Richard Lane

Richard is the Managing Partner of durhamlane. He is passionate about rising the bar of the sales profession and helping businesses to grow. A background in training, building relationships, and delivering solutions, Richard has built up an enviable reputation by helping organisations of all sizes become more profitable and transition towards developing performance cultures.
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Recent Posts

Sales excellence in a Customer First digital world

There is a huge amount of talk right now about how the digital world is changing the Sales environment. Organisations large and small, but particularly the largest, are having to re-think how they approach their customers in order to remain relevant, competitive and worthy of loyalty.  

In my view there's never been a better time to be a sales professional. Yes, the invention and acceleration of the digital world has enabled our customers to have more insight and choice than ever before, however, "choice" seems to be multiplying as fast as everything else and we all need help to choose the right thing, across our lives, in and out of business. 

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Topics
sales motivation Sales Process business transformation leadership business development market intelligence Innovation sales profession success digital digital sales

Things to watch in Business & Sales - Trend #8

The last trend in our series is one that we want to actually become a serious trend. We are passionate about the sales profession and claim some well-deserved shelf space in education.

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Topics
trends

leadership learnings as our business scales

The UK government is adjusting the nation’s growth strategy towards scale-ups1. Transitioning into a high-growth company is not only desirable for a business owner, but scale-ups have proven to be the primary driver for economic growth and job creation.2  

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Topics
growth leadership business development scaling up

A business winning formula

While keeping the wheel of new customer generation turning is vital, developing long-term relationships must not be underrated. In fact, nurturing clients for the long term is proven to be eight to ten times more cost effective than simply securing quick wins.

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Topics
sales strategy business development Winning Business

Think in Streams, not in Silos

As I go about consulting and training with clients, I often hear the (usually) rather tired and frustrated words “we work in silos”. Even though splitting a company into divisions allows expertise in different areas, operating in silos usually explain why parts of the business are not communicating effectively, or don’t work together.

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Topics
business transformation coaching change management