The RevOps Show

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 Discussed: 

• How long should a CRM implementation take? 
• An example of slicing horizontally.
• What causes a higher cost versus a lower cost.

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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
• Training
• Integrations

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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.  
•  Let’s get into the cost of the status quo.  

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 addressed in this episode: 

• Is the fourth quarter different from any other quarter? 
• Should the fourth quarter be any different? 
• Is this all about keeping score?
• Why is the fourth quarter different?
• How should you be thinking about Q4 in 2023? What should you be planning for when we talk about that? 

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 be doing the UAT and the QAT?
• Do you not think that you should have a checklist for the usage UAT?
• How many iterations would you go through during a UAT?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 you take other than using comp as your motivator? What are some specific things that you would do to motivate your sales team the right way?
• What are the other things you would do organizationally? What is your sales compensation philosophy?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 Key Takeaways: 

• Make sure you get to the real problem
• The solution architect’s role is really to define what the real problem we’re solving for is; jobs to be done
• The key element of understanding the issues as a whole and not just addressing the symptoms, that’s a main place where the solution architect comes in
• Solution Architect + Technical Architect = Fire Emoji

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

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 subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.