Shows
The InsidersBrand, Content & Building Demand with Jessica CookIn this episode of The Insiders, Richard Lane is joined by Jessica Cook, Head of Marketing at Vector, to explore why storytelling has become one of the most powerful growth levers in modern B2B marketing. From building pipeline without a traditional demand gen function to creating a brand that genuinely resonates with marketers, Jessica shares practical insights from her journey leading marketing at a fast-growing SaaS business and why content is no longer a “nice to have”. The conversation covers brand, content, leadership buy-in and what it really takes to stand out in a crow...
2026-02-1025 minThe InsidersState of Sales Coaching 2026: What Leaders Get WrongSales coaching is widely recognised as one of the strongest drivers of performance, yet for many sales teams, it’s falling short. In this episode of The Insiders Podcast, Richard Lane is joined by Kevin Beales, Founder & CEO of My Sales Coach, to unpack the findings from the State of Sales Coaching 2026 report - one of the largest surveys of its kind. Together, they explore why sales leaders believe coaching is improving, while sales reps report the opposite; how deal reviews are being mistaken for coaching; and what organisations can do to build a coaching cu...
2026-01-2933 minThe InsidersHow to Build a High-Performing Marketing OrganisationWhat does it really take to build a high-performing marketing team?In this episode of The Insiders, Richard Lane speaks with Jessica Gilmartin, former CRO and CMO at Calendly, about the foundations of marketing team performance. From hiring the right people and owning your data, to working effectively with sales and prioritising revenue over vanity metrics, Jessica shares practical lessons from scaling marketing teams at companies like Calendly, Asana and Google.If you’re responsible for marketing performance or building a team that drives revenue, this episode is well worth a listen.
2026-01-1535 minThe InsidersThe Future of Sales Tech: AI Won’t Replace Sellers, It Will Redefine ThemIn this episode of The Insiders, Richard Lane is joined by James Donaldson, Founder of Stakki to explore how AI is reshaping the sales tech landscape and what it means for sellers. James shares why tool overload has left sales teams distracted, why data quality is now the biggest barrier to predictable revenue, and how AI can help reps spend more time doing what they’re actually hired for: speaking with customers. They also dive into the rise of CRM-embedded AI, the shift towards consolidated tech stacks, and how sales teams can balance human-first selling wi...
2025-12-1826 minThe InsidersSignals over Spreadsheets – How Workwize Built Smarter Sales PipelinIn this episode of The Insiders, André Stoorvogel (Head of Demand Generation, Workwize) joins Richard Lane (Co-founder, durhamlane) to unpack how Workwize flipped its go-to-market motion - turning data and intent signals into meaningful conversations (and inbound growth that stuck). André’s story is a masterclass in focus. He explains how a simple pivot - from HR to IT - transformed Workwize’s revenue engine, taking inbound from 5% to 85%. The secret? Start at the bottom of the funnel, act on buyer intent, and never lose the human touch - even when AI is doing the heavy lift...
2025-11-1930 minThe InsidersFrom $1M Mistake to Record Growth: Guy Rubin on Scaling SmartIn this episode of The Insiders by durhamlane, Richard Lane sits down with Guy Rubin, founder of Ebsta and now Managing Director Insights at Fullcast to unpack the power of focus in sales and go-to-market strategy. After spending over $1 million chasing the wrong market, Guy shares the honest lessons behind a bold pivot that redefined his company’s trajectory and led to record-breaking growth. From misjudged integrations and zero-revenue quarters to building a data-driven culture and defining what a true Ideal Customer Profile (ICP) looks like, this is a masterclass in learning from the hard way...
2025-11-1033 minThe InsidersMarketing as a Revenue Driver at HexagonHexagon’s Alexandre Aimé joins Richard Lane to discuss how marketing can drive real revenue growth, boost sales conversion, and embrace AI to power smarter go-to-market strategies.
2025-11-0328 min
Demand RevenueHow to Fix a Broken Inbound Funnel | Alan Gonsenhauser on Sales, Marketing & AI AlignmentIn this Durham Lane Executive Roundtable, host Richard Lane is joined by Alan Gonsenhauser (CEO, Demand Revenue) to unpack what’s really behind a broken inbound funnel — and how to fix it.Together, they explore how to bridge the gap between marketing, sales, and customer success using data, alignment, and technology.🎙️ Key Takeaways:How to define and align your Ideal Customer Profile (ICP)The importance of lead qualification and clean CRM dataSetting Service Level Agreements (SLAs) between sales and marketingThe right way to use AI in your i...
2025-10-0917 minThe InsidersReinventing Sales Conversations: Why Listening and Curiosity WinThe world of B2B sales is shifting – again. In this episode of The Insiders, we flip the script. durhamlane co-founder Richard Lane steps out of the interviewer’s seat and into the hot seat, fielding tough questions from Ollie about go-to-market strategies, the future of SDRs, and why listening might be the most undervalued sales skill today. From breaking down why “cold calling is far from dead” to revealing how RevOps thinking can build high-performing sales teams from scratch, Richard offers unfiltered insights drawn from years at the frontline of enterprise sales. Expect sharp thinking, a few laugh...
2025-08-0620 minThe InsidersCold Calling in the Age of AI with Justin MichaelIs cold calling dead? Not if you ask Justin Michael, co-author of Cold Call Algo and one of the sharpest voices in outbound sales. In this episode of The Insiders, Justin joins Richard Lane to reveal why AI isn’t replacing cold calling – it’s reshaping it.From smart data strategies to conversation openers that break the mould, Justin shares how sellers can cut through the noise, build credibility fast, and win the attention of busy decision-makers. Whether you’re an SDR, AE, or sales leader, this episode will shift how you think about prospecting in an AI-drive...
2025-07-2827 minThe InsidersMaking Marketing a Revenue Center: From “Colouring Book” to “Check book”In this episode, Lisa Eaton passionately shares that marketing has evolved from the "colouring-in department" to a crucial growth engine. Once seen as a cost center, marketing is now as essential as sales in driving business success. Lisa explains how marketers must embrace commercial strategy, focus on proven tactics, and measure ROI to make a real impact. Forget busy work—today’s market demands strategic, revenue-driven marketers who can drive customer acquisition and brand growth. This episode is a must-listen for marketers looking to level up and prove their worth.Tune in for insights on building a high...
2025-04-3039 minThe InsidersGetting More From Marketing | Mark GreenDiscover how aligning sales and marketing can drive business success and create a seamless revenue team. In this episode, Mark Green, EMEA VP at Domo, joins Richard Lane to discuss:The role of consistency, collaboration, and data-driven decision-making in uniting sales and marketing.How marketing has evolved beyond lead generation to influence customer retention, renewals, and growth.The shift towards adoption marketing and the impact of AI-driven tools in optimising decision-making.The transformation of content strategy and events, with a focus on tailored, persona-driven engagement.The future of B2B marketing, including the rise of Account-Based Marketing (ABM...
2025-02-1430 minThe InsidersMarketing Magic: Turning Customers into Superfans | Goetz PosnerDiscover the power of integrating creativity and humour into your marketing to drive business growth and deliver exceptional customer experiences. In this episode, Goetz Posner, Global Head of Marketing and Customer Experience at Amadeus, joins Richard on the podcast to discuss:The art of creating impactful marketing strategies that prioritise audience engagementHow to infuse sales and marketing efforts with creativity and humourTechniques for transforming marketing campaigns into memorable experiencesThe importance of understanding and anticipating customer needs to foster deeper connections and loyalty“You can only learn or grow when you make mistakes. We'd all prefer to av...
2024-06-1930 min
A Cast of Entrepreneurs20. Going Global: Richard Lane, Steve Rawlingson, Claire Rutherford Welcome back for another episode of A Cast of Entrepreneurs. Today, the cast is made up of another three brilliant entrepreneurs from the North East. Hosts Elaine Stroud, Chief Executive of The Entrepreneurs’ Forum, and Sally Cowling, Head of Member Experience, are joined by: Richard Lane; the co-founder and chief commercial officer of durhamlane, a multi-million-pound strategic B2B sales & marketing agency established in 2011, which focuses on sales opportunity creation in the UK, EMEA and North America, bridging the gap between marketing outputs and the inputs that sales teams need to be...
2024-06-1345 minThe InsidersHow the humble sprout can transform your storytelling | Jamie MackenzieStorytelling is not just reserved for those big moments, in fact storytelling is the fabric of all communication connecting 8 billion people across the world...and Jamie can help you harness its power. Jamie Mackenzie (author of 28 Bags of Sprouts – Storytelling with Impact) knows all about this from his work on pulling together 5 businesses from 3 countries, under 1 new global banner – Jamie joined Richard on the podcast to share his thoughts on: The journey of writing and self-publishing a bookHow his sprout model can enhance the impact of your communicationHow to overcome challenges in implementing storytelling techniques“Sto...
2024-05-1033 minThe InsidersNavigating the Waters of Rebranding | Chris BettonWhen undertaking a massive project of any kind, sometimes you only know where you should have started once you’ve gained understanding and it’s too late to go back and do it again. Chris Betton (UK and EMEA Marketing Manager, HIPER Global UK) knows all about this from his work on pulling together 5 businesses from 3 countries, under 1 new global banner – Chris joined Richard on the podcast to share his successes and lessons learned on: The challenges of creating content that resonates with multiple audiences whilst still staying true to HIPER Global UK’s value proposition The importa...
2024-04-1929 minThe InsidersFrom Lone Wolf to Team Player | Dave MackayIt’s true that we are often our own biggest critic, and it’s easy to pick at parts of yourself that are less than perfect. But where the real challenge lies, is to be genuinely receptive of your own self-reflections, to learn from your past mistakes and to use them to guide your future successes.Dave Mackay (Sales Director, sa.global) joined Richard in the podcast studio for this candid and honest discussion about:Advocating for a culture of trust and understanding between departments, for the good of the business as a whole The benefits of a...
2024-03-2932 minThe InsidersHow did I end up here? | Luke RobinsonMany people with careers in sales say they ‘fell’ into their role. And as another fellow member of the Happy Trip Up Club, Luke Robinson (Head of New Business at Wolters Kluwer) is no exception.In this episode, hear from Luke as he shares with Richard: The importance of facing up to challenges and growing from them How embracing opportunities for growth can take your career in unexpected (but good) directions Thoughts on imposter syndrome and how to recognise your strengths and skills "Just seek out the next scary thing in your career - becaus...
2024-03-1524 minThe InsidersHow to Build a Bulletproof Go-To-Market Strategy | Adam B NeedlesWithout a solid go-to-market (GTM) strategy, you might not be cutting through the noise to reach your audience and launch your product or service successfully. So, how do you make sure your GTM strategy packs the punch it needs? Hear it straight from an industry expert – in this episode, Adam B Needles (CEO of ANNUITAS) shares his thoughts on: The motivation behind Adam’s book, The Chief Growth Officer’s Handbook The importance of post-sale engagement Growth Ops mindsets, and how to approach them holistically Conversations being two-way – using omni-channel feedback collection. “Conversations are the underlying terra firma of...
2024-03-0124 minThe InsidersProfessional Persistence and the Art of Selling | Mark AshMany don’t consider sales a “real” profession. But with hard work and dedication to the craft, sales is a lucrative and fulfilling career – and in this episode, Mark Ash (CRO of Konica Minolta Business Solutions UK) shares his thoughts on everything he’s learned in two decades in sales: Mental resilience in the face of adversity The journey to success, and learnings along the way Sales as a profession Embracing change and technology in sales “Mental resilience is one of the key bedrocks of who I am as an individual - you cannot control the situation, all yo...
2024-02-1635 minThe Insiders6 Actionable Tips That Will Grow Your Business Faster in 2024 | Richard LaneImpactful marketing that leads on to strong sales has never been easy to pull off – and in many ways, it’s becoming even more challenging. In the previous 6 episodes of Season 2 of The Insiders Podcast, each of our guests have offered their actionable insights into how to combat the growing complexities in the world of marsales. In this episode, our CCO, Richard Lane, shares his thoughts on our podcast guests’ insights, including: Understanding your customer Optimising customer engagement Measuring the right metrics Connecting marketing and sales Using data and analytics Leveraging industrial partnerships. “Organisations that recognise th...
2024-01-1615 minThe InsidersB2B Marketing, Maximised: How To Get More Bang For Your Buck In 2024 | Zsuzsanna BlauMarketing budgets are shrinking – so trying to do more with less is on the to-do list for all marketing leaders. In this episode, Zsuzsanna Blau (Global Head of Digital Demand and Campaigns at Nokia) shares her thoughts on: Navigating the challenges of B2B inflation Strategies for optimising marketing budgets Customer retention vs customer acquisition The impact of generative AI tools on the marketing landscape “There are more channels, more content, more touch points, more stakeholders – and the same or less resources to do all this. B2B inflation is real. It takes more to win.” - Zsuzsanna B...
2023-12-1226 minThe InsidersNavigating Disruption during Digital Transformation | Paul StevensThe world of healthcare technology is evolving fast, and with it comes disruption, obstacles to navigate – but also opportunity. In this episode, Paul Stevens (Director of Digital Health at OMRON Healthcare) shares his thoughts on: The challenge of leading through disruption Balancing tradition with innovation Defending your market position Transitioning skills from manufacturing to software "Know what you do well and find others to do the things that you don't do well. Or to help you to grow capabilities that may become core to you in the future." - Paul Stevens This episode is hosted b...
2023-11-2428 minThe InsidersUnlocking the Power of Marsales Alignment | Antti NykänenAchieving marsales alignment is a perennial problem for marketing and sales leaders, which Antti Nykänen (Head of Marketing, Infrastructure at AFRY) has tackled head on. In this episode, Antti shares his thoughts on: The three barriers to marsales alignment How to build a strong connection between marketing and sales What not to do concerning marketing tech tools Installing a selling culture in project focused organisations “Marketing becoming more digital is a great development - topics like ROI, and the value of MQLs, it’s becoming actually possible to measure all this, which wasn’t possible 10 years ago.”...
2023-11-1024 minThe InsidersExploring an Evolving Marketing Landscape | Paul GowansDemand generation and lead generation - where does one end, and the other begin? Turns out it’s not quite so cut and dry. In this episode, Paul Gowans (Global Director Regional and Channel Marketing at VIAVI Solutions) shares his thoughts on: The evolving buyer journey The challenge of demand generation Tailoring campaigns to market maturity Geographic variation in market dynamics The role of data and analytics “Data-led marketing is like a flywheel. It’s really difficult to get going, and get that momentum – it’s hard! But once that thing starts spinning, you get...
2023-10-2726 min
SaaSy Talk UnfilteredSaaSy Talk S01.15: The Future of Sales: Embracing Technology and Human ConnectionAbout The Guest(s):
Richard Lane is the co-founder and chief commercial officer of durhamlane, a B2B revenue acceleration agency established in 2011, which focuses on sales opportunity creation in the UK, EMEA and North America, bridging the gap between marketing outputs and the inputs that sales teams need to be successful.
Richard is a true thought-leader, entrepreneur, business coach, and a sought-after Sales 2.0 practitioner, trainer and consultant. A regular speaker at conferences, roundtables and panel contributor, Richard co-hosts durhamlane’s podcast; “The Insiders”
Summary:
Richard Lane shares his journey into the te...
2023-10-2338 minThe InsidersThe Birth of an Industrial Data Solution | Richard JeffersIn a journey from the brewing industry, to becoming a pioneer of industrial data solutions, Richard Jeffers (Founder and MD, RS Industria) joins us on an episode of The Insiders to share his insights on: Navigating complex sales cycles The power of the RS brand Contrasting product vs solution selling Addressing strategic alignment issues “You’ve got to have an intimate understanding of the customers jobs, pains and gains. Make sure that your solution is addressing those, and not just turning up and talking about….stuff.” – Richard Jeffers. Richard shares his experience – plus actionable insights – a...
2023-10-1327 minThe InsidersFinding (and Capturing) The Perfect Lead | Karen KulinskiCapturing the perfect lead - it's an achievement any marketer worth their salt aspires to, and one that’s superseded only by that perfect lead becoming a revenue-generating customer. But how do you actually achieve that? In this episode, Karen Kulinski (EMEA Marketing and Communications Director at ADLINK) shares her thoughts on: Crafting personalised paths to conversion Harmonising marketing and sales efforts How to harness MarTech for maximum impact Steering clear of common lead gen pitfalls “Empower teams to use technology as an enabler - and achieve the goals by keeping the customer experience at the forefront...
2023-09-2921 minThe InsidersJedd Williams (Head of Global Sales Acceleration at Poly) talks about how to integrate successful alliance partnerships into your sales strategyOn episode 24 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine talk to Jedd Williams (Head of Global Sales Acceleration at Poly) about his experience using B2B alliance partnerships and co-selling framework, and how customer needs have changed since working from home has become more prevalent. Jedd also discusses: How sales acceleration can drive revenue across broader organisations, the importance of collaboration across and within businesses, and how to scale your renewal rates by focusing on your product/service."We make sure that we're maximising the the size of the opportunity and...
2023-04-2128 minThe InsidersJamie Mackenzie (Chief Marketing Officer at Sodexo Engage) talks about how marketing fundamentals play a key role in creating successful global product launches.On episode 23 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine chat with Jamie Mackenzie (Chief Marketing Officer at Sodexo Engage) about how marketing fundamentals play a key role in creating successful global product launches, and the influence they have on the buyer journey. Jamie also discusses: Key considerations when implementing a global product launch, B2B vs B2C buyer mindset, and how tracking the right metrics and intergration of commercial functions can benefit business.
2023-04-1137 minThe InsidersPhilipp Humm, Founder of Power of Storytelling, discusses how captivating storytelling can enhance sales teams selling abilitiesPhilipp Humm (Founder of Power of Storytelling) explores how learning the art of storytelling can enhance sales teams selling abilities.In this episode Philipp also discusses:His first encounter with storytelling in a sales environmentThe effectiveness of dialogue in storytellingHow to practice storytelling to enable a shift in your selling journeyHow to implement constructive embarrassment productively
2023-03-2130 minThe InsidersJamal Reimer, Founder of Enterprise Sellers, discusses how implementing a high performance mindset and grand thinking enabled him to unlock the secret of megaselling.Jamal Reimer (Founder of Enterprise Sellers) discusses how implementing a high performance mindset and 'grand thinking' enabled him to unlock the secret of mega-selling.In this episode Jamal also discusses:His career highs and lows throughout 20 years in salesWhat mistakes people commonly make when prospecting into C-levelThe art of executive whisperingHow to create the right environment and culture to achieve high performance selling
2023-02-2832 minThe InsidersRichard Smith, VP of sales EMA at Allego, discusses how to make cold calling your most effective sales channel, and how implementing sales enablement technology can enhance sales performance.Richard Smith (VP of sales EMEA at Allego) discusses making cold calling your most effective sales channel, and how implementing sales enablement technology can enhance sales performance.Richard fell into the profession after leaving University with an underwhelming Computer Science degree. He has performed all sales roles from lead generation to revenue contributor, and now leads a growing team as VP of Sales EMEA at Allego. He is passionate about coaching and developing others, particularly those just starting their career.In this episode Richard also discusses:How to create the right blend of touch...
2023-02-1335 minThe InsidersSimon Ball, Market Director at Equans UK & Ireland, shares how to win new customers in a highly commoditised market and contrast low-cost competition with personalization and trustSimon Ball (Market Director at Equans UK & Ireland) discusses the power of personalisation and how success in sales is always a team pursuit. Simon also discusses:How to beat low-cost competition in a commoditised marketplaceThe importance of establishing multiple engagement points with target accountsWhy capturing the interest of a CEO might not be enough to win in B2B sales
2023-01-3031 minThe InsidersJason Harvey, VP of Solution Sales EMEA at Zebra Technologies, unpacks the mindset shift from product selling to solution selling in the B2B technology market.On episode 18 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Jason Harvey (VP of Solution Sales EMEA at Zebra Technologies) to talk about the shift from product selling to solution selling, and why creating a culture of innovation is key to driving growth in the industrial technology market. Jason also discusses:The importance of wielding a 'be curious' attitudeUpskilling your salespeople for maximum successWhy losses are just as important as wins and how to come back strongerWhy it's crucial not to overwhelm your buyers, or your sellersListen now.
2023-01-0431 minThe InsidersMiguel Avalos, Head of Ads Marketing, Commerce & Vertical Growth Programs EMEA at Google, explores the connections between growth challenges, go to market strategy and diversity.Miguel Avalos (Head of Ads Marketing, Commerce & Vertical Growth Programs EMEA at Google) joins hosts Richard Lane and Simon Hazeldine on The Insiders podcast to talk about overcoming growth challenges and developing winning go-to-market strategies.Miguel also discusses:The necessity to unleash talent through a culture of diversityThe flexibility of leadership in the digital ageA key issue with Sales and Marketing alignment...and more!
2022-12-0834 minThe InsidersDirk Gauwberg, Global Operational Marketing Director at AXA Partners, talks about storytelling and distributing meaningful content that reflects the buyer journey.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Dirk Gauwberg (Global Operational Marketing Director at AXA Partners) to discuss the power of storytelling and distributing meaningful content that reflects your customers' buying journey. He also discusses:Adapting sales pitches to reflect modern, buyer-first sellingMaximising your consultancy approach by offering customers 'tailor-made solutions'The power of collaborating with external providersHow to drive revenue growth quickly
2022-11-2133 minThe InsidersCatherine Dutton, Vice President of EMEA Marketing at Pegasystems, shares her insights on how to make marketing your business' most valuable asset.On episode 15 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine welcome marketing expert Catherine Dutton (Vice President of EMEA Marketing) from Pegasystems. Catherine shares how qualifying and nurturing leads appropriately can win more customers and drive growth. She also discusses:Why it's important to be a data-driven storytellerThe skills marketers need to add business valueHow measuring the impact of marketing can drive alignment and growth"Marketers need to be flexible, adaptable, and think more strategically, alongside being able to use insight and analysis to inform your conversations both internally and externally."
2022-11-0431 minThe InsidersMercer UK's Chief Growth Officer, Nick McClelland, and Chief Marketing Officer, Aine Bryn, highlight why sales and marketing should always be curious about one another.On episode 14 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine celebrate a milestone, welcoming sales and marketing duo Nick McClelland (Chief Growth Officer) and Aine Bryn (Chief Marketing Officer) from Mercer UK. The pair talk about the never-ending relay race that exists between Marketing and Sales, and why one can't work without the other. They also discuss:How curiosity is the key to a great sales and marketing partnershipWhy asking the right questions will inevitably lead to innovation and growthThe importance of coaching employees to be inquisitive about fields outside of their area of expertise
2022-10-2040 minThe InsidersEmma Roffey, VP of Marketing EMEAR at Cisco, talks about the nuances between sales and marketing, and the one thing that should always unite them - the customer.Hosts Richard Lane and Simon Hazeldine are joined by Emma Roffey (VP Marketing EMEAR at Cisco) to discuss the importance of always maintaining a "customer-first philosophy." Emma also discusses:The defining characteristic that separates sales and marketingWhy speed matters when meeting customer needs How alignment and culture start at the top Why peer-to-peer feedback is crucial to success
2022-10-1036 minThe InsidersDarren Cassidy, Managing Director UK&I at Xerox, discusses the importance of practicing 'adaptive leadership' to navigate change in the ever-evolving world of sales.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Darren Cassidy (Managing Director UK&I at Xerox) to talk about how adaptive leadership can help businesses navigate change. Darren also discusses:How sales leaders must be clear about where they want teams dedicating their time and energyThe benefits of applying the 'Red to Blue Mindset' modelWhy sales and marketing collaboration d12rives meaningful change
2022-09-2734 minThe InsidersDarren Atkins, Marketing Director at Sabre, talks about the role played by marketing in the integration with sales and how to achieve the "holy grail" of marketing to revenue correlation.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Darren Atkins (Marketing Director at Sabre) to talk about the integration of Marketing and Sales and highlights how this can only be fully achieved by reimagining the role of Marketing. Darren also discusses:The diffused shift in focus from lead generation to brand activationHow marketing’s role doesn’t stop at generating interest and awarenessWhy setting clear objectives is critical to running successful demand generation campaigns
2022-09-1434 minThe InsidersFranklin Williams, Director of Global Commercial Excellence at Thermo Fisher Scientific, gets candid about leveraging LinkedIn to succeed in the world of social selling.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine spoke with Franklin Williams (Director of Global Commercial Excellence at Thermo Fisher Scientific) to discuss how businesses can drive up revenue and EBITDA with social selling. Franklin also discussed:How to add value and drive trust through your LinkedIn profileThe importance of sharing authentic content with your networkSimplifying technology to maximise sales efficiency
2022-09-0737 minThe InsidersNeil Ritchie, Head of Global Marketing & Sales for Motion Services at ABB, talks about the importance of mediating between a global revenue strategy and its local execution.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Neil Ritchie (Head of Global Marketing & Sales for Motion Services at ABB) to discuss the importance of mediating between a global strategy and its local execution. Neil also discussed:His 3 core principles for strategic success: find the right people, empower them to do the right thing, and keep it simpleThe psychology of sales: how 'value' is different to different peopleCustomer satisfaction and how it relates to the changing world of salesThe value diversity brings by attracting the right talent
2022-08-1733 minThe InsidersGraham Hawkins, Founder & CEO of SalesTribe, discusses the importance of using storytelling and sense-making to strengthen your sales process.On our special episode of The Insiders Podcast, hosts Richard Lane and Simon Hazeldine are joined by Graham Hawkins (Founder & CEO of SalesTribe). Graham discusses the importance of using storytelling and sense-making as part of the sales process, and how to sell smarter in a world of smarter buyers. Graham also explores:How the role of salespeople has evolved: they are no longer the information givers, but the sense-makersHow showing you care will make you stand out to buyersThe importance of networking and building a brand: visibility = opportunityAn expert in his field, Graham is a k...
2022-08-1026 minThe InsidersSascha Rahman, Head of Strategic Marketing & Sales Excellence at ifm, discusses how to manage the risk of buyers' remorse by coordinating sales and customer success capabilities.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Sascha Rahman (Head of Strategic Marketing & Sales Excellence at ifm) who discusses how to manage the risk of customer regret by effectively coordinating sales and customer success teams. Sascha also talks about...The importance of team composition to deliver the right solutions to the customerLeveraging multichannel approaches to achieve sales excellenceMoving from a responsive to a prescriptive approach avoiding information overload
2022-08-0230 minThe InsidersIvy Petit, Global Marketing Director at Veolia Water Technologies, discusses the importance of developing a marketing narrative that channels the customer's voice through aligned Sales and Marketing.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Ivy Petit (Global Marketing Director at Veolia Water Technologies) to discuss the importance of channelling the customer's voice through aligned Sales and Marketing. Ivy also provides insight into... Developing a value proposition canvas and customer-focused marketing narrativeThe different challenges experienced by customers in different countriesUsing workshops, frameworks and toolkits to bring Marketing and Sales together
2022-07-2029 minThe InsidersRicky Sevta, Chief Revenue Officer at simPRO discusses the importance of maintaining a startup mentality in a growing business.On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Ricky Sevta (Chief Revenue Officer at simPRO) to discuss the importance of maintaining a startup mentality as your business grows.
2022-07-0835 min
Northern Business PodcastAccess to Education and Social MobilityIn the final episode before our summer break, Graham Robb leads a discussion on some of the hot topics in business at the moment.Social mobility; access to education and opportunities, the very latest retail sales figures, and how the Nation Insurance Contribution threshold will impact businesses bottom line.Joining the discussion is Roger Clarke, from the Alumni Leadership Board of The Sutton Trust; Nicola Bellerby, Tax Partner at Clive Owen LLP; and Richard Lane, Chief Commercial Officer at DurhamLane.Business Unmuted will be taking a summer break during July and August, but...
2022-06-3025 minThe InsidersPeter Schopf, Head of Sales MindSphere for EMEA at Siemens Digital Industries Software, discusses the global differences in the adoption of the digitalisation of Sales and the importance of knowledge management in the replication of business success.On the latest episode of The Insiders podcast, Peter Schopf (Head of Sales MindSphere for EMEA at Siemens Digital Industries Software) joins hosts Simon Hazeldine and Richard Lane to explore the importance of understanding customer journeys in telecommunications and IoT Sales.
2022-06-2433 minThe InsidersRyan Bott, Global Vice President of Revenue at Sodexo discusses the importance of curating a positive perception amongst customers and the future digitisation of salesOn the latest episode of The Insiders podcast, Ryan Bott (Global Vice President of Revenue at Sodexo) joins hosts Simon Hazeldine and Richard Lane to explore the importance of curating a positive perception of the company, salesperson and the product amongst customers. Ryan also discusses:How to use Three Ps to grow your business - Pipeline, Productivity and ProductThe shifts in consumer behaviour and what the future of Sales will look like as we experience the further digitalisation and virtualisation of sellingHow vital it is to ask the customers what they want
2022-06-1035 minThe InsidersJames Webb, Vice President of Marketing Central Europe & EU at Fellowes Brands, discusses evolving salespeople into Sales and Marketing hybrids.On the latest episode of The Insiders podcast, James Webb (VP Central Europe and EU Marketing at Fellowes Brands) joins hosts Simon Hazeldine and Richard Lane to discuss the evolution of salespeople into Sales-Marketing hybrids and his expertise from his joint sales-marketing role:How transactional and consultative selling can be tailored to the needs of the customerHow the ethos at Fellowes has led to sales and marketing teams working in harmony for the benefit of the customerHow focusing outcomes can allow for the setting of realistic goals without preventing the freedom to innovate
2022-05-1629 minThe InsidersEmma Botfield, Managing Director UK & Ireland at RS Components, discusses 'Mar-Sales' and uniting the competing "in-laws" of Sales and Marketing to create a powerful forceIn the first episode of The Insiders Podcast, Emma Botfield, Managing Director UK & Ireland at RS Components, joins hosts Simon Hazeldine and Richard Lane to discuss her insights into the world of 'Mar-Sales' - her term for the marriage between Marketing and Sales - Emma likens the two to a competing pair of in-laws, who if managed correctly, can be a powerful force. Emma also provides insight into... The changes in 'Mar-Sales' brought about by the pandemicLooking for long-term partnerships rather than short contract winsThe importance of perceiving 'Mar-Sales' as a career and her intentions to...
2022-05-0333 min
ClientSideRichard Lane from rockstar to enterprise demand generationRichard Lane is the Co-founder and Chief Commercial Officer at Durhamlane, a leading revenue generation company. He has over 25 years of commercial sales experience, delivering progressive business development solutions to businesses of all sizes from SMEs to Blue Chip clients throughout the UK & Europe.We discuss:How Durhamlane helps global enterprise brands Setting up Durhamlane and the most significant milestonesThe skill and mindset of a successful salesperson todayHow B2B businesses can improve demand generation programs The impact covid has had on the approach to sales
2022-03-3121 min
Let’s talk ABM8. #neverstopselling from MQL to SQL | durhamlaneIn this episode of Let's Talk ABM Declan chats to Richard Lane, Co-founder and CEO, and Lee Durham, Co-founder and CRO, of durhamlane. Richard and Lee coined a phrase; '#NeverStopSelling', believing that the wheels of commerce have got to keep turning, whatever the situation.
Here's what they cover:
- How to prospect in this new environment
- The role of durhamlane in your ABM tech stack
- How to progress MQLs to SQLs and close
- How sales and marketing alignment drive success
2020-04-2817 min