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

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 at a fast-growing SaaS business and why content is no longer a “nice to have”.

The conversation covers brand, content, leadership buy-in and what it really takes to stand out in a crowded market.

1. Why there is no marketing without content
2. How storytelling is shaping the future of marketing leadership
3. Growing pipeline through brand-led activity
4. What most companies get wrong with swag and brand experiences
5. The role CEOs play in successful marketing strategies
6. Building demand by understanding your audience deeply

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 believe coaching is improving, while sales reps report the opposite; how deal reviews are being mistaken for coaching; and what organisations can do to build a coaching culture that actually delivers results.

What you’ll learn in this episode:

1. Why 40% of salespeople say they’re rarely coached or not coached at all
2. The growing gap between leader intent and seller experience
3. Why pipeline and deal reviews are being labelled as “coaching”
4. The role of peer coaching and why it’s massively underused
5. What sales teams really think about AI coaching tools
6. How the best organisations measure coaching impact beyond short-term revenue