--- title: durhamlane Blog | Jake Spence description: Jake is Sales Operations Director at durhamlane. He is a long year expert in improving business development strategies, optimising lead generation and market intelligence. --- [Skip to content](https://blog.durhamlane.com/author/jake-spence#content) [durhamlane-logo durhamlane | Sales Training, Sales Outsourcing & Sales Recruitment durhamlane Logo | Sales Training, Sales Outsourcing & Sales Recruitment](http://durhamlane.com/) - [What We Do](http://durhamlane.com/sales/) - [Outsourcing](http://durhamlane.com/sales/outsourcing/) - [Training](http://durhamlane.com/sales/training/) - [Recruitment](http://durhamlane.com/sales/recruitment/) - [How We Work](http://durhamlane.com/how-we-work/) - [About](http://durhamlane.com/company/) - [About Us](http://durhamlane.com/company/about-us/) - [Our Team](http://durhamlane.com/company/team/) - [Blog](https://blog.durhamlane.com/) - [Careers](http://durhamlane.com/company/current-vacancies/) - [Our Work](http://durhamlane.com/our-work/) - [Contact](http://durhamlane.com/company/contact-us/) +44 (0) 191 481 3800 - [Created with Sketch.](http://www.twitter.com/durhamlane) - [Created with Sketch.](http://www.linkedin.com/company/durhamlane) - - [tel:+44%20(0)%20191%20481%203800](tel:+44%20(0)%20191%20481%203800) # Blog ## Jake Spence ![](https://blog.durhamlane.com/hubfs/Jake%20Spence.png) Jake is Sales Operations Director at durhamlane. He is a long year expert in improving business development strategies, optimising lead generation and market intelligence. Find me on: ### Recent Posts ![](https://blog.durhamlane.com/hubfs/Jake%20Spence.png) ##### Things to watch in Business & Sales - Trend #5 Posted by [Jake Spence](https://blog.durhamlane.com/author/jake-spence) on 16/03/17 12:14 [![](https://blog.durhamlane.com/hubfs/IMG_1705.jpg)](https://blog.durhamlane.com/business-and-sales-trend5) Jake is managing and coaching a very young team at durhamlane and knows about the strengths and potential of the new working generation. [Read More](https://blog.durhamlane.com/business-and-sales-trend5) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/business-and-sales-trend5#comments-listing) ##### Topics [leadership](https://blog.durhamlane.com/topic/leadership) [coaching](https://blog.durhamlane.com/topic/coaching) [trends](https://blog.durhamlane.com/topic/trends) ![](https://blog.durhamlane.com/hubfs/Jake%20Spence.png) ##### Who is the Sales Superhero in Your Business? Posted by [Jake Spence](https://blog.durhamlane.com/author/jake-spence) on 17/02/17 12:05 [![](https://blog.durhamlane.com/hubfs/superman.jpg)](https://blog.durhamlane.com/who-is-the-sales-superhero-in-your-business) Wondering who the Superhero of Sales is in your company? If you are a small business without a dedicated Sales Department then it is **YOU**. Having loads of passion and a brilliant product alone is unlikely to achieve great sales results so **Put a Plan in Place**. Decide what you are looking for. Maybe it is Return on Investment, more prospects, better conversations, more referrals or larger contracts to name a few. [Read More](https://blog.durhamlane.com/who-is-the-sales-superhero-in-your-business) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/who-is-the-sales-superhero-in-your-business#comments-listing) ##### Topics [sales tips](https://blog.durhamlane.com/topic/sales-tips) [Training and Sales Process](https://blog.durhamlane.com/topic/training-and-sales-process) [Winning Business](https://blog.durhamlane.com/topic/winning-business) ![](https://blog.durhamlane.com/hubfs/Jake%20Spence.png) ##### Boost Revenue with Cross- and Upselling – 5 ways to get it right Posted by [Jake Spence](https://blog.durhamlane.com/author/jake-spence) on 09/02/16 12:00 [![](https://blog.durhamlane.com/hubfs/Up-Crossselling-1.jpg)](https://blog.durhamlane.com/boost-revenue-with-cross-and-upselling-5-ways-to-get-it-right) The number 1 difference between Top Performers and the Rest is the ability to maximise sales at existing accounts. Cross- and up-selling\* tactics are undoubtedly highly effective and yet few organisations have them incorporated. [Read More](https://blog.durhamlane.com/boost-revenue-with-cross-and-upselling-5-ways-to-get-it-right) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/boost-revenue-with-cross-and-upselling-5-ways-to-get-it-right#comments-listing) ##### Topics [sales tips](https://blog.durhamlane.com/topic/sales-tips) [Sales Process](https://blog.durhamlane.com/topic/sales-process) ![](https://blog.durhamlane.com/hubfs/Jake%20Spence.png) ##### C-Level selling – CEOs They're not as scary as you think! Posted by [Jake Spence](https://blog.durhamlane.com/author/jake-spence) on 21/12/15 12:00 [![](https://blog.durhamlane.com/hubfs/C-Level_Sales_CEOs_are_scary.jpg)](https://blog.durhamlane.com/c-level-selling-ceos-theyre-not-as-scary-as-you-think)   C-Level selling and approaching CEO’s or Managing Directors in a sales capacity is often considered a daunting and futile task. I’ve found there is a preconceived notion that a CEO is often too busy or is simply too high profile to respond to a ‘minnow’ in the sales profession. [Read More](https://blog.durhamlane.com/c-level-selling-ceos-theyre-not-as-scary-as-you-think) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/c-level-selling-ceos-theyre-not-as-scary-as-you-think#comments-listing) ##### Topics [sales tips](https://blog.durhamlane.com/topic/sales-tips) [Sales Process](https://blog.durhamlane.com/topic/sales-process) [All posts](https://blog.durhamlane.com/all) [durhamlane-logo durhamlane | Sales Training, Sales Outsourcing & Sales Recruitment durhamlane Logo | Sales Training, Sales Outsourcing & Sales Recruitment](https://blog.durhamlane.com/) Sales Training, Sales Outsourcing & Sales Recruitment - [What We Do](http://durhamlane.com/sales/) - [How We Work](http://durhamlane.com/how-we-work/) - [Our Work](http://durhamlane.com/our-work/) - [Blog](https://blog.durhamlane.co.uk) - [Company](http://durhamlane.com/company/) - [Contact Us](http://durhamlane.com/company/contact-us/) - [Our Team](http://durhamlane.com/company/team/) - [Current Vacancies](http://durhamlane.com/company/current-vacancies/) - [Sales Outsourcing](http://durhamlane.com/sales/outsourcing/) - [Market Intelligence](http://durhamlane.com/sales/outsourcing/market-intelligence/) - [Data Building & Cleansing](http://durhamlane.com/sales/outsourcing/data-building-and-cleansing/) - [Outsourced Sales & Lead Generation](http://durhamlane.com/sales/outsourcing/outsourced-sales/) - [Early Stage Business Development](http://durhamlane.com/sales/outsourcing/early-stage-business-development/) - [Sales Training](http://durhamlane.com/sales/training/) - [Our Methodology](http://durhamlane.com/sales/training/our-methodology/) - [Sales Strategy & Process Review](http://durhamlane.com/sales/training/sales-process-review/) - [Sales Masterclasses & Bespoke Training](http://durhamlane.com/sales/training/sales-masterclasses-and-training/) - [Consulting & Leadership Development](http://durhamlane.com/sales/training/leadership-development/) - [Sales Recruitment](http://durhamlane.com/sales/recruitment/) - [Experienced Sales Hires](http://durhamlane.com/sales/recruitment/experienced-sales-hires/) - [Sales Graduate Programme](http://durhamlane.com/sales/recruitment/sales-graduate-programme/) ##### Send a Quick Message - [Created with Sketch.](http://www.twitter.com/durhamlane) - [Created with Sketch.](http://www.linkedin.com/company/durhamlane) - - [tel:+44%20(0)%20191%20481%203800](tel:+44%20(0)%20191%20481%203800) © 2011 - 2016 durhamlane Ltd. brand & web design by [Powerhouse Software](http://powerhouse.software/)