MMS #134 - Redefining the PIP: A New Playbook for Sales Growth

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In this powerhouse episode of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady are joined by JD Miller, a seasoned sales executive turned private equity advisor. 

With six successful exits under his belt, JD brings a rare blend of operational insight and boardroom savvy. 

The discussion centers on how private equity firms evaluate and scale their portfolio companies—especially in the sales and marketing domains—and what sales leaders can do today to thrive in that high-expectation environment.

• Repeatability Is the Foundation of Scale

 JD highlights that scaling isn’t just about hiring more reps, it’s about implementing repeatable, measurable systems. 

When transitioning from a founder-led sales model to a broader team, companies need to get critical knowledge out of leaders’ heads and into structured playbooks. 

This is essential when growing from five sellers to two hundred. Without repeatable processes, scale isn’t sustainable.

• Sales Leadership Must Be Fluent in Data

 Today’s top CROs are expected to lead with data. 

Whether through deep CRM analysis, conversation intelligence, or funnel metrics, modern sales leaders need to understand how to break down growth targets into tactical, trackable levers. 

JD emphasized the need for CROs to either personally embrace analytics or work closely with RevOps to translate insights into strategy.

• “SMarketing”: Sales and Marketing as a Single Engine

 JD introduced the concept of "SMarketing", a true merger of sales and marketing into one go-to-market function. 

He shared real-world examples of aligning revenue goals with both teams’ activities and discussed how metrics like sales velocity can guide joint decision-making.

Bi-weekly check-ins and shared accountability are critical to keeping both teams rowing in the same direction.

• Messaging for the Modern Buyer

 Buyers today expect a well-informed, highly personalized approach. JD stressed the importance of showing up with a point of view rooted in research, data, and empathy. 

In a volatile economy, messaging must pivot from “growth at all costs” to helping buyers reduce risk and improve efficiency. 

Sales and marketing alignment ensures these themes are consistent across every touchpoint.

• Performance Plans: Tools for Growth, Not Punishment

 In JD’s view, performance improvement plans should be part of every employee's journey, not a disciplinary action. 

He advocates for quarterly development conversations that blend short-term performance goals with long-term career aspirations. 

JD Miller’s episode is a masterclass in bridging strategy and execution in modern selling. Whether you’re a CRO in a high-growth startup, a founder looking for investment, or a marketer working closely with sales, the principles JD shares can redefine how you scale. 

By focusing on repeatable systems, cross-functional alignment, and buyer-centric messaging, you can transform your sales motion into an engine that attracts not only customers, but also investors.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

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