15 Lessons from 15 Years in Sales and Outbound

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 cold calling still works (despite what people say)
• How to build SDR programmes that actually perform
• Why better questions outperform better pitches
• The real role of AI in outbound sales
• What separates meetings from real opportunities