Turn your videos into live streams with https://restream.io In this episode of Mastering Modern Selling, our hosts welcome JD Miller — a multi-exit CRO, bestselling author, and Operating Advisor to PE-backed SaaS companies. JD brings an unmatched perspective on what it takes to build high-performance sales organizations that drive real, measurable outcomes. - How to reframe Performance Improvement Plans (PIPs) as tools for growth, not punishment - The power of a unified "SMarketing" culture — and why CROs should care deeply about marketing - Key lessons from six successful exits — and how they shape modern selling strategy - The role of private equity in shaping agile, high-performing go-to-market teams - Practical tips from JD’s bestseller The CRO's Guide to Winning in Private Equity Whether you’re a CRO, founder, or sales leader navigating change and complexity, this episode is full of practical wisdom and real-world tactics that will resonate.

On April 10, 2025, I was a guest on Accounting Prose's "Navigating Volatility: Operational Playbooks for Turbulent Times." Learn essential metrics like the Rule of 40, win creation waterfall, and sales velocity that help businesses thrive during economic uncertainty. Discover how to create effective annual plans, monitor customer health, and build investor-ready businesses. Whether you're scaling your go-to-market team or preparing for investment, these frameworks provide a roadmap for sustainable growth in challenging times. Find the original at https://www.youtube.com/watch?v=QiPNckNn65s #businessstrategy #PrivateEquity #SalesLeadership #OperationalExcellence

In this episode, Anthony Erickson, SBI Senior Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Private Equity,” to discuss the implications of a growing company, and the necessary mindset and strategy adjustments that come with major transitions. They dive into the tough decisions leadership must make in order to maintain focus on the long-term goals of an organization. Key Takeaways: Strategies to identify and avoid common leadership blind spots when scaling an organization. Ways to combat the natural tendency to become risk-adverse, despite growth coming from agility and innovation. Assessing the practicality and benefits of major operational and leadership changes before making a quick decision. Original Episode at https://www.youtube.com/watch?v=1t4HjxSt6jg

FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems Find the full episode at: https://www.30mpc.com/ Find JD at: jdmillerphd.com

In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with JD Miller, a seasoned CRO with over 20 years of experience in private equity-backed software. JD shares his journey from pre-law to B2B tech sales and dives into the unique dynamics of PE, including fast-paced execution, the "rule of 40," and disciplined value creation. He also unveils his CRO Playbook, detailing strategies for building annual plans, aligning teams, and driving growth. Drawing on his time at Motus, JD highlights how to scale revenue teams, enter new markets, and adapt to disruption. Buy a copy of The CRO's Guide to Winning in Private Equity by JD Miller. (www.jdmillerphd.com/book) If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. (https://www.joinpavilion.com/the-revenue-leadership-podcast) Calling all CEOs! Are you busy January 22-23? Join Pavilion at CEO Summit in vibrant New Orleans. Want more content from the Topline media family? Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman. Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

What does it take to scale your mindset, align sales and marketing teams, and minimize attrition? 🤔 Join Mario Martinez Jr. and JD Miller, the mastermind behind “The CRO’s Guide to Winning in Private Equity”: http://www.jdmillerphd.com/book, as they dive deep into actionable strategies for sales and marketing alignment and discuss how to lead with purpose. 💼✨ JD Miller, with 25+ years of experience in tech sales and six private equity exits under his belt, shares the secrets of creating a “Smarketing” culture that aligns sales and marketing for long-term success. 🌍 📈 From leadership lessons to setting ambitious yet realistic quotas, JD delivers invaluable advice for sales leaders, new CROs, and anyone ready to transform their approach. 🙌 💡 What you’ll learn in this episode: • Master strategies to align sales and marketing for private equity success. 💡 • Discover the metrics that drive CRO performance. 📊 • Overcome the challenges of sales team attrition and quota setting. 🏆 • Build processes and systems for sustainable growth. 🛠️ • Learn leadership lessons from JD’s unique journey, including his inspiring community service story. 💖 Find the Modern Selling Podcast at https://vengreso.com/modern-selling-podcast

When two companies come together, it can be a challenge to combine sales and marketing teams ... different cultures, styles, and personalities need to come together quickly. In this interview with SBI, I discuss my process.

In today’s fast-moving business environment, predictability isn’t just nice to have. It’s the key to sustainable success. Listen in on the latest episode of the GTM Value Creation Corner Podcast, where SBI’s Managing Partner, Anthony Erickson, and JD Miller, author of The CRO’s Guide to Winning in Private Equity, tackle one of the biggest challenges business leaders face: forecasting with confidence. Key insights from the episode include: - Tools and frameworks to improve forecasting reliability. - Balancing data-driven decisions with intuition. - Using predictability to drive alignment across your organization. Original broadcast at https://www.youtube.com/watch?v=ufXbctm-uVQ

One of my favorite podcast interviews ever, Armond and Nick are non-nonsense, no-fluff interviewers who focus on identifying tactical things you can implement TODAY to be a better seller or sales leader. Find them at https://www.30mpc.com/

In this episode of SBI's GTM Value Creation Corner, Anthony Erickson, SBI Managing Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Private Equity,” to explore the complexity surrounding building a strong line of communication with board members. The two outline practical strategies to keep the board informed and engaged, before, during, and after a board meeting. Key Takeaways: Strategies to anticipate and prepare for questions or concerns from the board Effective ways to communicate information while understanding the limited day-to-day context the board members receive Striking a balance between transparency and strategy Original source: https://sbigrowth.com/podcast/board_meeting_preparation_and_communication

Running a high-performing go-to-market (GTM) strategy isn’t about luck—it’s about precision, alignment, and momentum. And no one encapsulates this more than JD Miller, a seasoned Chief Revenue Officer (CRO) with decades of experience leading teams in private equity (PE)-backed organizations. During his candid conversation with Stephen Lowisz on the GTM Secrets podcast, Miller unpacked the blueprints he’s used to drive scalable success—covering everything from aligning sales and marketing to cutting customer acquisition costs (CAC) and motivating teams in high-pressure environments. Intrigued? Learn more in his new book - The CRO's Guide to WInning in Private Equity at www.jdmillerphd.com/book

JD visited the Tiki Bar as part of the book tour for The CRO's Guide to Winning in Private Equity (www.jdmillerphd.com/book). In this conversation, JD Miller shares his journey from aspiring lawyer to successful sales and marketing leader, culminating in his role as a Chief Revenue Officer (CRO) in private equity. He discusses the importance of strategic planning, territory design, and the challenges of transitioning from individual contributor to management. JD emphasizes the need for data-driven decision-making and the value of mentorship in career development. He also introduces his book, 'The CRO's Guide to Winning in Private Equity,' which aims to provide insights and strategies for sales leaders in the private equity space. Find the original episode at https://www.youtube.com/watch?v=TWkYKE5N46E

JD Miller (CRO, Operating Advisor, Author of The CRO's Guide to Winning in Private Equity) joined the show to help CRO’s beat the odds and stay in their roles longer than the average tenure of only 18 months. So why exactly are CRO’s getting booted so early in their journey with a new company? The easy answer would be that they aren’t hitting their revenue targets - but JD doesn’t agree. During his time as a CRO and now being on the boards of multiple companies, JD has realized that the real issue lies in board communication and realistic forecasting. The lesson here is that CRO’s need to be transparent with the board and they absolutely cannot afford to avoid giving bad news. The CRO’s who show the board what the weather's going to be are the ones who will last in their roles. JD’s experience as a CRO has shown him that the problem that organizations think they have isn’t always the reality. When he interviewed the company he joined, they were certain it was a sales issue, but after looking at the data - they were winning 35% of their deals, so the real issue at hand was lead generation. He doubled down on that and drove exceptional outcomes in the first 90 days. Tune into the full episode to learn how to become a CRO that lasts! HIGHLIGHTS: 3:11 Tips on going from $3 - $10 Million 4:36 Top performers aren’t always the best leaders 6:48 Is the sales compensation model outdated? 10:45 What skills should sellers prioritize in 2025? 14:41 Why is the average CRO tenure so low? 16:45 Diagnosing the real revenue problem 18:29 What makes a good CRO? 19:55 “Watch one, do one, teach one” 22:15 When should founders step out of sales? 24:31 Learning how to let go accelerates growth 27:47 Become a better CRO in 2025 Connect with JD - / jdmillerphd www.jdmillerphd.com Connect with Max - / max-greenwald Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

As Chicagoans settled in for Thanksgiving dinners, I sat down for a conversation with Politics Tonight's Chicago anchor Paul Lisnek to talk about the state of homelessness in the city.

An interview by SBI TV about BravoSolutions' sales transformation, resulting in acquisition by A-KKR.

In this episode of Tea Time with Tech Marketing Leaders, JD Miller talks with Kerry Guard about how to create a "SMarketing culture" by aligning teams aroud their common goals. They're ideas from his upcoming book - the CRO's Leader to Winning in Private Equity (available at www.jdmillerphd.com/book) Check out the TTwTML Podcast at https://mkgmarketinginc.com/podcasts/marketing-leaders/

A great conversation with EBSTA's Guy Rubin, where we talked about the importance of leveraging data analysis in sales to become a top performer, as well as the impact of technology and data on sales teams. We also chatted about attributes of top performers, the importance of personalization and active listening in sales messages More details on these topics in my book: www.jdmillerphd.com/book

CRO Stories is a segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. Hosted by USC Marketing Manager Rachael Bueckert. In this episode, we're sitting down with JD Miller, advisor and former chief revenue officer at Kantata, to discuss the most important lessons he's learned as a CRO. JD shares insights on the transition from startup to large publicly traded companies, the importance of data in driving strategy, annual planning best practices, and managing team dynamics and turnover. We also get to hear more about JD's newly launched book 'The CRO's Guide to Winning in Private Equity', which is available to order now on his website at jdmillerphd.com/book. You can learn more about JD at his website or by following him on LinkedIn.

Creating a SMarketing culture is less about org charts, and more about aligning visions and goals across a company. This is the topic of conversation on 11/21/23 episode of theChannel CRO Podcast Nov 21 2023 My comments included a special shout out to Andrea Brody - who taught me what great SMarketing is all about, and Clari - who showed me how techology mediates at the intersection of business and humanity. Original podcast episode at https://sites.libsyn.com/478548/the-revenue-architect-exploring-the-cro-role-with-jd-miller-of-kantata

How to hold teams accountable to results - while avoiding the usual finger-pointing between Sales and Marketing? This was the topic of my conversation with Kluster.com Read the quick synopsis - or listen to the whole conversation - at https://www.kluster.com/blog/revenue-interview-jd-miller-at-motus-llc

I delivered the closing keynhote address at Sales Enablement Collective's Chief Revenue Officer Summit on September 29th, 2021. Here's a recording of the event's livestream.

Sales Enablement Pro Podcast episode 154 featured JD Miller, talking about how to engage sales reps and produce a top-performing team, at distance.

Every CEO wants to have strong teams, but the pandemic has made leaders wonder how to bring people together in an increasingly virtual world. JD Miller is the Chief Revenue Officer of Motus. As an experienced sales professional and a PhD holder in virtual communication, he has extensively studied the evolution of communities since the dawn of the internet age. Motus was among the first companies that shifted to a ‘work anywhere’ culture. As an early adopter, they were able to hire great employees who were not restricted by proximity or work timings. Originally published at https://thedigitalworkplace.com/podcasts/building-successful-virtual-communities/

Original Episode Aired January 10, 2022 https://open.spotify.com/episode/0d6qFJYMvEnoAg0wlhb3Gw?si=ocBDh1WOSieB_KG_MKl2eQ On today's show and the theme of The CRO Focus Series we will be discussing topics like; Rev Ops, Cx, GTM, Functional Alignment, Metrics that Matter, Pipeline / Forecasting, and Digital Strategies and Digital Transformation. Again, we promise to give you actionable insights from our guests who are tenured and experienced CRO’s who come from high growth SaaS companies. We have Dr. JD Miller, to say he has had an extensive career wouldn't do it justice. He worked at organisations such as OpenText, LexisNexis and more recently at Motus.

I was invited to keynote the Virtual Chief Revenue Officer Summit with a discussion about how Motus adapted to the COVID pandemic of 2020. As I thought about what we did to ensure our new logo sellers and account managers, I realized that our strategy wasn't COVID-specific. It was based in best practices we should all use every day - by responding to the humanity of our business colleagues. Here's a look at how we launched a new product in 3 weeks, training sellers and getting them successful. By the end of the year, 18% of our pipeline was from a product that we weren't selling at all pre-pandemic.

During its four-year run on NPR, This I Believe engaged listeners in a discussion of the core beliefs that guide their daily lives. Here, I share my believe that community conversations can change the world.

JD Miller shares how Care For Friends uses conversations with all sorts of people to make lasting change in Chicago's homeless community. Inspired by the TED Talk series.