The RevOps Show

Anyone else feel like time is weird lately. According to Doug, in the world of fast growth, an hour is a day, a day is a week, a week is a month, a month is a quarter, and a quarter is a year. No wonder we’re all exhausted! The work doesn’t stop, though a nap would be nice! Today’s episode may be allowed to turn into a rant (spoiler alert it doesn’t), it’s all about whether the status quo is your...

Today is all about this concept of red work versus blue work. We might as well call this episode “The Lost Episode” because about a year ago Doug and Jess talked about this topic before for about 49 minutes until Doug realized that he forgot to hit the record button. BUT that’s okay because this ended up being a better episode. Questions/Topics Discussed:  What is red work and blue work? Where doe...

We’re going off the rails again in this episode with another topic by Doug who ended up naming the episode before it even began - Bringing a Value Mindset to RevOps: A Rant. Why is Doug worried about RevOps? His rant will fill you in. Questions/Topics Discussed Today:  What is the purpose of RevOps? What’s the underlying why of RevOps?   The flywheel effect The two schools of thought in the invest...

It’s been a little too quiet over here for our liking. We’ve had a pretty interesting few weeks at Lift and haven’t been able to record, but Doug and Jess are back and stronger than ever! Even with the dongle problem that Jess ran into right before this recording, nothing can stop us from getting you another episode. Our topic of the day – the role of people in a RevOps world. A topic from the one...

We’re talking about how to create your ideal tech stack. As a reminder when we look at the tech stack, we want to hire technology, not buy it. Questions discussed in today's episode: When we talk about hiring technology, what does that mean? Why is creating a job description for technology important?  What’s wrong with 98% of tech requirement documents?   How do you avoid the tech debt trap? What...

Today’s topic: performance management and the difference between managing, training, and coaching. The other reason we’re calling out managing, training, and coaching today is that these terms get used synonymously. Questions discussed in this episode:  What is performance management?  What is managing?  What are the key pieces of training and what does that look like?  Why do you see performance...

This episode is all about opening a can of worms with revenue intelligence and how it impacts RevOps. AI is a hot topic currently, revenue intelligence is part of that and Jess thought it would be timely. Questions discussed in this episode: What’s the definition of Revenue Intelligence? Jess saw in a lot of places that implementing revenue intelligence into your RevOps strategy is critical. Is th...

 We have made it to Episode 50! We can't believe it! Thank you for tuning in every week and listening (or watching) the show. It means so much to us, and we can't wait to give you another 50 episodes! Today we are getting into the meaning of the business process must drive the technology. Today it’s all about our prime directive.  Questions discussed in today's' episode:  What is the full prime di...

Today Jess wants to talk about the dangers and downside of automation. Jess looks at automation very similar to the advice that Peter Parker was given from his Uncle Ben - with great power comes great responsibility. Questions/Topics Discussed in this Episode: Why does everyone jump to automation? Why do we feel like automation is going to make our life easier? Why has the percentage of emails inc...

New research from Florida State University put out findings around sales methodologies. Being that Doug is a big time salesperson, we had to bring this to the show to get his insights and opinions. Questions discussed in today's episode:  What do you think a sales methodology is? Is challenger sales the best sales? What is meant by "there's an element where we're so reductive that we become useles...

Today the focus is on one of the Seven Disciplines of Strategic RevOps - Behavioral Science. Doug thought it would be a great idea (and it is) to have a recurring element that from time-to-time they talk through key behavioral science principles that any RevOps, Executive or Growth Executive should know.  Principles Discussed:  1. Certainty & Possibility Effects These effects affect how people...

We’re already halfway through the year, right? Last week marked the end of June; at least that’s what it feels like. And in the 48 hours leading up to this episode recording, the adjectives used to describe what we implement here at Lift included “fancy spreadsheets.”  Fancy spreadsheets are not on our list today. Rather we’re talking about how to hire for a sales role. Jess wants to get into how...

We get to have a conversation today that has been on Doug’s list for a couple of years now. Today we get to introduce you to the AI Sherpa, Paul Roetzer! Welcome Paul, and thank you so much for joining us on the show today! For those of you tuning in today, Doug and Paul are going to get into what the future of AI looks like and what we can expect from it in the years to come. Where to connect wit...

Our topic today comes from something that has formed and has been seen on LinkedIn. It’s kind of like when Twilight came out and people chose either Team Jacob or Team Edward, except now it’s Team HubSpot or Team Salesforce. There’s also the question floating around on whether Salesforce is viable. Instead of picking a team, Doug and Jess are going to get into when you’d use one over the other. Qu...

Happy New Year everyone! We hope you were able to spend time relaxing and recharging for the new year. I know that’s what Doug and Jess had in mind - to do absolutely nothing for a few days. Today we’re finishing off our series on What to Expect When You’re Expecting a CRM Implementation. Before we get into it, Jess did make it back from Disney and the weather was beautiful and there was Christmas...

While Doug contemplates how he’s going to get through a week without Jess, Jess is eager to get to Disney. But she’s got a little more RevOps work to get through before she can fly out. Part of that was recording this episode. And yes we are still talking about what to expect when you’re expecting a CRM implementation - specifically how long an implementation should take.  Questions/Topics Discuss...

It has been a little bit since we last recorded the show, but we are back today with Part 3 of our series for What to Expect when You’re Expecting a CRM Implementation. Today we’re going to be breaking down the pieces of an implementation and what they cost.  Key Functional Areas in an Implementation Discussed:  System Design and Business Process Design Configuration and Build Migration Onboarding...

We're in Part 2 of our now 3 part series around CRM Implementations and what you should pay for them. In today's episode we look at the key considerations when it comes to cost. Questions and areas that get discussed:   What are the key things you can consider when you’re doing a CRM implementation?    Let’s talk about the different types of costs that you have associated with an implementation.  ...

Today starts us on a two part series around CRM implementations and what you should pay for it. The gift that keeps on giving. Questions and topics discussed:  What is a CRM?  What else should you consider when you’re looking at the cost? What other tools should you be looking at considering?  What’s the cost of not knowing?  Let’s talk about the different implementations.  If you're liking the sh...

Today is all about forecasting and the common mistakes that are made. Questions addressed:  It’s been mentioned that forecasting isn’t the answer, so why is forecasting not the answer? Why do people think it is the answer? If we think about forecasting as jobs to be done, what are we hiring forecasting for? What are you actually using it for? Where is it beneficial?  Why do we want predictability?...

We had a strong end to the third quarter. A crazy strong end to the third quarter. In the first week of the fourth quarter Doug thought he was going to be able to take a breath and that theory did not last. It's been a crazy year, it's been a crazy month, and it's been a crazy quarter… it doesn't stop.  Today we're talking about the fourth quarter and end of the year for RevOps.  Questions address...

Today’s topic is one that Jess has been thinking about and has been a hot button topic in her head for the past few weeks. UAT and QAT. She believes they get interchanged frequently and wants to address the best way to manage both UAT and QAT, where people go wrong, and learnings they’ve had with launches. Questions discussed in this episode: What’s the difference between UAT and QAT?  Who should...

This may come as a surprise to some of you, but sales compensation doesn’t work as a motivator. Shocking! While there are certain circumstances in which compensation works, it usually doesn’t. Questions addressed: Does sales compensation work as a motivator for sales reps?  Does sales compensation motivate people to do the things that they should do that they don’t want to do?  What tactics would...

We’re starting today’s episode with some exciting news! Based on some research, we may have the number one RevOps podcast on Spotify! Thank you to all of our listeners for being part of this journey and listening to the show. We couldn’t have done it without you all. Also be prepared because today’s episode is Exhibit A of attention deficit Friday. Now, let’s get into solutions architects. Some Ke...

Today we’re welcoming our first ever guest, Matt Dixon, to the show. If you don’t know who Matt is, he is a Founding Partner at DCMi and is Wall Street Journal’s bestselling co-author of The Challenger Sale. He has a new book out called The JOLT Effect which Doug gets into, and the conversation today goes on to talk about selling in today’s world. If you're liking the show, please make sure to sub...