JD Miller: From Theatre Kid to Sales Leader Reclaiming Humanity in the Age of AI

Connect with Carmen SederinoWebsite: illuminatedstory.com LinkedIn: Carmen Sederino YouTube: Illuminated Story Instagram: @illuminatedstory Free Masterclass: Beyond the Keynote MasterclassConnect with JD MillerWebsite: jdmillerphd.com LinkedIn: JD MillerBook: The CRO's Guide to Winning in Private EquityEpisode DescriptionCarmen Sederino sits down with JD Miller, go-to-market Operating Advisor for Five Arrows Capital Partners, TEDx speaker, author, and 2024 CRO of the Year. JD grew up performing in theatre and competing on his high school forensics team. He studied speech communication and philosophy at the University of Illinois, interned in the Bill Clinton White House, then stayed on for a PhD in organisational communication, studying how groups build trust online. That research led to a dot-com career where he joined a 26-person startup that was acquired by Vignette and grew to 6,000 employees with a $9 billion valuation. Carmen and JD dig into why great sales and great speaking are built on the same foundation of empathy and human connection, how AI is changing the sales profession without replacing its most human elements, and why time management on stage is one of the most underrated skills a speaker can have.Key MomentsGetting renamed JD after accidentally receiving every employee's salary on his third day at workPlaying young Patrick in Mame at 11 years old and falling in love with performingInterning in the Bill Clinton White House and learning the power of preparationJoining a 26-person startup that grew to a $9 billion public company in six yearsTrying to demo software in Spanish in Mexico City and realising he had never learned the technical vocabularyCreating a "Make Some Noise" sales kickoff complete with drumming circles, flamenco dancers, and fireworksQuotes to Remember"Being successful in sales has really been about minimising me and thinking so much about you and your needs and how we can help you achieve your goals.""AI is good at a lot of things, but none of the innately human things we do in relationship building, trust building, and inspiring other people."JD's JourneyGrew up in the Chicago suburbs performing in theatre and competing in speech. Studied communication and philosophy at the University of Illinois, interned at the White House, then earned a PhD studying how groups build trust online. Joined a dot-com startup that was acquired by Vignette and grew to a $9 billion valuation. Built a career in progressive sales leadership roles across PE-backed companies before becoming a board member and operating advisor. Named CRO of the Year in 2024. Author of The CRO's Guide to Winning in Private Equity and The AI Handbook for Sales Professionals. Recently delivered a TEDx talk called Reclaiming Our Humanity in the Age of the Algorithm.Advice for SpeakersKnow your audience and what they need before you write a single word. Practise obsessively so you can deliver to any time limit. Respect the clock because going over time steals from every speaker and audience member after you. Create a theme that weaves through the entire event, not just your talk. And always lead with humanity, because that is the one thing no algorithm can replicate.Free Resource Beyond the Keynote MasterclassAbout the Host Carmen Sederino is the founder of Illuminated Story, transforming high-stakes presentations into unforgettable performances. With a background in theatre and corporate leadership, she helps leaders create impactful, memorable speaking experiences.Disclaimer The views and opinions expressed in this podcast are those of the guests and host, and do not necessarily reflect the official policy or position of Illuminated Story.