info@durhamlane.com
+44 (0)191 481 3800
Deltic House, Kingfisher Way, Silverlink Business Park, Newcastle, NE28 9NX
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We live and breathe the sales and marketing landscape so you can focus on running a great business. Our expert team curates the best of durhamlane’s advice and knowledge for everyone interested in sales excellence.
Align sales and marketing processes to drive efficiency and accelerate revenue growth, a vital factor in your go-to-market (GTM) strategy.
An ICP (Ideal Customer Profile) is the embodiment of your ideal client. A person or business whose needs perfectly align with your offering. Once defined, it will ensure every customer interaction is as purposeful and targeted as it can be.
The route to a B2B sell can be long, complex and, at times, a little chaotic. Whilst there’s no rule that fits all, at durhamlane we use ten mantras as a shared guide to success.
With every challenge in 2023 came an opportunity to learn, optimise and improve performances. This report details how, by outsourcing and unifying sales and marketing, you’ll see tangible and long-lasting results.
Actionable solutions to elevate your go-to-market strategy.
This season of The Insiders Podcast made it clear that today’s decision-makers are expected to be more productive than ever. But, with resources and budgets on a tighter leash, how can leaders navigate the pinch?
Achieving a place on the LDC Top 50 is testament to the tireless efforts of both our leadership team and every durhamlaner.
Helping a leading financial services business digitalise its sales and marketing functions to grow during the pandemic and beyond.
Learn more about our proven conversion process and discover the results we delivered our clients over the last quarter.
Discover three core sales and marketing activities to maximise your rate of MQL to SQL conversion.
Interested in improving the ROI of your live events? Explore how blending field sales with inside sales can help you generate more leads that convert.
We’re finalists in the Small Exporter of the Year category – showcasing our capabilities in international sales and marketing services.
Helping a leading corporate energy provider expanding its customer base and saving on costs with a team of dedicated SDRs.
In this blog we share insights into streamlining multi-site customers to access untapped revenue streams.
Find out how to unlock hidden revenue using customer success specialists and discover the key to an effective retention strategy.
Want to generate more revenue from your existing customer base? In this blog we share how to turn a churning customer into a repeat buyer.
Helping a facilities services organisation build a strong European pipeline with a multilingual SDR team.
durhamlane is celebrating an astounding financial year of business, which has seen it successfully navigate the challenging economic landscape.
Jedd Williams, Head of Global Sales Acceleration at Poly, weighs in on how global sales acceleration teams can help drive revenue, and how to encourage sales partners to push product and sales.
Should you build or buy a SDR team? In this blog we share a breakdown of the hidden costs of SDRs and explain why it might be more advantageous to outsource.
Jamie Mackenzie, CMO at Sodexo Engage, shares how marketing fundamentals play a key role in creating a successful global product launch strategy.
Philipp Humm, Founder of Power of Storytelling, discusses how learning the art of storytelling can enhance sales teams selling abilities.
When the market takes a hit, prospects’ priorities evolve. To hit your sales targets in a recession you need to adapt quickly. Find out how.
Jamal Reimer, founder of Enterprise Sellers, discusses how shifting mindset and creating the right environment for grand thinking enabled him to close his first mega– deal.
Richard Smith from Allego shares his insights on the best sales channels to engage prospects, and how to beat call anxiety.
Discover 3 common challenges caused by a misalignment between Sales and Marketing – and how to fix them.
Learn more about forecasted B2B sales challenges in 2023, and how you can sell smarter to increase margins and grow revenues.
Unlock the value of our unique selling approach against the key challenges confronted by B2B organisations in 2022, and those they will face in 2023.
Simon Ball from Equans discusses the power of personalisation and the importance of multiple engagement points.
Jason Harvey from Zebra Technologies offers his expertise on navigating the mindset shift from product selling to solution selling.
Discover the top insights from B2B sales and marketing thought leaders on The Insiders Podcast in 2022, plus trends to watch for in 2023.
This year we entered numerous awards to celebrate and showcase the work that we do at durhamlane…
Miguel Avalos, Head of Ads Marketing, Commerce & Vertical Growth Programs EMEA at Google discussed how building diverse teams strengthens your go-to-market strategy.
Dirk Gauwberg, Global Operational Marketing Director at AXA Partners, shares his expertise on how to drive revenue growth at a rapid pace.
Catherine Dutton, VP of EMEA Marketing at Pegasystems, shares how marketing can add business value and positively impact revenue growth.
Richard Lane discusses the impact of digitalisation in sales with the emergence of digital selling, voice and AI.
We identify key marketing challenges for CMOs, plus six ways to overcome them and create a unified revenue engine with sales.
Learn how we’ve helped our customers overcome a “seasonal slump” in opportunity creation across the summer months.
Nick McClelland (Chief Growth Officer) and Aine Bryn (Chief Marketing Officer) from Mercer UK offer their expertise about the constant relay race that exists between sales and marketing.
Emma Roffey, VP of Marketing EMEAR at Cisco, offers her expertise on how to align sales and marketing through a customer-first philosophy.
Learn why using too many filler words on sales calls could be losing you new business deals, and how to avoid them.
Read our latest thought leadership exploring the benefits of outsourcing part or all of your sales process.
Darren Cassidy, Managing Director UK&I at Xerox, discusses the importance of practising ‘adaptive leadership’ to drive sales growth.
Darren Atkins, Marketing Director at Sabre, speaks about the importance of measuring marketing’s impact on sales pipeline.
Franklin Williams, Director of Global Commercial Excellence at Thermo Fisher Scientific, discusses the importance of embracing social selling company-wide.
Struggling with objection handling? This blog offers tips on how to reframe the narrative in your sales calls to win more opportunities.
Neil Ritchie, Head of Global Marketing & Sales of ABB’s Motion Services, explains how to mediate between a global revenue strategy and its local execution.
Graham Hawkins, Founder & CEO of SalesTribe, discussed how he uses storytelling and sense-making to sell smarter to smarter buyers.
Sascha Rahman, Head of Strategic Marketing & Sales Excellence at ifm, spoke about minimising buyers’ remorse by coordinating sales and customer success capabilities.
Looking to outsource your sales process? Explore why a thorough, customer-centric onboarding process is essential for every sales partnership.
Ivy Petit, Global Marketing Director at Veolia Water Technologies, discusses the importance of collaborating with Sales to channel the customer’s voice.
Learn why an effective onboarding process is the key to unlocking customer success.
Ricky Sevta, Chief Revenue Officer at simPRO speaks about the importance of maintaining a startup mindset to drive sales growth.
Dive in to the details of our consistent and proven approach to marketing-to-sales lead development and conversion across Q1, 2022.
Predictable, long-term sales growth for your business is possible when you maximise marketing to sales lead conversion.
Peter Schopf, Head of Sales MindSphere for EMEA at Siemens spoke about his “copy and paste” technique for creating scalable templates for sales success.
We spoke to Ryan Bott (Global Vice President of Revenue at Sodexo) about the reduced windows that salespeople have to influence decision making.
Learn how hybrid salespeople at Fellowes are adapting to today’s customer-first sales journey with a hybrid strategy of Sales and Marketing.
We delve into Emma Botfield’s (Managing Director UK & Ireland at RS Components) aspirations to promote perspective diversity in Sales and Marketing.
Gaurav Verma lifts the lid on his experience in sales after pivoting from pursuing a career in Engineering.
Discover why B2B lead generation is crucial to sustainably growing your sales pipeline.
Find out what you need to build a successful sales growth partnership for your organisation.
How to build a forward-thinking B2B strategy that drives sales in competitive and ever-changing industrial sectors.
Reach new customers in industrial market segments to drive business growth.
Do you need help with your front-end demand generation and inside sales activity?
We uncovered 5 key ideas to help b2b marketers improve buyer engagement and drive marketing-generated revenue.
Learn why having a repeatable & effective inside sales process is essential for business growth.
Don’t have the resources to build, train and manage an in-house sales team? Discover our full-cycle inside sales service.
Learn how the pandemic has shifted the way business is done for B2B buyers and vendors.
Explore how a demand-based approach is transforming the ROI of marketers globally.
Learn how more businesses are transitioning from a field to inside sales model.
We’ve identified the most common lead generation challenges faced by marketing leaders – and how to overcome them.
durhamlane are thrilled to have been named among the top 100 mid-sized companies to work for in the UK.
Want to know how to drive more sales and maximise ROI from Account-Based Marketing?
To be commercially successful, ABM requires ‘Sales-Based Engagement’ to convert target accounts into customer accounts.
Discover the biggest blind spots new-to-role sales leaders often overlook – and how to overcome them.
Our unique ‘Magic 35’ sales qualification framework contains seven core criteria that allows you to have sales conversations with purpose.
Discover some of the top blind spots for new sales leaders and, more importantly, how to overcome them.
The durhamlane leadership team is continuing to grow, with Finance & Resource Manager Laura Marriner now on board as of April 2021.
Download our proven step-by-step approach to recruiting the best SaaS sales talent.
The essential guide for businesses looking to rapidly scale and build market share.
As April 2021 marks our 10th year in business, here are 10 landmark events to commemorate a decade of durhamlane…
We asked B2B industry leaders for their top 10 revenue generation predictions in 2021.
The essential post-funding playbook for ambitious businesses that need to scale up, fast.
Assess your readiness to execute an outsourced demand generation project with our checklist.
We learned plenty from this year’s State of Demand Generation research, but here’s our top 7 takeaways…
Discover four reasons why growth in the Martech industry is about to boom.
What are the top five strategic demand generation tactics that sales and marketing leaders…
Here are 3 of the core elements we focus on to accelerate revenue growth for our clients…
Find out what’s top of the agenda for sales, marketing and revenue leaders in 2021.
durhamlane lifts the hood on The State of Demand Generation today…
durhamlane is re-writing the rules of outsourced sales & marketing with a complete rebrand to start 2021…
Download our demand generation one-pager highlighting our integrated b2b marketing and sales tactics that convert leads into revenue.
Discover how integrating your sales and marketing functions can maximise business outcomes.
Are you still WFH? Make sure you’re not making these surprisingly common prospecting mistakes.
Find the best lead generation strategy for your business.
Find out how more and more organisations are winning high-value deals by implementing ABM tactics.
Increased revenue, lower costs, the acquisition of new skills and technologies, and the diversification of cost and…
Follow these steps to improve the success of your sales team…
I know what you’re thinking: “Why on earth would I want less leads in my pipeline?!” It’s an odd concept…
Earlier this month, The Global Sourcing Association (GSA) held the GSA UK Professional Awards 2020 in a special virtual ceremony.
If you’ve ever considered outsourcing your lead generation function, at least one of these thoughts has probably crossed your mind.
Photo taken October 2019. Despite the ongoing Covid-19 pandemic, durhamlane have continued to grow; creating…
Nothing gets salespeople more excited than high-quality leads. Well, except for closing a new deal…
Like many, I started my working life in the hospitality sector – waiter, bar staff,…
The business community is facing unprecedented pressure on their P&L. Many have seen their revenues and…
After months of consistently delivering results for clients using the Nexus platform, durhamlane have been named a Nexus Accredited Partner…
durhamlane are delighted to have appointed Matt Sims, former CEO for the UK and South…
Achieving success in B2B sales while working from home is a lot like punching a cloud…
Understanding how to stay positive at work has never been more important. Whether you’re in an…
“I’m not worried about hitting my target”… An odd opening statement for a full cycle…
We are delighted to announce that we have appointed Martin Moran as our Chairman. Martin…
A lot is expected of Software as a Service (SaaS) sales teams. But business priorities are shifting, making selling…
Right now, the world is about as predictable as the British weather, i.e. not very. It’s therefore difficult to know…
If your business sells stuff in the B2B space, you need a social selling plan…
In response to the current circumstances, we’ve launched a new slimmed down Virtual Demand Generation Package.
The first instalment of durhamlane’s new sales podcast series, 50 Shades of Sales: Life as…
Technology plays a significant part in our professional lives. Knowing how to sell IT solutions…
Looking for advice on how to become a Sales Trainer? Maybe I can provide a…
According to the most recent UK population survey, it’s estimated that 8% of the UK…
As a sales trainer and coach, I’m often brought in by businesses to help sales…
durhamlane has been awarded with the ISO 9001:2015 QMS certification, and we couldn’t be prouder. The ISO 9001:2015 QMS is an…
Pareto’s Law can be found in almost all aspects of life if you look hard…
B2B sales has changed more in the last twelve months than in the previous ten years…
As our early Christmas present to you we’re sharing our ‘Twelve Days of Christmas’ sales tips, as…
It’s official – durhamlane is an outstanding company to work for! As reported by Insider, we’ve been…
In November, we were delighted to host the north east launch event for valued partners…
So you want to know how to sell cyber security? With all the cyber threats…
Sales outsourcing is an often-overlooked tactic when it comes to expanding sales efforts into European…
Are you an ambitious, commercially-focused and experienced marketer manager looking for more responsibilities, challenges and…
We’re excited to announce that our first ever animation is now LIVE! We produced this…
“Recruitment is like fishing. The problem is not a shortage of fish, rather where you fish and the bait you use”
Read time: 3 minutes Sales is the be all and end all of every business…
“Software is eating the world…” …These were the wise words of Marc Andreessen, co-founder of…
We are delighted to be able to officially announce that we’ve opened a new delivery…
At aged 14, I dutifully attended church every Sunday with my parents, going along with…
We’re excited to announce that we’re launching a new apprenticeship solely focused on improving sales…
We are delighted to announce that we have achieved a record year for growth. In…
From all of us at durhamlane, we’d like to wish our customers, prospects, suppliers, partners…
Our world-class training solutions focus on business fit and business value. Find out more…
Are you frustrated that your team are not as effective as they could be at…
In any field, finding the best talent can be extremely difficult. However, recruiting the best…
Working in sales can be difficult. It’s full of ups and downs, twists and turns…
Let me guess, your sales performance is spikey. You have a few superstars who need…
We are delighted to reveal that we are the proud gold sponsor of Scaleup Summit…
Business confidence has plummeted across the UK (especially in the North East) in August, according…
In a recent Digital Leaders Salon we debated Artificial Intelligence (AI), chatbots and the future for humans…
The power of behavioural analysis in sales and customer facing teams “Being able to flex…
We are excited to announce that we have won a renewal project with global HR…
“Being able to flex your sales approach with customers can lead to a significant performance…
Nothing beats face to face sales coaching. Effective in-person sales coaching is the single most…
At the time of writing, we are now in our third week at Deltic House,…
Last week, we were delighted to announce that we have moved into our new state-of-the-art…
We’re delighted to announce that we have won a renewal project that will span 13…
This week, Alison chaired the “Women in Digital” event at Teesside University’s Digital City. Co-organised…
Do you want to travel and see Asia, but are worried about sacrificing your career…
There is a huge amount of talk right now about how the digital world is…
Reform. It’s a word that strikes fear into many, but come 25 May 2018, it…
UK leading sales performance company durhamlane has joined the Artificial Intelligence (AI) sales revolution by…
Tonight is a big night! It’s the prestigious award night of CIPD, the professional body…
We dare to make the link between a sales person and a social worker. We…
Agility is a much-prized thing in business. The word often serves as shorthand for the…
This is a long-awaited day! The first issue of our industry led magazine The Leap…
durhamlane, the leading UK sales performance company, today announced the appointment of Martin Moran, MD…
Rezatec provides geospatial data analytics using proprietary algorithms and advanced machine learning techniques to deliver…
A common worry salespeople face on a day to day basis is that deep down…
The fourth annual London Technology has come to an end; the capitals biggest festival of…
Why outsource your sales? With all the horror stories you hear regarding typical ‘lead generation’…
How is it that some businesses continue to grow, even in volatile economic times?
Sunderland Software City, the organisation enabling the growth of the software sector in the North…
Newcastle-based durhamlane is set for further growth and job creation after enjoying its most successful…
In the UK, an estimated 7% of the working population are employed in sales, some…