal.com All About Google Profiles with Craig Darling from Darling Local Google Profiles for Startups Discussion Google Business Profile Setup Craig Darling explained that a Google Business Profile is a business listing that helps direct signals from social media channels to search engines like Google, Bing, and Apple. He described the process of creating one as simple, involving visiting business.google.com and following the steps. Craig mentioned that he has recently helped three people set up their Google Business profiles without charging a fee during one-on-one sessions. Google Business Profile Optimization Craig explained that the biggest mistake people make when optimizing a Google Business profile is failing to define specific services beyond the main category. He noted that for example, a life coach should list additional services like dealing with grief, loss, and financial issues, and should use the 300 characters available for each service to add SEO keywords. The conversation ended mid-question from Mary about where to prompt reviews in a Google profile. Google Business Review Strategies Craig discussed strategies for gathering Google business reviews, including using email links, QR codes, and ReviewEngine cards with NFC chips. He emphasized that entrepreneurs should aim for one review per week to maintain relevance in Google's algorithm. Craig also explained that registered 501c3 non-profits in the US are eligible for a $10,000 monthly Google grant to help with marketing and fundraising efforts. Google Grants for Nonprofits Craig explained that 501c3 organizations can easily obtain Google grants with a simple application process, and mentioned that their Nashville partner company helps manage these ads inexpensively. Mary expressed interest in learning more about Google profiles for regular businesses in their next discussion. Google Business Profile Optimization Craig explained that businesses can add products to their Google Business profiles, allowing customers to purchase directly and improving search visibility. He noted that most profiles lack product listings and are not properly managed, with only 8% being actively managed. Craig emphasized that Google profiles require regular maintenance to avoid being ignored by both Google and AI systems. Google Profile Management Strategies Craig discussed the importance of managing Google profiles to stay ahead in the AI and generative search landscape, moving away from traditional SEO strategies. He explained that videos uploaded directly to Google profiles should be 45 seconds or less, but connecting a YouTube channel to the Google Business profile allows for indexing of longer videos across Google's search platforms. Craig emphasized the strategic value of utilizing Google, YouTube, and Google Images together for content optimization and search visibility. Google Business Profiles Features Craig Darling explained the features of Google Business profiles, including Google Posts with call-to-action options and the powerful event feature that can help businesses appear in local search results. Mary thanked Craig for his presentation and provided information about contacting him and BusinessRiff for services.

    10 min
  8. Pitching Made Easy with Mary Scott

    APR 5

    Pitching Made Easy with Mary Scott

    https://businessriff.com Pitching Made Easy with Mary Scott In this episode of "Stuck? Time to Improv!," Mary Scott from BusinessRiff provided basic pitching tips for startups seeking funding or customers. She emphasized starting with a concise 30-second pitch that introduces the speaker's name, company, the problem they solve, for whom, and the benefits the client derives. Then the speaker's unique qualifications. Mary demonstrated her own pitch example, highlighting how she helps inventors, product, and tech startups get resources and connections they need to validate ideas, learn to pitch successfully and get money from investors. Her unique qualifications include her background in media & video production in New York, where she made very many connections and advised clients on using video content to grow their businesses.

    2 min
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About

A weekly show where Mary Scott, startup consultant with BusinessRiff, interviews experts in their fields for practical / tactical advice for new, startup businesses. Includes topics like Inventors, Investors, Marketing, Accounting, Legal, Social Media, Mindset, etc. Currently running on Youtube at https://www.youtube.com/@StartUpSuccessLaunch and in the Facebook group https://www.facebook.com/groups/startupbusinesslaunchpad/ We want Startups to be wildly successful, and this information will get them there faster. Episodes can also be found at https://businessriff.com

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