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.
Find me on:

Recent Posts

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.

Read More

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.

Read More

Topics
business transformation coaching change management

Sales momentum: Find it, build it, and hold on to it

"Regaining momentum takes three times as much energy as sustaining momentum,” according to US business author, Dan Pink. So, what does ‘momentum’ look like in your sales team? Incoming phone calls from prospects, emails from satisfied clients and recommendations on social channels would be a good place to start.

Read More

Topics
sales performance Sales Training sales motivation

Commercial Teams boost Profits With Professional Processes

Processes, systems, and re-engineering are very familiar concepts to most organisations. For example, if you think of the manufacturing industry; defined and structured procedures ensure profitable operations in plants or warehouses - nothing is left to chance. It is all the more surprising that 70% of UK businesses still don’t have a professional approach for their salesforce. Given that sales are a critical driver for business success, relying on the luck of individual sales reps and their managers shouldn’t be an option.

Read More

Topics
Sales Planning Sales Process growth