This Week's Guest: JD Miller, PhDHosts Matt Long and Kevin Donville engage with JD Miller PhD, Operations Advisor to Five Arrows Capital Partners, with a rich background in software sales. They explore JD's journey from Sales Engineer to Sales Leader, discussing the importance of mentorship, the evolution of sales technology, and the role of private equity in shaping sales strategies. Additionally, they discuss the intricacies of sales forecasting, the importance of transparency in board communications, and the critical role of Sales Engineers in driving successful sales strategies.  JD also shares his thoughts on the strategic benefits of Fractional Presales Leadership, to accelerate sales transformation.

About JD Miller PhD:

JD Miller, PhD, is a seasoned executive leader specializing in sales transformations for PE-backed and pre-IPO firms. With six exits and decades of experience in multinational tech companies, he excels in building high-performing teams and implementing rapid growth strategies.
As an Operating Advisor for Five Arrows Capital Partners, JD leverages his expertise at the intersection of business, technology, and humanity to strengthen the companies he works with. A frequently-requested conference speaker, JD also shares his roadmap to success in the bestselling book “The CRO’s Guide to Winning in Private Equity.”

Learn more about JD Miller PhD at: https://www.jdmillerphd.com/

Read JD Miller PhD's book, "The CRO's Guide to Winning in Private Equity":

https://www.jdmillerphd.com/book

About Software Sales Simplified:

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Why Listen to Software Sales Simplified?

Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.

Copyrighted Broadcast:

Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.

Chapters:00:00 Introduction to Software Sales Simplified

02:50 JD Miller's Journey in Sales

05:32 Learning Cold Calling and Negotiation

08:17 The Role of Technology in Sales

11:03 Transitioning to Sales Leadership

13:56 Working with Private Equity Firms

16:38 Individual Development and Repeatable Processes

19:11 Assessing Sales Performance and Pipeline Management

22:08 Navigating Board Expectations and Realistic Forecasting

25:05 Analyzing Sales Performance and Win-Loss Insights

27:03 Identifying Key Metrics for Sales Success

30:41 Investing in Growth: Articulating Product Value

32:12 The Role of Sales Engineers in Complex Sales

37:11 Building Effective Pre-Sales Teams

41:41 The Value of Fractional Expertise in Sales Transformation

44:27 Introducing 'The CRO's Guide to Winning in Private Equity

45:54 See You Next Week! Like, Subscribe, and Follow!