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Doug Davidoff

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The RevOps Show
The RevOps ShowEpisode 124 - The AI Advantage - How Top Sales Reps Stay AheadIn this episode, Doug and Jess break down the 2025 State of Sales report, exploring how AI, informed buyers, and content trends are reshaping the sales process. They discuss what works, what doesn’t, and why human insight is more critical than ever.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps! 
2025-12-1845 minThe RevOps Show
The RevOps ShowEpisode 123: How Great Sellers Win - 7 Attributes of Top PerformersIn this episode, Doug and Jess break down the seven essential attributes that separate top sales performers from the rest. While automation and AI dominate today’s conversations, Doug argues that sales is losing its art and that true success comes from mastering the fundamentals that technology can’t replace.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to sh...
2025-11-0549 minThe RevOps Show
The RevOps ShowEpisode 122: How to Design a Sales Hiring Process That WorksHosts Doug and Jess discuss the complexities of hiring salespeople in today’s evolving market. They explore the misconceptions about sales hires, the importance of defining roles and processes, and the significant impact of hiring decisions on business success. For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2025-10-0845 minThe RevOps Show
The RevOps ShowEpisode 121: The Power of Predictability - Planning in Messy Markets Featuring Pete CaputaIn this episode, we welcome guest Pete Caputa, CEO of Databox, to the show to discuss how to create predictable business plans in an increasingly unpredictable market. From AI disruption to global conflicts, today’s business leaders face unprecedented challenges in forecasting and planning. Pete shares insights from his soon-to-be-launched Predictable Scale course, including how he’s using AI avatars to create educational content and the frameworks that have helped Databox navigate uncertainty. The conversation covers the critical relationship between strategy and predictability, why messy data sabotages your plans, and why focusing on fewer initi...
2025-10-0354 minThe RevOps Show
The RevOps ShowEpisode 120: Transform Your CRM into a Performance PowerhouseJoin Doug and Jess in this episode where they explore the shift from using a traditional static CRM as a mere logging tool to harnessing it as a performance management platform. They discuss the importance of aligning business processes with CRM capability, the significance of effective mapping, and how continuous improvement can drive better performance management.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and r...
2025-08-2141 minThe RevOps Show
The RevOps ShowEpisode 119: Embracing Change - How Technology Shapes Business StrategyWe’re back with Part 2 of our special anniversary episode! Doug and Jess delve into key insights and reflections from last year as they revisit The Revenue Acceleration Framework. Doug shares how his understanding of the content has evolved, especially with the swift rise of AI. Jess prompts an exploration of new ideas they’ve encountered since the book’s release. For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. T...
2025-07-2337 minThe RevOps Show
The RevOps ShowEpisode 118: Frameworks vs. Tactics: Finding the Right Balance in Revenue OperationsIn this special anniversary episode, Doug and Jess celebrate one year since the release of Doug’s book, The Revenue Acceleration Framework–and they’re bringing the real talk. From behind-the-scenes lessons to big client wins, they reflect on what’s changed, what still holds true, and where RevOps is heading next.If you’re leading a team, navigating change, or just curious about what’s next in the RevOps world, this episode’s for you.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscr...
2025-07-0241 minThe RevOps Show
The RevOps ShowEpisode 117: Revive and Thrive - Strategies to Reignite Your Team’s CRM EnthusiasmYou’ve launched your CRM and the excitement for the new system is starting to fade. The honeymoon phase is over…now what? In this episode, Jess and Doug dive into the challenges that arise after the initial excitement of a new CRM launch fades. The discussion highlights practical strategies for maintaining user engagement, optimizing CRM usage, and ensuring sustained effectiveness within the sales and marketing processes.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video vers...
2025-06-1344 minThe RevOps Show
The RevOps ShowEpisode 116: From Paralysis to Progress - Mastering Business Acceleration CyclesIn this episode of The RevOps Show, hosts Doug and Jess delve into the concept of acceleration cycles, a core principle from Doug’s best-selling book, The Revenue Acceleration Framework. As they celebrate the book’s one-year anniversary, they discuss how acceleration cycles can transform how businesses approach strategy and execution.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to...
2025-05-2843 minThe RevOps Show
The RevOps ShowEpisode 115: How We Cope With the Unknown - 6 Psychological Principles at PlayDelve into the fascinating world of behavioral science with Doug and Jess…specifically exploring how it impacts decision-making and how it can be leveraged within RevOps. Today’s conversation touches on critical themes such as uncertainty aversion, status quo bias, and the importance of clear communication in fostering trust among buyers. For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to...
2025-04-3042 minThe RevOps Show
The RevOps ShowEpisode 114: The Missing Link in Your Sales Forecasting - Deal QualityDeal Quality is the missing ingredient in your sales process. Doug and Jess explore the often-overlooked topic of deal quality and its significant impact on sales forecasting. They discuss how poor deal quality can disrupt forecasts, the crucial roles of marketing and training in enhancing deal quality, and share practical tools, including a deal quality calculator, for assessing and improving pipeline health. For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on o...
2025-04-1641 minThe RevOps Show
The RevOps ShowEpisode 113: Mastering the Middle - Turning Project Management Complexity into SuccessShrink the middle of your projects. In project management, the middle is where momentum stalls and complexity takes over. The longer a project lingers there, the less likely it is to reach the finish line successfully. In this episode, Doug and Jess discuss why projects fail due to inertia and overcomplication—and how breaking them into smaller, more manageable parts can keep things moving and lead to better results. Tune in for practical insights on keeping your projects on track!For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to ou...
2025-03-2737 minThe RevOps Show
The RevOps ShowEpisode 112: The Goldilocks Approach to CRM Lockdown - Balancing Usability and SecurityWhat do Goldilocks and CRM implementations have in common? The balance of their implementation needs to be just right.How much freedom should organizations grant their users to mess with the CRM? Doug and Jess explore the complexities of user access within the CRM and the nuances of balancing access and control to ensure both effective utilization and data integrity.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version...
2025-03-2044 minThe RevOps Show
The RevOps ShowEpisode 111: The Art of Dashboard Design - Simplifying for SuccessDive into the common pitfalls of dashboard creation and best practices for crafting effective, insightful reports. Doug and Jess explore the frequent mistakes made in sales reporting, emphasizing the importance of clarity. They discuss the need for dashboards to serve a specific job to be done, the dangers of information overload, and the importance of collaboration between data teams and leadership.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on...
2025-02-2646 minThe RevOps Show
The RevOps ShowEpisode 110: Speed vs. Velocity - The Hidden Costs of Moving Too FastThere is a critical distinction between speed and velocity in business. The common misconception is that moving fast equates to progress. In reality, there’s an importance of direction and intentionality in achieving meaningful results. Doug and Jess explore the impact of prioritizing speed over velocity, the concept of “levels of complete,” and how a velocity mindset can lead to more efficient and effective operations.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the...
2025-02-1237 minThe RevOps Show
The RevOps ShowEpisode 109: The Customer Journey - Is it The Yellow Brick Road or More Like Off-Roading?There’s a common misconception of the customer journey. It’s often mistaken as the path to becoming a customer. Rather there should be emphasis on viewing it as a continuous cycle that extends beyond the initial sale. Join Doug and Jess as they discuss the significance of focusing on the entire customer lifecycle and the crucial role of revenue operations in mapping the customer journey. For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video versi...
2025-01-3045 minThe RevOps Show
The RevOps ShowEpisode 108: Architects of Change - The Role of Business Analysts in Evolving OrganizationsWhat in the world is a business analyst? Join Doug and Jess in this episode of The RevOps Show as they provide a definition of the business analyst role, discuss the skills needed, when an organization should hire one, and the problems that a business analyst helps solve.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty R...
2025-01-1547 minThe RevOps Show
The RevOps ShowEpisode 107: From Excuses to Execution: 6 CRM Adoption Challenges and How to Solve ThemThe more we help conduct CRM implementations, the more we hear how people don’t use their CRM. Whether it’s because it feels like a burden, they don’t see the value, they think it slows them down, or something else, CRM adoption remains a challenge for many teams. In this episode of The RevOps Show, Doug and Jess dig into the most common reasons why sales teams don’t use CRM systems. They discuss strategies to overcome those challenges and provide practical tips to get teams fully leveraging their CRM to accelerate growth.
2025-01-0851 minThe RevOps Show
The RevOps ShowEpisode 106: From Tornadoes to Frameworks - A RevOps Year in ReviewWe’ve made it to the end of the year! In this final episode of The RevOps Show for 2024, Doug and Jess reflect on the year, including their favorite and regretted episodes, biggest changes, insights, mistakes, and predictions for 2025. Expect a thoughtful and honest review of the year as well as practical insights to apply to their own RevOps strategies going into next year.Get a copy of The Revenue Acceleration Framework hereFor updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!Yo...
2024-12-2553 minThe RevOps Show
The RevOps ShowEpisode 105: Future-Ready Leadership: How Hybrid Models Can Transform Your TeamLooking for the right leadership model for your business? Fractional, Outsourcing, or BPO (Business Process Outsourcing) each comes with its own benefits and challenges. How do you choose the best fit? And what does it take to make these approaches successful?In this episode of The RevOps Show Doug and Jess explore the key differences and surprising similarities between these models. They explain why companies might opt for them over full-time hires, and share tips to ensure success with each.For updates on new episodes follow us on:LinkedIn: Lift...
2024-12-1849 minThe RevOps Show
The RevOps ShowEpisode 104: The Butterfly Effect in Action - How Tiny Changes Create Massive ResultsThere’s a tendency to gravitate towards big changes because they have more certainty. We equate making big changes to disrupting the world. In this episode of The RevOps Show, Doug and Jess surface how it’s actually small adjustments and improvements that can lead to big impacts and significant long-term results.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to...
2024-11-2746 minThe RevOps Show
The RevOps ShowEpisode 103: CRM Nightmares - Lessons Learned from Implementations Gone WrongLearning happens when you make mistakes. In our time working on implementations, we won’t hide–we’ve made some mistakes that we learned from. In this episode, Doug and Jess have an insightful discussion about CRM implementations and projects that have gone wrong. They share real-life examples of setbacks Lift has faced, what mistakes were made, and the key lessons learned to help you avoid similar pitfalls.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video...
2024-11-2047 minThe RevOps Show
The RevOps ShowEpisode 102: AI Readiness: Why Most Companies Aren't Ready (And What To Do About It)What does it mean for a company to be “AI ready?” Doug and Jess explore this question and how revenue operations teams should approach AI. They cover the opportunities and dangers of AI, as well as key areas like strategy, data, processes, people and technology that RevOps need to consider when adopting AI.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say n...
2024-11-0647 minThe RevOps Show
The RevOps ShowEpisode 101: Fueling Engagement - Building Communities That LastWhat makes a true community and how do you build one? In this episode, Doug and Jess get into the key elements of community. Gain insight into taking a community-focused mindset, rather than a metrics-driven approach, when aiming to create an engaged community. We have launched a YouTube channel for The RevOps Show where we'll be posting the video version and shorts from episodes. We'd really appreciate it if you took a minute to go and subscribe to our channel!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess...
2024-10-3044 minThe RevOps Show
The RevOps ShowEpisode 100: Lessons Learned - A Journey Through 100 RevOps Show EpisodesIt’s time to celebrate! We made it across the 100 episode line. In this super special episode, Doug and Jess take a walk down memory lane. They discuss favorite past episodes, how their mindsets around RevOps have evolved over the past 3 years, what changes they’ve seen, and predictions for the next 100 episodes. We have launched a YouTube channel for The RevOps Show where we'll be posting the video version and shorts from episodes. We'd really appreciate it if you took a minute to go and subscribe to our channel!For updates on new episodes foll...
2024-10-2343 minThe RevOps Show
The RevOps ShowEpisode 99: Mastering Forecasting Part 2 - Strategies for Accurate Predictions and Effective Decision-MakingPart two is here! Doug and Jess continue their discussion on mastering forecasting. Today, they cover the two common purposes of forecasting with an emphasis on why these should never be confused. They dig into why forecasting is so challenging and strategies for properly creating forecasts as well as fixing poor forecasting practices.We have launched a YouTube channel for The RevOps Show where we'll be posting the video version and shorts from episodes. We'd really appreciate it if you took a minute to go and subscribe to our channel! For updates on new episodes...
2024-10-0950 minThe RevOps Show
The RevOps ShowEpisode 98: Mastering Forecasting Part 1 - The 5 Methods You Should Be Using (And When)We’re in for a treat with this two part series on forecasting. In Part 1 Doug and Jess dive into different types of forecasts, the pros and cons of each, and why forecasting is so challenging. Gain an overview of key forecasting methods and learn when to use each type of forecast.Fun announcement! We have launched a YouTube channel for The RevOps Show where we'll be posting the video version and shorts from episodes. We'd really appreciate it if you took a minute to go and subscribe to our channel! There's nothing on there quite yet, bu...
2024-10-0254 minThe RevOps Show
The RevOps ShowEpisode 97: Rethinking MQLs - The Evolution of Lead QualificationWhy have marketing qualified leads (MQLs) become so controversial lately? Doug and Jess unpack some of the common misconceptions around MQLs and provide clarity on why properly defining and using MQLs can still provide value.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-09-2551 minThe RevOps Show
The RevOps ShowEpisode 96: The Procurement Trap - How Intent Signals Are Costing You SalesSellers often get stuck in a commoditization trap by focusing too much on differentiation and add-ons rather than clearly articulating the problem they solve. In this episode, Doug and Jess explain the distinctions between programs and procurement, sharing tips for bringing sellers back to properly defining the problem they’re solving.For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty Rev...
2024-09-1848 minThe RevOps Show
The RevOps ShowEpisode 95: Adding Friction to Accelerate Sales PerformanceDoug and Jess explore how to design sales processes that eliminate negative friction while encouraging strategic action from sales reps.Exciting News! Doug is currently on a podcast tour promoting his newly released book The Revenue Acceleration Framework. He’s recorded several episodes already. As we wait for episodes to come out, below is one that is out now: HubHeroes - Making Change Happen with Sales TeamsIf you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jes...
2024-07-1047 minThe RevOps Show
The RevOps ShowEpisode 94: Building Better Sales Managers - Learning and Development Insights Featuring Ashley CarvalhoSpecial guest Ashley Carvalho, VP of Programs at Lift, joins Doug and Jess to discuss the role of learning and development (L&D) in revenue operations and sales performance. You can expect to learn about L&D frameworks like Bloom’s Taxonomy and tips for applying L&D concepts as a sales manager.Note: The Revenue Acceleration Framework is out now! Go get yourself a copy on Amazon or preview the first three chapters for free before purchasing the book.If you like the show, please subscribe and rate the show!For up...
2024-06-2658 minThe RevOps Show
The RevOps ShowEpisode 93: Is RevOps Responsible for Education?What does it mean for RevOps’s job to be education and centralization? Doug and Jess explore defining education, answer the challenging questions around RevOps’s role with education, and how context is a crucial element that ties it all together.Note: The Revenue Acceleration Framework is out now! Go get yourself a copy on Amazon or preview the first three chapters for free before purchasing the book.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davi...
2024-06-1248 minThe RevOps Show
The RevOps ShowEpisode 92: The Revenue Acceleration Framework - A Proven Roadmap to Transform and Dynamically Grow Your BusinessIn this special episode of The RevOps Show, Doug discusses his new book, “The Revenue Acceleration Framework” which shares the proven approach to transforming and growing a business. Prepare for behind-the-scenes insights and challenges with writing the book and stories from the book itself. Note: The Revenue Acceleration Framework is out now! Go get yourself a copy on Amazon or preview the first three chapters for free before purchasing the book.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:Linke...
2024-05-2154 minThe RevOps Show
The RevOps ShowEpisode 91: Why Performance Assessments Suck and How to Fix ThemAssessing performance can be challenging for both the person being evaluated and the evaluator. However, there are ways to make the process easier for both sides when you understand measuring performance and the role assessing performance plays in your growth.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-05-1549 minThe RevOps Show
The RevOps ShowEpisode 90: It's All About Throughput - Managing Constraints & BottlenecksMetaphors like funnels and flywheels fall short in capturing the true complexity of business systems. We should pay attention to and understand systems thinking, taking a holistic view to understand bottlenecks and optimize for throughput rather than efficiency.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-05-0152 minThe RevOps Show
The RevOps ShowEpisode 89: Analyzing the 2024 GTM Benchmark Report - The Impact of Revenue Operations on Business GrowthWhat does the Winter 2024 GTM Benchmark Report have in store for us? Doug and Jess discuss key findings from the report and how companies performed, along with issues and challenges that everyone is facing today. They provide perspective on the challenges sellers and buyers are facing along with recommendations for what revenue operations should focus on.If you'd like to follow along in the report with Doug and Jess, you can access the report here. If you like the show, please subscribe and rate the show!For updates on new episodes follow us...
2024-04-2454 minThe RevOps Show
The RevOps ShowEpisode 88: 5 Priorities to Strengthen Sales Manager's PerformanceThere’s a crucial and often overlooked role in sales, the sales manager. While there are lots of tips for success for sales reps and other content geared toward VP levels of sales, there’s not much out there for the sales manager. Doug and Jess cover the key priorities and responsibilities of an effective sales manager, as well as how companies can better support sales managers to maximize their impact.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davi...
2024-04-1758 minThe RevOps Show
The RevOps ShowEpisode 87: Is Your RevOps Foundation Strong Enough? Fundamentals to Determine Your Success or FailureLet’s come back to the basics and discuss the fundamentals of RevOps that are important for success. On the flip side, let’s discuss what happens when we drop or skip over the fundamentals.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-04-1056 minThe RevOps Show
The RevOps ShowEpisode 86: CRM Adoption - 5 Cognitive Biases To Make It EasierBehavioral science can be used anywhere in business. We’ve seen it in previous episodes around sales and decision making. Today Jess switched up the focus to look at utilizing 5 behavioral science concepts to drive adoption within a system.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-03-2755 minThe RevOps Show
The RevOps ShowEpisode 85: The People of RevOps - How to Build the Right RevOps Team for Any BusinessIn this episode of The RevOps Show, Doug and Jess have an in-depth discussion on building your revenue operations (RevOps) team. They provide guidance on the roles, responsibilities, and team structures for RevOps based on your company’s size and growth stage. If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say...
2024-03-1455 minThe RevOps Show
The RevOps ShowEpisode 84: Tech Stack Consolidation: It's Time to Streamline Your Bloated Tech StackWith the average company using 200+ SaaS applications, tech stacks have become unmanageable. Consolidating your tech stack, choosing an effective foundational platform, and ensuring your business process drives your technology are all part of getting your tech stack back on track.If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to s...
2024-03-0649 minThe RevOps Show
The RevOps ShowEpisode 83: Riding the RevOps TornadoThere's a growing path to revenue operations that is efficiency, left unchecked, leads to centralization which can feel really good. So is centralization a bad thing? Is it the path you should take?If you like the show, please subscribe and rate the show!For updates on new episodes follow us on:X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2024-02-2848 minThe RevOps Show
The RevOps ShowEpisode 82: The Lasting Impacts of Finishing StrongHave you ever ran where you started off strong and had a weak finish? Panting and not feeling great about it. Have you ever ran where you started off strong and finished strong? That’s a confidence boost and I’m sure you felt great afterwards. Having a strong finish also applies to projects. Why is it important and how you can get there are what Doug and Jess answer in this episode. If you like the show, please subscribe and share the episode!For updates on new episodes follow us on:Twitter/X: @doug...
2024-02-2150 minThe RevOps Show
The RevOps ShowEpisode 81: Your Customer Success is Failing - What You Need to do to Fix itIt’s often thought that customer success is all sunshine and rainbows and that nothing can go wrong in this role. That’s not the case. Customer success is failing us right now and there has to be something we can do about it. This is what Doug and Jess dive deeper into in this episode of The RevOps Show. If you like the show, please subscribe and share the episode!For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watc...
2024-02-1450 minThe RevOps Show
The RevOps ShowEpisode 80: Dangerous Metrics - Finding a Better Way to Measure Business SuccessSeason 2 is kicking off strong with a focus on dangerous metrics. Many companies are looking to the public companies and SaaS companies to find what they should be tracking, but that shouldn’t be what determines success for your business. In reality there are a few general metrics that you can use to get a good sense of how you’re performing, but the metrics your company finds important all depends on your goals and the job you’re looking your metrics to do.There is an episode in Season 1 that goes along with this episode. If you ha...
2024-02-0756 minThe RevOps Show
The RevOps ShowEpisode 79: The Ideal Customer Experience - From Defining to DeliveringI.C.E. I.C.E. Baby! Doug and Jess are talking about the Ideal Customer Experience today. Four Seasons, Walmart, Fuddruckers, and Apple are just a few examples discussed in the episode to show what to do (or not to do) with your customer experience. They also talk through how RevOps should prioritize customer experience and how to keep it aligned with the business.If you like the show, please subscribe and share the episode! For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug...
2023-12-2748 minThe RevOps Show
The RevOps ShowEpisode 78: Adapting to Longer Sales Cycles and The Current MarketSales cycles are getting longer. Doug walks through the history of our market to give context about major events that have occurred over the past 25+ years to explain how we arrived at the uncertain and unique market conditions today. Doug also gives advice to revenue operations teams on how to adapt to drive success despite today’s market challenges.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video ve...
2023-12-2056 minThe RevOps Show
The RevOps ShowEpisode 77: Always Be Launching - The Key to CRM SuccessThe phrase “always be learning” has been mentioned in several episodes, but what does this mean and how can you put this into practice? Doug and Jess explain here how to continuously improve and optimize your CRM by launching it 3-4 times a year. NOTE: If you do not want to hear baseball talk for 14 minutes, skip to 14:28.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can a...
2023-12-1355 minThe RevOps Show
The RevOps ShowEpisode 76: Reporting and Analytics - From Overwhelming and Inefficient to Valuable and ActionableIt’s easy to set up reports today, leading to inefficient and confusing data instead of clarity and alignment. Doug and Jess talk through how we should view and think about data and analytics and some common mistakes made when creating reports.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to...
2023-12-0649 minThe RevOps Show
The RevOps ShowEpisode 75: The Cookieless Future: What it Means for RevOps (Feat. Drew Davidoff)Let’s give a warm welcome to our Director of Product and Development, Drew Davidoff. Drew joins the show today to discuss his insights and take on the cookieless future and the impact it’ll have on Marketing and RevOps.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOp...
2023-11-2947 minThe RevOps Show
The RevOps ShowEpisode 74: A Twist on Gratitude and Appreciation in BusinessHappy Thanksgiving! This episode’s topic is gratitude. There’s no way you’ll leave this episode without a smile on your face if not for the fact that you can’t be sad listening to The Sesame Street theme song.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty Re
2023-11-2255 minThe RevOps Show
The RevOps ShowEpisode 73: Behavioral Science Concepts - The Unseen Influences Shaping Your Sales ProcessWe’re at it again with more behavioral science concepts. This time talking about how each comes into play in the sales process. Doug and Jess cover present bias, projection bias, regret aversion, information avoidance, and the zero price effect. If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty Rev...
2023-11-1554 minThe RevOps Show
The RevOps ShowEpisode 72: The Secret to Change Management Success In a Business Environment of Constant ChangeAre traditional change management approaches still relevant today? Given the constantly changing business landscape, things look different now and we need to approach change management differently.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!
2023-11-0849 minThe RevOps Show
The RevOps ShowEpisode 71: CRM Adoption vs Utilization - How They're Different and Why It's ImportantWhenever CRM implementation is a topic of discussion, adoption and utilization are usually two words that aren’t far behind. Everyone wants adoption and utilization of their new system, but what people don’t realize is that they use these words interchangeably. When in reality they mean two different things. Adoption refers to the overall acceptance and use of the CRM system by the team and utilization refers to how effectively the team uses the CRM system to achieve their goals. If you like the show, please subscribe and share the episode. For updates on new episodes foll...
2023-11-0150 minThe RevOps Show
The RevOps ShowEpisode 70: The OODA Loop Explained - How It Can Help You Make Better, Faster DecisionsObserve, Orient, Decide, Act - OODA Loop. If you haven’t heard about this framework before, OODA Loop was developed by Strategist and US Air Force Colonel, John Boyd. It’s a four-step process for making effective decisions in chaotic and high-stress situations. Doug and Jess take this framework, dig into it, and walk through how we can utilize this framework in our business.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can...
2023-10-2550 minThe RevOps Show
The RevOps ShowEpisode 69: Tackling Tech Debt - How to Manage and Mitigate Its EffectsTech debt is widely talked about today, but it means different things to various people. In this episode, expect to gain a better understanding of what tech debt is, how it manifests, what limitations it can bring, and how you can go about mitigating it. There is no way around tech debt, so we might as well learn how to manage it.If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also...
2023-10-1848 minThe RevOps Show
The RevOps ShowEpisode 68: The Behavioral Science Behind Decision Making - Insights from 6 Psychological ConceptsBring back the behavioral science concepts! Doug and Jess walk through six concepts that all relate to making decisions. Those concepts include: chunking, decision fatigue, staging, elimination by aspects, decision inertia, and substitution. Here are the definitions of each (From Behavioral Economics):Chunking: When the same information is presented in a different form that is easier to process, our ability to receive and remember it is greater. Decision Fatigue: Long sessions of decision making can lead to poor choices.Staging: When people make complex or long decisions, such as buying a car, they tend to successively explore their o...
2023-10-1155 minThe RevOps Show
The RevOps ShowEpisode 67: What is Go-to-Market Strategy & How to Define ItWhile the term Go-to-Market (GTM) Strategy has been around since the beginning of business-time, people have become fascinated with how it works. This term has gone from forever existing to being brand new, so today Doug and Jess are digging into what GTM strategy really is.Questions/Topics Addressed: How does Doug define GTM strategy? 5 Questions that You Need to Answer to have a GTM StrategyWould you rather have good strategy or good execution? How often should you be talking about your GTM strategy?If you like the show, please subscribe and share the episode. For...
2023-10-0453 minThe RevOps Show
The RevOps ShowEpisode 66: Making Marketing Attribution Worth Your TimeMarketing attribution has Doug feeling a little salty today. He and Jess dig into whether or not marketing attribution is a waste of time.Questions/Topics Addressed: What is marketing attribution? Where does attribution marketing work? Attribution ModelsHow do you measure marketing attribution?If you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreatorLinkedIn: Lift Enablement, Doug DavidoffYou can also watch the video version of the show on our page. Thanks for listening and remember to just...
2023-09-2750 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 48: The Impact of Sales MethodologiesSales and sales strategy is where Doug comes from. It will always hold a special place in his heart. It's also "the last mile" for organizations. Doug sees, too often, companies that are getting 80-90% of it right only to falter when it comes to implementing their sales approach and methodology. If you want to scale growth, you must master a methodology, and in this episode we're resharing, Doug does one of his favorite things - dispels popular myths to provide a no-BS perspective on what works.If you like the show, please subscribe and...
2023-09-2046 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 40: What to Expect When You're Expecting a CRM Implementation - Key ConsiderationsThe four most dangerous and damaging words in any tech implementation: "All we need is." People want outcomes that come from low effort, cost, and things associated with a simple CRM build. If it were that easy, everyone would be doing it. Jess picked this episode because "we cover some key things everyone should have in mind when implementing a CRM and what the real cost is. Doug and I also dig into how the status quo can impact the implementation." This episode is part of a series we put on. We'd highly recommend listening to the...
2023-09-1355 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 34: The Role of The Solution Architect - It's All About The Business ProcessTechnology is not a solution. A solution is built around the jobs that need to be done, which at Lift, grows out of our prime directive: the business process should always drive the technology; the technology should never dictate the business process. This directive guides us in everything we do, especially in our view of solutions. A strong solutions architect can be your competitive advantage, but as the role of RevOps has grown, the focus on "solution" and "architects" has multiplied in a confusing way. This episode guides listeners about the most important considerations (when something), which...
2023-09-0648 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 23: A CRM is Only as Good as Its ConfigurationThe phrases "Let's keep it simple" or "all we need is" are things we hear quite often when implementing CRMs, but simple isn't enough. Your CRM also has to serve your needs; otherwise, people won't see the point in using the new system. To get there you must ask yourself, "What's the problem we're solving for?" The goal with this question should not be simple, it should be complete. Jess chose this episode for our Best of RevOps Show series because her and Doug dive into how you define what complete is, what the real problems are with your...
2023-08-3046 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 21: What is System Design & Why It's a Core Element of Strong Revenue OperationsSystem design can either make you a winner or let you fall to the game of your competition. The choice is yours. We're continuing our RevOps Show "Best of" series with a pick from Doug on system design because RevOps is only as good as the design of its operating system. Put another way - your system is perfectly designed to get the results you're currently getting, so if you want to change your results, you need to change your system. But the problem is that you can't judge/assess your system from within it. This episode digs into...
2023-08-2343 minThe RevOps Show
The RevOps ShowBest of RevOps Show: Episode 17: In Pursuit of the Perfect DatabaseSo many are striving for the "perfect database, but what does "perfect" actually mean? A database shouldn't be judged by its perfection - it should be judged by its impact on your velocity, by throughput optimization, and by successfully achieving your revenue objectives. Getting to that database is half the battle, which is why we're resharing this episode. Over the next six weeks, we'll be sharing the Best of RevOps Show. Doug and Jess have selected their favorite episodes and can't wait to share them with you. From Jess: The pursuit or the perfect database is something t...
2023-08-1941 minThe RevOps Show
The RevOps ShowEpisode 65: The Power of Data Integration: Building a Reliable System of Record for Efficient Decision-MakingSource of truth vs system of recordDisclaimer: If you are a data scientist, please skip this episode because it'll be painful for you.Questions/Topics discussed in this episode: What is a source of truth?What is truth?What is sales and marketing alignment?What drives productivity when it comes to data? The danger of source of truthIf you like the show, please subscribe and share the episode. For updates on new episodes follow us on:Twitter/X: @dougdavidoff, @JessDCardenas & @demandcreator LinkedIn: Lift Enablement, Doug Davidoff You can also wa...
2023-08-1046 minThe RevOps Show
The RevOps ShowEpisode 63: Playing to Win - Defining the Role of RevOps in StrategyIn this episode Doug and Jess talk through the RevOps role and growth strategy. What they get into in this episode is the core of what it means for RevOps to be strategic. Doug’s Thesis: Whether companies are referring to what they’re doing as RevOps or not. Tactical RevOps has taken hold and it’s enabled companies to get better at what they’re doing. As a result, they’re getting weaker. Those companies that are at the leading edge of this phenomenon are the ones that are taking it on the chin...
2023-07-1349 minThe RevOps Show
The RevOps ShowEpisode 62: Transforming the RFP - A New Approach to Hiring TechnologyDive into the complex world of RFPs and why they fail for CRMs. The conversation is a deep dive into why businesses choose RFPs, where they fail when it comes to CRMs, and suggestions for rethinking the approach. Doug emphasizes moving away from only focusing on technical requirements and points to a more business processes-focused approach. Not to mention this HOT TAKE🔥from Doug: The best that RFPs fail is when they make it too complicated and you end up not making a decision.Topics and Questions Covered: Why do RFPs exist?Why do RFPs...
2023-07-0751 minThe RevOps Show
The RevOps ShowEpisode 60: Why Data Architecture & Structure is the Key to CRM Success (And Why it Goes Wrong)Thank you to all our listeners for tuning into each episode and letting us have fun every week with the show. We aren’t going anywhere, but we’ve reached episode 60 and thought we’d let you know how much we appreciate you.If you haven’t watched the video part of the show, the intro is worth it. The sheer look of surprise and confusion that Jess experiences with Doug’s intro is priceless. A while ago Doug told Jess we were building a machine designed for greater velocity which ties into our actual topi...
2023-06-2354 minThe RevOps Show
The RevOps ShowEpisode 55: Brining a Value Mindset to RevOps: A RantWe’re going off the rails again in this episode with another topic by Doug who ended up naming the episode before it even began - Bringing a Value Mindset to RevOps: A Rant. Why is Doug worried about RevOps? His rant will fill you in.Questions/Topics Discussed Today: What is the purpose of RevOps? What’s the underlying why of RevOps?  The flywheel effectThe two schools of thought in the investing world Doug would love to know for any RevOps people listening to this, how many of you have a tech stack smaller than yo...
2023-05-1051 minThe RevOps Show
The RevOps ShowEpisode 54: How Important are People in a RevOps World?It’s been a little too quiet over here for our liking. We’ve had a pretty interesting few weeks at Lift and haven’t been able to record, but Doug and Jess are back and stronger than ever! Even with the dongle problem that Jess ran into right before this recording, nothing can stop us from getting you another episode.Our topic of the day – the role of people in a RevOps world. A topic from the one and only, Doug Davidoff.Questions/Topics Discussed in Today's Episode: What if you hire A players...
2023-04-2846 minThe RevOps Show
The RevOps ShowEpisode 45: Interview with Paul Roetzer - Accepting AIWe 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 InstituteLinkedInQuestions addressed in today's episode:  What is AI...
2023-02-0153 minThe RevOps Show
The RevOps ShowEpisode 43: What to Expect When You're Expecting a CRM Implementation Part 5 - To Pilot or Not to PilotHappy 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 ala...
2023-01-0459 minThe RevOps Show
The RevOps ShowEpisode 31: Creating a Strong Sales Pipeline to Drive Sales Outcomes & ResultsSome 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...
2022-08-3156 minThe RevOps Show
The RevOps ShowEpisode 30: Don't Fall Into a RevOps Efficiency TrapJess 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 w...
2022-07-0750 minThe RevOps Show
The RevOps ShowEpisode 28: Is Revenue Operations a Wartime Discipline?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 chao...
2022-06-2352 minThe RevOps Show
The RevOps ShowEpisode 26: What (Almost) Everyone is Getting Wrong with Data & MetricsWe 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...
2022-06-0857 minThe RevOps Show
The RevOps ShowEpisode 21: What is System Design & Why It's a Core Element of Strong Revenue OperationsToday 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 people get stuck?If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Fol...
2022-04-1443 minThe RevOps Show
The RevOps ShowEpisode 20: Stop! RevOps Mistakes Ahead! How to Reroute & Avoid ThemToday 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 plot2. Champagne vision - beer tolerance3. The failure to use friction4. Is the juice worth the squeeze?5. Becoming the department of sales preventionIf 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...
2022-04-0654 minThe RevOps Show
The RevOps ShowEpisode 19: The One Where Revenue Operations is NOT the Right FocusWe’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 about revenue operations, one of the things more often than not that’s the question to answer is, what is RevOps NOT responsible for?Today...
2022-03-2447 minThe RevOps Show
The RevOps ShowEpisode 18: The Ideal Client Profile: Who's Your Who & The Single Most Important Question Your Business Can AnswerBaseball 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 ideal client profile? What's an ideal client profile? How do you know when your profile is done?What are some misconceptions with ideal...
2022-03-1653 minThe RevOps Show
The RevOps ShowEpisode 17: In Pursuit of the Perfect DatabaseDoug 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 into how Imagine operates as roles reverse today and Doug is the one doing the question asking.Questions answered in today's episode: What's...
2022-03-1041 minThe RevOps Show
The RevOps ShowEpisode 16: Stop Building Crappy Reports & Sh!tty DashboardsJess 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 does an effective dashboard and report accomplish?What makes an effective report?Is there a difference between what we're trying to accomplish with a specific report versus a specifi...
2022-03-0345 minThe RevOps Show
The RevOps ShowEpisode 15: Customer Acquisition vs. Revenue Acquisition - What's the Difference & Why Should You CareBaby 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 is it that there seems to be so much focus on customer acquisition and getting new customers over revenue acquisition?Should you focus on customer acquisition over revenue acquisition?If you're...
2022-02-2444 minThe RevOps Show
The RevOps ShowEpisode 14: Cracking the Code to Sales & Marketing AlignmentJess 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 does RevOps come in?If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twi...
2022-02-1644 minThe RevOps Show
The RevOps ShowEpisode 13: What Are Opportunity Costs & How Should They Impact Your Decision MakingAt 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 manage the opportunity cost and we’re trying to make a rapid change, how do you know how much you change and how rapidly? How do you know...
2022-02-0937 minThe RevOps Show
The RevOps ShowEpisode 12: Build a Better ForecastHello 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 differ...
2022-02-0245 minThe RevOps Show
The RevOps ShowEpisode 11: Strategic or Tactical - The 5 Levels of RevOpsLet’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 w...
2022-01-2658 minThe RevOps Show
The RevOps ShowEpisode 9: I've Got 99 Problems, But (After Listening to This Episode) Data Migration Ain't OneWhen 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 s...
2022-01-1246 minThe RevOps Show
The RevOps ShowEpisode 8: Creating The Adoption Flywheel - Overcoming the Challenges of CRM AdoptionWe’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 friend...
2022-01-0543 minThe RevOps Show
The RevOps ShowEpisode 4: Defining the RevOps RoleWelcome 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 re...
2021-12-0156 minThe RevOps Show
The RevOps ShowEpisode 3: KPIs Part 2 - 4 Common Scenarios & Where to StartLast 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...
2021-11-2446 minThe RevOps Show
The RevOps ShowEpisode 1: The Truth About Sales QuotasHello and welcome to the first episode of The RevOps Show! Revenue Operations is invigorating and exhausting, so our hosts, Jess and Doug, will be coming at you every week with a new episode to help you navigate this new concept. Whether it's answering questions, working through scenarios, or something else, you'll receive the knowledge and actions to work through your RevOps issues.The main focus today is on sales quotas, their definition, how most companies go about setting a quota for their sales team, and options to stray away from setting a quota while maintaining motivation.
2021-11-1053 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 5 - The Seller-Buyer TimewarpIn this episode, Doug brings up the fact that as sellers, we have the tendency to overreact because there's a timewarp. If you're a seller, every day feels like a week and if you're a buyer, every week feels like a day.
2019-08-0819 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 5 - The Seller-Buyer TimewarpIn this episode, Doug brings up the fact that as sellers, we have the tendency to overreact because there's a timewarp. If you're a seller, every day feels like a week and if you're a buyer, every week feels like a day.
2019-08-0819 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 4 - Talking to Prospects - Getting the Whole TruthDoug digs deep in answering the question: how do you (when talking to prospects) make sure you are covering all the basics and make sure the information you are getting is the whole truth? In answering this question, you'll be able to build predictability into the actions you take.
2019-07-2921 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 4 - Talking to Prospects - Getting the Whole TruthDoug digs deep in answering the question: how do you (when talking to prospects) make sure you are covering all the basics and make sure the information you are getting is the whole truth? In answering this question, you'll be able to build predictability into the actions you take.
2019-07-2921 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 3 - The Most Important Strategic Decision to Make In A SaleIf you want to shorten the sales cycle, the first ting you have to do is slow down the sales process. In this episode, Doug walks through The 3 Sale Mindset which will help make sales easier for you and your company. You'll learn that you aren't just making one sale. You're making three different sales. To follow this mindset, change is needed. The question you have to ask is whether you want to make that change. Become a member of the community at https://www.salesgeniusnetwork.com/join-the-community or follow us @dougdavidoff or @DemandCreator.
2019-07-2522 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 2 - The First ConversationHow do you create confidence on a call? Smile! You want to come across as positive, confident, and knowledgeable. In this episode, Doug explains how to have a meaningful first conversation and provides some tips and tricks on how to boost the overall call.
2019-07-1723 minThe Sales Genius Podcast
The Sales Genius PodcastEpisode 2 - The First ConversationHow do you create confidence on a call? Smile! You want to come across as positive, confident, and knowledgeable. In this episode, Doug explains how to have a meaningful first conversation and provides some tips and tricks on how to boost the overall call. You'll find that all conversations are going to follow a path, and any call you make is going to follow that same path. The more you know about your path, the more likely you are to stay on that path. Become a member and get access to more insights at https...
2019-07-1723 min