Articles by Mark Suster
Journeymen, Mavericks & Superstars: Understanding Salespeople at StartupsMark discusses a model for understanding sales executives in startups. He breaks them down into three types: Journeymen, Mavericks, and Superstars. • Journeymen are process-driven, take directions well, and have an organized approach to their work. They are great at running a well-defined process but lack the ability to do "evangelical sales" which is needed in early stage companies. They do not have a "spark" or "je ne sais quoi" that makes them stand out. • Mavericks, on the other hand, are the opposite of Journeymen. They are chaotic by nature, unmanageable, and bad at following rules and processes. They are great at navigating sales campaigns, getting access to senior executives, and putting big wins on the board. However, they do not make good sales leaders or managers. • Superstars have both the process-oriented approach of Journeymen and the ability to navigate sales campaigns like Mavericks. They are a rare breed and are the ones who become sales leaders and managers. Mark stresses that running a great sales program is mostly about running great sales processes. Therefore, while Mavericks may be a good addition to an organization, Superstars, who understand and can execute a process-driven approach are the ones that are most valuable in the long run.
- Want to Know the Difference Between a CTO and a VP Engineering?
Mark defines the CTO role as one that focuses on architecture, while the VP of Engineering role prioritizes people management. He also advocates for a program management function once the company reaches a certain scale.
- Scaling Sales: Arming & Aiming — Objection Handling
Mark provides an introduction to common objections from customers, emphasizing the importance of providing sales teams with the tools and preparation to respond effectively.
- What is the Right Burn Rate at a Startup Company?
Mark covers: 1. Gross Burn vs. Net Burn 2. Growth vs. Profitability 3. Availability of Capital 4. Valuation A Framework to Guide You
- Want to Know the Difference Between a CTO and a VP Engineering?
Mark defines the CTO role as one that focuses on architecture, while the VP of Engineering role prioritizes people management. He also advocates for a program management function once the company reaches a certain scale.
- Why Your Startup Doesn’t Need a COO
Mark explains reasons not to have a COO at early stage startups. He thinks the role becomes more appropriate after a company has a headcount over 100.
