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'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.

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 know whether or not you should have more than one, and what you should do to have a clear, solid pipeline to drive sales outcomes and sales results.

Questions discussed in today's episode: 

• If you don’t have a defined sales pipeline, how do I start?  
• Who should you involve? As you’re defining inflection points and putting the pipeline stage in place, who should be involved? Who should be contributing?  
• Are one or two pipelines better than one? Are one or three pipelines better than two? 
• If you are breaking up one pipeline into two, do you lose functionality with tracking and reporting?
• What are the other things that you should consider outside of just stages as far as pipeline structure? 
• Where do pipelines fail? What are the mistakes that people make with pipelines?  

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.

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? Why is it a bad thing to be focused on efficiency?
• Why do you think there is such a focus on efficiency?
• What does red work and blue work mean?

Don't miss Doug's HOT TAKE: salespeople are less good today, but it isn't their fault to a large degree.

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.

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 addressed this episode: 

• What is probabilistic? What is deterministic?
•  Is calling out what you feel the probability is a way to manage the fear of uncertainty? 
•  How do you shift from a deterministic mindset? How do you get out of wanting everything to be certain? 

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 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 the topic today.

Questions addressed in today's episode:

• What is a wartime discipline? 
• Why does RevOps get treated as a wartime discipline?
• What is chaos?
• If you are in trouble, if you are in wartime, does RevOps not have a role there?

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.

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 anti-admin?
• What should an admin be doing?
• And a great discussion about a hypothetical person named Frank.

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 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 data and metrics. The ability to gather data and the opportunities we have is tremendous.

Questions/Topics discussed in the episode: 

• How do you know what to pay attention to?
• The Four Flavors of Goodhart’s Law (we’ll focus on the first 3)
• Do you think people aren’t paying enough attention to trends and they’re just looking at the numbers as they are right now?
• Why are forecasts always wrong? 

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.

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 vests. (See Show Notes for how to win.)

Getting into the episode, we’re here to talk about one of the elements that in many ways is the peak of strategic RevOps - sales structures.

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 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 this episode: 

•   What is customer experience?  
•  Customer experience is this interesting place where lots of energy is wasted. Why? 
•  What role does revenue operations play towards customer experience?  
• What's Imagine's customer experience?

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’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 what success looked like for them or what they were wanting the CRM to actually do for them. 

There’s a lot to unpack here.

Questions answered in today's episode: 

•  What is a CRM? Is it a solution? 
•  What does use of data mean? 
•  What does “adoption and utilization comes down to configuration” mean? 
•  What’s the difference between adoption and utilization? 
•  How do you define adoption and utilization? 

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.