--- title: durhamlane Blog | Richard Lane description: "Richard is the Managing Partner of durhamlane. He is passionate about rising the bar of the sales profession and helping businesses to grow.\nA 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." --- [Skip to content](https://blog.durhamlane.com/author/richard-lane#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 ## Richard Lane ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) 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. Find me on: ### Recent Posts ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) ##### Don’t leave it to your gut feeling! Posted by [Richard Lane](https://blog.durhamlane.com/author/richard-lane) on 01/12/17 11:00 [![](https://blog.durhamlane.com/hubfs/decision-road.jpg)](https://blog.durhamlane.com/dont-leave-it-to-your-gut-feeling) It’s long been an attractive prospect for salespeople to ‘go with their gut’ feeling. There’s something quite satisfying about the reliance on instinct, maybe because it suggests some kind of God-given aptitude for sales that kicks in and guides your way. It says: “I’m a salesperson. I’ve got this.” [Read More](https://blog.durhamlane.com/dont-leave-it-to-your-gut-feeling) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/dont-leave-it-to-your-gut-feeling#comments-listing) ##### Topics [Sales Training](https://blog.durhamlane.com/topic/sales-training) [sales strategy](https://blog.durhamlane.com/topic/sales-strategy) [business development](https://blog.durhamlane.com/topic/business-development) ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) ##### The Window of Dissatisfaction Posted by [Richard Lane](https://blog.durhamlane.com/author/richard-lane) on 16/11/17 10:00 [![](https://blog.durhamlane.com/hubfs/Window_of_Dissatisfaction.jpg)](https://blog.durhamlane.com/be-the-first-person-a-decision-maker-calls) Have you heard of the “Window of Dissatisfaction[\[1\]](https://blog.durhamlane.com/author/richard-lane#_ftn1)”? According to [Forrester Research](https://www.forrester.com/Executive+Buyer+Insight+Study+Are+Salespeople+Prepared+For+Executive+Conversations/fulltext/-/E-res56792), you can sell with a closing rate of 74% during this period. In this article you will learn why this concept is so powerful and how you can make use of it to increase your success. [Read More](https://blog.durhamlane.com/be-the-first-person-a-decision-maker-calls) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/be-the-first-person-a-decision-maker-calls#comments-listing) ##### Topics [sales tips](https://blog.durhamlane.com/topic/sales-tips) [Sales Planning](https://blog.durhamlane.com/topic/sales-planning) [Sales Process](https://blog.durhamlane.com/topic/sales-process) [growth](https://blog.durhamlane.com/topic/growth) ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) ##### Sales excellence in a Customer First digital world Posted by [Richard Lane](https://blog.durhamlane.com/author/richard-lane) on 06/11/17 15:03 [![](https://blog.durhamlane.com/hubfs/Digital%20Sales%20Transformation%20-%20Donal%20Daly%20-%20Front%20Cover-1.jpg)](https://blog.durhamlane.com/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.  [Read More](https://blog.durhamlane.com/sales-excellence-in-a-customer-first-digital-world) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/sales-excellence-in-a-customer-first-digital-world#comments-listing) ##### Topics [sales motivation](https://blog.durhamlane.com/topic/sales-motivation) [Sales Process](https://blog.durhamlane.com/topic/sales-process) [business transformation](https://blog.durhamlane.com/topic/business-transformation) [leadership](https://blog.durhamlane.com/topic/leadership) [business development](https://blog.durhamlane.com/topic/business-development) [market intelligence](https://blog.durhamlane.com/topic/market-intelligence) [Innovation](https://blog.durhamlane.com/topic/innovation) [sales profession](https://blog.durhamlane.com/topic/sales-profession) [success](https://blog.durhamlane.com/topic/success) [digital](https://blog.durhamlane.com/topic/digital) [digital sales](https://blog.durhamlane.com/topic/digital-sales) ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) ##### Things to watch in Business & Sales - Trend #8 Posted by [Richard Lane](https://blog.durhamlane.com/author/richard-lane) on 19/03/17 18:01 [![](https://blog.durhamlane.com/hubfs/Trends2017.png)](https://blog.durhamlane.com/things-to-watch-in-business-and-sales-trend8) 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. [Read More](https://blog.durhamlane.com/things-to-watch-in-business-and-sales-trend8) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/things-to-watch-in-business-and-sales-trend8#comments-listing) ##### Topics [trends](https://blog.durhamlane.com/topic/trends) ![](https://blog.durhamlane.com/hubfs/Richard%20Lane.png) ##### leadership learnings as our business scales Posted by [Richard Lane](https://blog.durhamlane.com/author/richard-lane) on 13/12/16 11:56 [![](https://blog.durhamlane.com/hubfs/skyscraper1.jpg)](https://blog.durhamlane.com/leadership-learnings-as-our-business-scales) *The UK government is adjusting the nation’s growth strategy towards scale-ups**1**. 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*  [Read More](https://blog.durhamlane.com/leadership-learnings-as-our-business-scales) 0 Comments [Click here to read/write comments](https://blog.durhamlane.com/leadership-learnings-as-our-business-scales#comments-listing) ##### Topics [growth](https://blog.durhamlane.com/topic/growth) [leadership](https://blog.durhamlane.com/topic/leadership) [business development](https://blog.durhamlane.com/topic/business-development) [scaling up](https://blog.durhamlane.com/topic/scaling-up) [All posts](https://blog.durhamlane.com/all) [Next](https://blog.durhamlane.com/author/richard-lane/page/2) [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/)