📈 CRO Series: JD Miller @ Motus discussing The Top 5 Metrics that Matter

Global Tech Leaders' Podcast

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.

To kick off, we ask JD to share his career journey thus far and what has led him to where he is today?

• Planned to be in law
• Virtual teams
• First sales job
• Ended up going public - largest tech IPO of its time

We ask JD to share with us, white house experience?

• The card in the pocket

We ask JD how are sales people more informed today and we ask him to share more of Motus?

• Raise the game and provide a lot more value from day one
• Zoom fatigue is real
• Buyers are more educated
• 17 touches from not knowing us at all to taking a call
• Inform your knowledge of us
• Are we spending our resources properly
• Sales process begins with lead generation
• Conversation around who is responsible for which piece
• Everyone is aligned to win the customer
• Where do the handoffs happen

Then we ask JD, how many sales agents do you have?

• A five step process
• 10 questions - you always need to have answered to get a deal done
• The buyer isn't necessarily the user

Next we ask JD, what is his view around the core metrics that matter most?

• Intersection of business and humanity
• Past performance is my biggest predictor of future performance
• You can expect more of them as time goes along
• The Great Resignation
• Makro level of set metrics
• Individual human level - how do you help them see where they are going
• A number without a plan is daunting
• Inverted pyramid
• The path of least resistance

We then ask JD, do they use any software that tells their team where they need to spend their time?

• The organisation is run on Salesforce
• Clari - has an AI that tells you a deal is likely or unlikely to close
• Predictions
• AI on forecast accuracy

Last metric for JD?

• Monitoring the spend
• ROI on dollars spent and allocation of people

Last but not least, we ask JD to share what he feels is his super power?

• Creating repeatable processes that you can plug anyone into and get results

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