The RevOps Show

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 that has hot takes and gets Doug riled up.

Questions answered in today's episode: 

• What is sales forecasting? 
• What’s the difference between a top down approach vs. a bottom up?
• Who should be involved in putting the forecast together? 
• Along the same line, who should be paying attention to it?
• How much attention should be paid to it?

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.

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/or coworkers. Follow us on Twitter: @dougdavidoff, @jesscardenas & @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 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? 
• Is single source of truth a myth?
• How do you determine what your single source of truth is?
• How do you make sure your source of truth stays your source of truth?

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, @jesscardenas & @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.

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 the difference between bad data vs. clean data?
• Is it better to migrate all of the data or is it better to migrate subsets of data? 
• What is the best way to migrate? 
• What are some of the things that you notice are obvious after the fact that you don’t think people realize or account for?

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, @jesscardenas & @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 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 this down.

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, @jesscardenas & @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.

As the end of the year closes out, we want to thank all of you who listen and watch the show for listening in. It means a lot to us seeing how much you enjoy the episodes. We'll be back in full swing come the new year, but until then have a Happy Holidays and a Happy New Year!

What is the RevOps topic we’re talking about today? Deal Desk. It’s a good thing only RevOps people listen to this because saying Deal Desk may have caused heartburn for thousands of sales reps. (Sorry, not sorry!)

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, @jesscardenas & @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 let’s talk about the challenge of changing CRM within a sales organization; change management with a focus around if you’re switching your CRM how you can manage that with your sales team. Just the sales team/organization.

Before we get into this, let’s make one thing clear, if you change your CRM, you’re going to impact more than just your sales organizations. Today our focus is just on the sales side of things.

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, @jesscardenas & @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.

Let’s talk about CRM adoption and the difficulties around adoption. This includes what the right way is to drive adoption, and whether or not you use that as a measure in an implementation.

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, @jesscardenas & @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.

Welcome back to the RevOps Show. Jess wants to talk about creating a RevOps role within your organization. Doug believes you should just hire us. But that wouldn’t make for a good podcast episode now would it. In all seriousness, as RevOps has become increasingly popular, more organizations are looking to create an actual role for RevOps. What does that look like? Listen to the episode to find out!

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, @jesscardenas & @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.

Last episode we ran out of time for Key Performance Indicators (KPIs) scenarios. Today we’re back to finish the conversation and tackle what we didn’t get the chance to cover in Episode 2. Will Doug and Jess get through everything in time? Let’s give them a shot!
 

• Scenario 1: We've got a newly hired marketing manager at an organization that has really never done demand gen marketing. There's no baseline data and we're working from a blank slate. The CEO wants the marketing manager to put KPIs together. Where do you start? 
• Scenario 2: We consistently putout content on our blog, monthly newsletters, and premium content. Our sales team uses our content for outreach. We're not clear whether or not the content is effective. What KPIs can we use to track the effectiveness of all the content we're creating? 
• Scenario 3: We have an experienced sales team who hits their number, meaning they hit their closed revenue goal. We have internal goals to grow the business by 10x. What KPIs can we put in place for the sales organization to help drive that? 
• Scenario 4: We have recently had a drop in customer retention. What KPIs can we put in place to help understand what's causing the retention issue?

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, @jesscardenas & @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.