Tom spoke with JD Miller, Chief Revenue Officer at Motus, LLC. He explains his unique approach to modern selling.
JD didn’t plan on getting into sales, but realised it can be a truly noble profession. A tech salesperson solves problems for the business that they serve. It’s not just about getting a single transaction done. A good salesperson provides a solution to a problem that you’ve been really struggling with. JD has been in sales for over 20 years and explains that your reputation is part of what makes you successful. More than ever it’s about giving companies the biggest bang for their buck.
JD has worked on breaking the barriers between sales and marketing. Goal setting is about having sales and marketing leaders at the same table. They need to be in sync, agreeing on the same goal and lining up their personal objectives.
JD tells us that past performance is the best predictor of future behaviour. He explains that the value of data is that you can inspect the how and why something’s going to happen. You can also improve the skill of the rep as you can coach specific, actionable stuff.