The RevOps Show

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 improvement to begin with? 
• What is coaching? 
• Why do we end up conflating managing, coaching, and training?
• Why fear and laziness? 

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 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 that true?
• Did you know there is no data you can use from the future today? 
• Who has good revenue intelligence systems?

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 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 directive? 
• What sites having the business process drive the technology look like? 
• Is there a core part to making sure the business process drives the technology? Is that starting to document and outline those things?
• What is the definition of a good implementation?
• For people that don’t have a documented business process, do they not know how to apply that business process to technology? Or is it just a hard concept to understand?

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 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 increased dramatically in a period of time where access to insights is easier than ever before?
• The difficulty and dangers that come with automation.

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.

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 useless?"

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 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 respond, react, and interpret whatever's being done.

2. Prospect Theory
It takes roughly 5 to 10 times to equal the pain and distress from losing, so we'll do far more to avoid loss than we will to gain.

3. Anchoring
Anchoring is a priming effect; it sets the stage.

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 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 to go about hiring salespeople and how to do that effectively.

Questions discussed in today's episode: 

• How do you know that you need to hire a salesperson? 
• What does unit economics mean with hiring? 
• What do you need to do to make sure that salesperson is set up for success? 
• What are some attributes that you look for in a salesperson? What are some attributes you want to see when interviewing? 
• How much does experience factor? Do you care if they've got a lot of 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.

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 with Paul: 

• Marketing AI Institute
• LinkedIn

Questions addressed in today's episode: 

•  What is AI? So when we talk about AI what exactly is it? 
• What is one stat that you think leads people to go over the top? In the next five years, every piece of software will have AI. Why is that not thought of as AI?
• When it’s brought up that AI gives the software human likability, does it give it human likability or does it give it the appearance of human likability?
• Do you think now or ever that there will be a time that will come that more than a certain percentage of whatever is being created is created from AI? 
• What does training mean as it relates to the more powerful applications of AI? 

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.

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.

Questions discussed:

• What is your underlying function? 
• Why would you use Salesforce? 
• When is Salesforce not the right platform?
• Why go HubSpot? 

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.

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 everywhere. 

The day this episode was filmed was also Festivus and Doug wanted to air grievances the entire episode, but alas that couldn’t happen because we have a series to finish!

Questions discussed in this episode:

• Why would people pilot versus not pilot? 
• Why does piloting increase the likelihood of failure?
• What does it look like if you don’t pilot? What’s the approach if you’re not going to pilot?

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.