Inside the Funnel

In this episode of Inside the Funnel, Richard Lane sits down with Vincent Chapus, veteran sales leader and co-founder of Palladio GTM, to cut through the AI noise and get specific about what's working. Vincent has built SDR teams from scratch at PayPal, Oracle and TIBCO. Now he helps companies stop buying tools in silos and start engineering their go-to-market from end to end. The centrepiece of t...

Most outbound teams are running before they've walked. Tom Stearns and Peter Cleary - co-authors of Graphic Sales: How to Build a Prospecting Playbook - join Richard Lane to talk about why the thinking has to come before the sequencing, how the right playbook becomes the foundation for AI, onboarding and rep performance, and what it took to write a sales book that actually works differently. If yo...

In this episode of Inside the Funnel , Richard Lane sits down with Rosanne Darrow, VP of Marketing and Communications at Siemens Healthineers, to unpack how one of the world’s largest healthcare organisations is rethinking demand generation - and what it takes to drive commercial impact at scale. Rosanne has spent over 20 years at Siemens, leading marketing across global and regional roles. Her fo...

To mark both the 50th episode of our podcast and 15 years of durhamlane , Richard Lane and Lee Durham break down the lessons that have shaped their approach to outbound. From spreadsheets and cold calls to AI and global SDR programmes - this is the thinking behind the results. What you'll learn: Why mindset beats tools - every time The difference between activity and pipeline that converts Why col...

In this episode of The Insiders, Richard Lane is joined by Jessica Cook , Head of Marketing at Vector, to explore why storytelling has become one of the most powerful growth levers in modern B2B marketing. From building pipeline without a traditional demand gen function to creating a brand that genuinely resonates with marketers, Jessica shares practical insights from her journey leading marketing...

Sales coaching is widely recognised as one of the strongest drivers of performance, yet for many sales teams, it’s falling short. In this episode of The Insiders Podcast, Richard Lane is joined by Kevin Beales , Founder & CEO of My Sales Coach , to unpack the findings from the State of Sales Coaching 2026 report - one of the largest surveys of its kind. Together, they explore why sales leaders...

What does it really take to build a high-performing marketing team? In this episode of The Insiders , Richard Lane speaks with Jessica Gilmartin, former CRO and CMO at Calendly, about the foundations of marketing team performance. From hiring the right people and owning your data, to working effectively with sales and prioritising revenue over vanity metrics, Jessica shares practical lessons from...

In this episode of The Insiders , Richard Lane is joined by James Donaldson , Founder of Stakki to explore how AI is reshaping the sales tech landscape and what it means for sellers. James shares why tool overload has left sales teams distracted, why data quality is now the biggest barrier to predictable revenue, and how AI can help reps spend more time doing what they’re actually hired for: speak...

In this episode of The Insiders , André Stoorvogel (Head of Demand Generation, Workwize)  joins Richard Lane (Co-founder, durhamlane) to unpack how Workwize flipped its go-to-market motion - turning data and intent signals into meaningful conversations (and inbound growth that stuck).  André’s story is a masterclass in focus. He explains how a simple pivot - from HR to IT - transfor...

In this episode of The Insiders by durhamlane , Richard Lane sits down with Guy Rubin , founder of Ebsta and now Managing Director Insights at Fullcast to unpack the power of focus in sales and go-to-market strategy.  After spending over $1 million chasing the wrong market, Guy shares the honest lessons behind a bold pivot that redefined his company’s trajectory and led to record-breaking gro...

Hexagon’s Alexandre Aimé joins Richard Lane to discuss how marketing can drive real revenue growth, boost sales conversion, and embrace AI to power smarter go-to-market strategies.

The world of B2B sales is shifting – again. In this episode of The Insiders , we flip the script. durhamlane co-founder Richard Lane steps out of the interviewer’s seat and into the hot seat, fielding tough questions from Ollie about go-to-market strategies, the future of SDRs, and why listening might be the most undervalued sales skill today.  From breaking down why “cold calling is far from...

Is cold calling dead? Not if you ask Justin Michael, co-author of Cold Call Algo and one of the sharpest voices in outbound sales. In this episode of The Insiders , Justin joins Richard Lane to reveal why AI isn’t replacing cold calling – it’s reshaping it. From smart data strategies to conversation openers that break the mould, Justin shares how sellers can cut through the noise, build credibilit...

In this episode, Lisa Eaton passionately shares that marketing has evolved from the "colouring-in department" to a crucial growth engine. Once seen as a cost center, marketing is now as essential as sales in driving business success. Lisa explains how marketers must embrace commercial strategy, focus on proven tactics, and measure ROI to make a real impact. Forget busy work—today’s market demands...

Discover how aligning sales and marketing can drive business success and create a seamless revenue team. In this episode, Mark Green, EMEA VP at Domo, joins Richard Lane to discuss: The role of consistency, collaboration, and data-driven decision-making in uniting sales and marketing. How marketing has evolved beyond lead generation to influence customer retention, renewals, and growth. The shift...

Discover the power of integrating creativity and humour into your marketing to drive business growth and deliver exceptional customer experiences. In this episode, Goetz Posner, Global Head of Marketing and Customer Experience at Amadeus, joins Richard on the podcast to discuss: The art of creating impactful marketing strategies that prioritise audience engagement How to infuse sales and marketing...

Storytelling is not just reserved for those big moments, in fact storytelling is the fabric of all communication connecting 8 billion people across the world...and Jamie can help you harness its power.  Jamie Mackenzie (author of 28 Bags of Sprouts – Storytelling with Impact) knows all about this from his work on pulling together 5 businesses from 3 countries, under 1 new global banner – Jami...

When undertaking a massive project of any kind, sometimes you only know where you should have started once you’ve gained understanding and it’s too late to go back and do it again.   Chris Betton (UK and EMEA Marketing Manager, HIPER Global UK) knows all about this from his work on pulling together 5 businesses from 3 countries, under 1 new global banner – Chris joined Richard on the podcast...

It’s true that we are often our own biggest critic, and it’s easy to pick at parts of yourself that are less than perfect. But where the real challenge lies, is to be genuinely receptive of your own self-reflections, to learn from your past mistakes and to use them to guide your future successes. Dave Mackay (Sales Director, sa.global) joined Richard in the podcast studio for this candid and hones...

Many people with careers in sales say they ‘fell’ into their role. And as another fellow member of the Happy Trip Up Club, Luke Robinson (Head of New Business at Wolters Kluwer) is no exception. In this episode, hear from Luke as he shares with Richard:  The importance of facing up to challenges and growing from them  How embracing opportunities for growth can take your career in unexpec...

Without a solid go-to-market (GTM) strategy, you might not be cutting through the noise to reach your audience and launch your product or service successfully. So, how do you make sure your GTM strategy packs the punch it needs? Hear it straight from an industry expert – in this episode, Adam B Needles (CEO of ANNUITAS) shares his thoughts on:  The motivation behind Adam’s book, The Chief Gro...

Many don’t consider sales a “real” profession. But with hard work and dedication to the craft, sales is a lucrative and fulfilling career – and in this episode, Mark Ash (CRO of Konica Minolta Business Solutions UK) shares his thoughts on everything he’s learned in two decades in sales:  Mental resilience in the face of adversity  The journey to success, and learnings along the way ...

Impactful marketing that leads on to strong sales has never been easy to pull off – and in many ways, it’s becoming even more challenging. In the previous 6 episodes of Season 2 of The Insiders Podcast, each of our guests have offered their actionable insights into how to combat the growing complexities in the world of marsales. In this episode, our CCO, Richard Lane, shares his thoughts on o...

Marketing budgets are shrinking – so trying to do more with less is on the to-do list for all marketing leaders. In this episode, Zsuzsanna Blau (Global Head of Digital Demand and Campaigns at Nokia) shares her thoughts on:  Navigating the challenges of B2B inflation  Strategies for optimising marketing budgets  Customer retention vs customer acquisition  The impact of generati...

The world of healthcare technology is evolving fast, and with it comes disruption, obstacles to navigate – but also opportunity. In this episode, Paul Stevens (Director of Digital Health at OMRON Healthcare) shares his thoughts on:  The challenge of leading through disruption  Balancing tradition with innovation  Defending your market position  Transitioning skills from manufac...