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

Don’t 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.”

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Topics
Sales Training sales strategy business development

The Window of Dissatisfaction

Have you heard of the “Window of Dissatisfaction[1]”? According to Forrester Research, 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.

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Topics
sales tips Sales Planning Sales Process growth

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