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6:48 Is the sales compensation model outdated?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 - https://www.linkedin.com/in/jdmillerphd/

Connect with Max - https://www.linkedin.com/in/max-greenwald/

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How to Become a Successful CRO - JD Miller, 5x Exit CRO, Author & Operating Advisor