The RevOps Show

It’s easy to set up reports today, leading to inefficient and confusing data instead of clarity and alignment. Doug and Jess talk through how we should view and think about data and analytics and some common mistakes made when creating reports. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on: Twitter/X: @dougdavidoff , @JessDCardenas & @de...

Let’s give a warm welcome to our Director of Product and Development, Drew Davidoff. Drew joins the show today to discuss his insights and take on the cookieless future and the impact it’ll have on Marketing and RevOps. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on: Twitter/X: @dougdavidoff , @JessDCardenas & @demandcreator LinkedIn: Lif...

Happy Thanksgiving! This episode’s topic is gratitude. There’s no way you’ll leave this episode without a smile on your face if not for the fact that you can’t be sad listening to The Sesame Street theme song. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on: Twitter/X: @dougdavidoff , @JessDCardenas & @demandcreator LinkedIn: Lift Enableme...

We’re at it again with more behavioral science concepts. This time talking about how each comes into play in the sales process. Doug and Jess cover present bias, projection bias, regret aversion, information avoidance, and the zero price effect. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on: Twitter/X: @dougdavidoff , @JessDCardenas & @d...

Are traditional change management approaches still relevant today? Given the constantly changing business landscape, things look different now and we need to approach change management differently. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on: Twitter/X: @dougdavidoff , @JessDCardenas & @demandcreator LinkedIn: Lift Enablement , Doug Da...

Whenever CRM implementation is a topic of discussion, adoption and utilization are usually two words that aren’t far behind. Everyone wants adoption and utilization of their new system, but what people don’t realize is that they use these words interchangeably. When in reality they mean two different things. Adoption refers to the overall acceptance and use of the CRM system by the team and utiliz...

Observe, Orient, Decide, Act - OODA Loop. If you haven’t heard about this framework before, OODA Loop was developed by Strategist and US Air Force Colonel, John Boyd. It’s a four-step process for making effective decisions in chaotic and high-stress situations. Doug and Jess take this framework, dig into it, and walk through how we can utilize this framework in our business. If you like the show,...

Tech debt is widely talked about today, but it means different things to various people. In this episode, expect to gain a better understanding of what tech debt is, how it manifests, what limitations it can bring, and how you can go about mitigating it. There is no way around tech debt, so we might as well learn how to manage it. If you like the show, please subscribe and share the episode. For u...

Bring back the behavioral science concepts! Doug and Jess walk through six concepts that all relate to making decisions. Those concepts include: chunking, decision fatigue, staging, elimination by aspects, decision inertia, and substitution. Here are the definitions of each (From Behavioral Economics ): Chunking: When the same information is presented in a different form that is easier to process,...

While the term Go-to-Market (GTM) Strategy has been around since the beginning of business-time, people have become fascinated with how it works. This term has gone from forever existing to being brand new, so today Doug and Jess are digging into what GTM strategy really is. Questions/Topics Addressed:  How does Doug define GTM strategy?  5 Questions that You Need to Answer to have a GTM Strategy...

Marketing attribution has Doug feeling a little salty today. He and Jess dig into whether or not marketing attribution is a waste of time. Questions/Topics Addressed:  What is marketing attribution?  Where does attribution marketing work?  Attribution Models How do you measure marketing attribution? If you like the show, please subscribe and share the episode. For updates on new episodes follow us...

Sales and sales strategy is where Doug comes from. It will always hold a special place in his heart. It's also "the last mile" for organizations. Doug sees, too often, companies that are getting 80-90% of it right only to falter when it comes to implementing their sales approach and methodology. If you want to scale growth, you must master a methodology, and in this episode we're resharing, Doug d...

The four most dangerous and damaging words in any tech implementation: "All we need is." People want outcomes that come from low effort, cost, and things associated with a simple CRM build. If it were that easy, everyone would be doing it. Jess picked this episode because "we cover some key things everyone should have in mind when implementing a CRM and what the real cost is. Doug and I also dig i...

Technology is not a solution. A solution is built around the jobs that need to be done, which at Lift, grows out of our prime directive: the business process should always drive the technology; the technology should never dictate the business process. This directive guides us in everything we do, especially in our view of solutions. A strong solutions architect can be your competitive advantage, b...

The phrases "Let's keep it simple" or "all we need is" are things we hear quite often when implementing CRMs, but simple isn't enough. Your CRM also has to serve your needs; otherwise, people won't see the point in using the new system. To get there you must ask yourself, "What's the problem we're solving for?" The goal with this question should not be simple, it should be complete. Jess chose thi...

System design can either make you a winner or let you fall to the game of your competition. The choice is yours. We're continuing our RevOps Show "Best of" series with a pick from Doug on system design because RevOps is only as good as the design of its operating system. Put another way - your system is perfectly designed to get the results you're currently getting, so if you want to change your r...

So many are striving for the "perfect database, but what does "perfect" actually mean? A database shouldn't be judged by its perfection - it should be judged by its impact on your velocity, by throughput optimization, and by successfully achieving your revenue objectives. Getting to that database is half the battle, which is why we're resharing this episode. Over the next six weeks, we'll be shari...

Source of truth vs system of record Disclaimer: If you are a data scientist, please skip this episode because it'll be painful for you. Questions/Topics discussed in this episode:  What is a source of truth? What is truth? What is sales and marketing alignment? What drives productivity when it comes to data?  The danger of source of truth If you like the show, please subscribe and share the episod...

The focus of this episode is on the three core sales pipelines of any business. To be clear, this episode is more about why there are three pipelines. Doug will be covering the structural problem from a go-to-market standpoint in terms of managing the functions. Questions addressed in this episode:   What’s the problem we’re trying to solve with pipelines?    Why multiple pipelines?    What are th...

In this episode Doug and Jess talk through the RevOps role and growth strategy. What they get into in this episode is the core of what it means for RevOps to be strategic.  Doug’s Thesis: Whether companies are referring to what they’re doing as RevOps or not.  Tactical RevOps has taken hold and it’s enabled companies to get better at what they’re doing. As a result, they’re getting weaker. Those c...

Dive into the complex world of RFPs and why they fail for CRMs. The conversation is a deep dive into why businesses choose RFPs, where they fail when it comes to CRMs, and suggestions for rethinking the approach. Doug emphasizes moving away from only focusing on technical requirements and points to a more business processes-focused approach. Not to mention this HOT TAKE 🔥from Doug: The best that...

Some important pre-show questions for everyone:  What if we had a cow hosting? Why are hotel doors so freaking heavy and thick, yet the walls are like paper? Should we start a true murder podcast? Have you seen the new episodes of Black Mirror? After you answer these questions or debate these questions in your head, we’ll get into the actual focus of this episode: the good, the bad & the ugly...

Thank you to all our listeners for tuning into each episode and letting us have fun every week with the show. We aren’t going anywhere, but we’ve reached episode 60 and thought we’d let you know how much we appreciate you. If you haven’t watched the video part of the show, the intro is worth it. The sheer look of surprise and confusion that Jess experiences with Doug’s intro is priceless.  A while...

It’s officially summer, kids are off and at camp, the writer strike is still happening which is causing a lot of questions for Deadpool, and there’s a lot of talk about Ryan Reynolds. BUT that’s not what we’re here to discuss. Today Jess and Doug dig into developing and building a sales pipeline. Questions Discussed in This Episode: What is the purpose of a pipeline? When are two pipelines better...

Let’s all pretend we’re sitting with a drink in hand listening to the waves crash as Doug and Jess talk through thought leadership versus point-of-view insights. We’re putting thought leadership on trial today. Questions Discussed in Today's Episode:  What is a point-of-view insight? Why do point-of-view insights cause people to change their course? Is search the only benefit to thought leadership...