The RevOps Show

Today’s topic comes from a question Jess had while discussing RevOps’s role - who do you want to be a hero to? Who should RevOps be a hero to?  Questions discussed in today's episode:  Who should RevOps be a hero to? How are you getting your customers to their yes? Here’s an interesting thought…what if the reason that RevOps is so important is because you’re not supposed to be comfortable? If you'...

Some big news today - our producer, Hannah Munoz, gave birth to a beautiful baby boy. Until she returns, Doug has everything covered and hopefully they’ll keep the house under order 😉.  This episode of the RevOps Show is one of Doug’s favorite topics - sales pipelines. He and Jess talk about some of the biggest mistakes that are made with pipelines, what’s the same about every pipeline, how to kn...

Jess and Doug get into some surface level information on red work and blue work (more on this in a future episode). The main, overarching topic that you'll be listening to today is all about how people are messing up (or f-ing up) RevOps because they're always looking at things through the lends of efficiency. Questions discussed in this episode:  How does focusing on efficiency make you stuck? Wh...

If you’re in need of a pick-me-up, listen to Don’t Stop Me Now by Queens because, according to Doug, you can’t be in a bad mood after listening to this song. It’s scientifically proven. You’re welcome! 😄 Jess wants to get into our third principle from our 7 Principles of Radical Execution that we utilize internally here at Imagine. The third principle is probabilistic not deterministic. Questions...

Today we’re getting into a topic that Doug brought up during the Customer Experience episode - RevOps being a wartime discipline. Disclaimer: Doug doesn’t like this topic from the get go because he thinks sales and business have used wartime analogies for far far too long. It tends to over-inflate the existential risk of things. From a metaphor standpoint it’s common, so Doug is happy to address t...

Fridays are the new recording vibe, Jess is going to see the Backstreet Boys, and today’s episode has a lot of moments you don’t want to miss (especially on video). There are moments of laughter and moments of full on head in hands disapproval for the challenging topic of the admin as it relates to RevOps and the CRM. Questions discussed in this episode:  Why and when do you need an admin? Is Doug...

We are back after taking a short break while Doug was in Hawaii, though it seems like half of his body is still there. And while we’re all living vicariously through his stories and wishing we, too, were on an island, today we are actually discussing a great topic that Doug threw out. Jess and Doug are tackling what almost everyone is getting wrong about data and metrics.  Disclaimer: Doug loves d...

The RevOps Show has been characterized by introductions of sports from basketball to the Cincinnati Reds to the Stanley Cup. It occurred to Doug in preparing for this episode that Cincinnati is an interesting town because they have a major league baseball team and a football team but nothing else. In alignment with this sports theme, we have an opportunity for you to win one of Imagine’s nice vest...

Today’s episode is all about customer experience. Unfortunately, customer experience is no walk in the part nor a good bedtime story. When you’re scaling a business, it seems like it’s 10x harder. But according to Doug customer experience is effortless because no matter what you do, the customer has an experience. Also get an insight look into Imagine's customer experience. Questions answered in t...

It’s RevOps Show day! And the topic of choice is all around CRM configuration. More specifically, the fact that a CRM is only as good as its configuration. For full disclosure, Doug brought up this topic (exposed!) for today. It came from a conversation he was having where a potential client laid out what their needs were for a CRM. While they laid out some specifications, they didn’t articulate w...

Jess and Doug are diving into The 3 Zones of Execution.  Zone One is the Performance Zone. It's the next 90 days and is all about meeting objectives and hitting your number. Zone Two is the Enablement Zone. It's the next 90 days to a year and is all about staging, operationalizing, systemizing, and optimizing. Zone Three is the Transformation Zone. It's the next three years and beyond and is all a...

Today Jess wants to talk about system design and of course Doug is 100% focused, locked in, and ready to go…maybe! Questions answered in today's episode:  What is system design? How would you explain it? Why is system design important? Why do we always go back to system design? Where do you start with system design? What are some of the biggest challenges that you run into? Where are places that p...

Today Jess and Doug are discussing five mistakes of RevOps. They aren’t the top five, but they are five that can be prevented. 5 Mistakes of RevOps covered:  1. Losing the plot 2. Champagne vision - beer tolerance 3. The failure to use friction 4. Is the juice worth the squeeze? 5. Becoming the department of sales prevention If you're liking the show, please make sure to subscribe and share it wit...

We’re here today to discuss a story, one that may cause confusion, chaos and disruption to the RevOps world. Doug’s a bit hesitant to share this story with us because while using client stories as examples, because it’s real life experience, he does try to keep it completely anonymous (which he is going to continue to do). The movement to RevOps has created hype and as he looks at everyone talking...

Baseball season is back! While the topic for today isn't around baseball, it's important that we all know the full lineup of the Reds. The actual topic for today is all about the ideal client profile (ICP). This has come up in a few places on the podcast and Doug likes to reference the fact that people think they have ICPs and in fact they don’t. Questions answered in today's episode:  Why an idea...

Doug has his cup of coffee and is ready to take on whatever Jess has planned for this episode which happens to be centered around the goal people have of a perfect CRM. And to confirm we’re talking about the perfect CRM/database. While they are two different things, they’re being used interchangeably. The unique aspect about this episode in particular is you’ll get to see a peek behind the curtain...

Jess is really happy in today’s episode, but will she remain that way? It all depends on if Doug brings out the soundboard. (Spoiler alert: of course he’s going to bring out the soundboard!) Today’s topic is really exciting as Doug finally got to choose what to discuss - dashboards and reporting and more specifically, effective dashboards and reporting. Questions answered in today's episode:  What...

Baby Shark, Fight Club, Doug has the soundboard going today! But we’re not here to talk about the soundboard, today Jess and Doug are discussing customer acquisition versus revenue acquisition. What’s the difference? Are they the same thing? Find out in today’s show. Questions answered in today's show: What's the difference between customer acquisition and revenue acquisition? What is lift?  Why i...

Jess is working through Doug’s greatest hits, and today is one he’s excited to talk about - alignment and specifically alignment between sales, marketing, and success. On top of it, Doug has something new that he’s going to bring up on the subject, so you definitely want to listen in for that insight. Questions answered in this episode:  Why is alignment important?  Is alignment a myth?  Where doe...

At Imagine we have what are called The First Principles for Radical Execution. Here, we’re looking at one that isn’t understood as easily, consider the opportunity cost. Doug and Jess will walk you through what that means, and how you apply it in RevOps. Questions answered in today's episode:  What does consider the opportunity cost mean? How do you determine what change is? If we’re trying to man...

Hello there and welcome (or welcome back) to The RevOps Show! A lot is happening this episode as Jess has a new phone number and can’t seem to remember her Twitter handle. (Which by the way if you’re reading this, tweet her @JessDCardenas and ask her if she made it to 2022.) BUT, that’s not what we’re really here to talk about today. Today Doug and Jess are focusing on sales forecasting, a topic t...

Let’s talk about strategic RevOps. What does it mean? How do you do it? Doug and Jess are answering all your questions as they walk through what we call The 5 Levels of Revenue Operations.  Questions answered in this episode include:  How does RevOps differ from Marketing and Sales Ops?  What is strategy?  If you're liking the show, please make sure to subscribe and share it with your friends and/...

The data based conversation we had in Episode 9: I've Got 99 Problems, But (After Listening to This Episode) Data Migration Ain't One got Jess thinking about single source of truth. With all kinds of integrations that are going on, there’s a lot of conversation around single source of truth and how important it is. Today's episode answers the following questions:  What is single source of truth? ...

When it comes to migrating data, Doug’s simple solution to the mistakes involved is to just not migrate. Just don’t migrate. (If it were that simple we wouldn’t have a need for this podcast episode.) Instead he changes to say that you can migrate, just don’t check on it because that is what causes the migration to fail. Today's episode will answer the below questions:  What is clean data?  What’s...

We’re back in the ohyay studio today with some extra flare. Thank you to our friends at ohyay for getting us hooked up! On the docket today Doug and Jess are talking about the adoption flywheel. They tackle the challenge of adoption and why it’s so hard, and how you can build your system to drive adoption of your users. If you haven’t had your coffee yet today, grab a cup and listen in as we break...