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Both Sides of the Table

Perspectives of a 2x entrepreneur turned VC at @UpfrontVC, the largest and most active early-stage fund in Southern California. Snapchat: msuster

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Sales

Mark Suster in Both Sides of the Table

Jun 22, 2015

When Should You Allow Exclusivity in Deals?

I’ve heard many investors and some executives repeat the mantra, “Never offer exclusive deals,” and since this blanket statement is generally bad advice I thought I’d offer the less conventional but I believe more practical version of why exclusive deals…

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Mark Suster in Both Sides of the Table

Jul 21, 2014

Here’s Why a Booming Tech Market May Fool You into Thinking You’re Successful

Since 2009 we’ve been in an unequivocal bull market. Venture capitalists have raised increasing amounts of money from their investors (LPs) every year. An impressive number of new VCs have been…

Mark Suster in Both Sides of the Table

Apr 3, 2014

Helping Startups Understand Salespeople & the Sales Culture

Most technology startups seem to be funded by product people or business people. Specifically what is often not in the DNA of founders are sales skills. Nor do they exist in the investors of early-stage companies.

Mark Suster in Both Sides of the Table

Dec 17, 2013

How to Shorten Your Sales Cycle and Avoid Wasting Time

One of the questions I’m most often asked by CEOs is how to hire sales people.

I’ve written a lot about recruiting and hiring at startups including my controversial post on whom not to hire and my rapid…

Mark Suster in Both Sides of the Table

Jul 16, 2013

Why You Need to Ring the Freaking Cash Register

I work with a lot of startups. I start to notice when bad behavior creeps into the system as a whole. I have seen much of that behavior over the past 2 years get worse.

Mark Suster in Both Sides of the Table

Jul 9, 2013

How to Know When to Sell vs. When to Market to Customers

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

Mark Suster in Both Sides of the Table

Jul 4, 2013

Why Focusing on Only One Buyer Will Lose You Sales

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

We developed this at our first company and called it PUCCKA — the overall…

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