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Our Process

What does engaging durhamlane look like?

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1

Step 1: Business Fit

A wide variety of organisations contact durhamlane every day looking for help / advice on how to accelerate their growth. However, we can’t help them all.

Our first sales mantra is ‘Business Fit, Business Value, Developing Long-Term Relationships’, this means both parties need to ensure there is a mutual fit.

We’re selective about the customers we chose to work with (just as we’d expect prospective customers to be selective in who they ask to help them).

Typically, we will work with organisations that have complex offerings, mainly in the software & tech or engineering & manufacturing sectors – these are the areas in which our services and ‘Selling at a Higher Level’ methodology has proven to be most successful.

2

Step 2: Diagnosis

Once both parties agree there is a ‘business fit’, we will then get to work on understanding your pain points and challenges. This can take place over the phone, but it’s always better to discuss this face-to-face where possible.

We expect full and total openness. This is essential in order for us to accurately diagnose the real problem(s) or opportunity and what the best fit solution might look like.

The barriers to your desired growth will usually stem from problems with (or lack of) people, processes or pipeline (or a combination of the three).

3

Step 3: Recommendation

Following diagnosis, we propose our recommendation. This is usually in the form of a document (depending on urgency and timescales) and sent via email to be discussed verbally (over the phone or face-to-face depending on factors).

Our recommendations will usually comprise of action points on how to improve the performance of your people, processes or pipeline (or a blend of the three).

This could be by giving your pipeline a ‘shot in the arm’ through outsourced sales campaigns (what some would call telemarketing / telesales) and creating qualified new business opportunities and appointment setting (or in some cases full inside sales operations).

It may be through our consultancy, training and coaching services which evaluate and strengthen sales methodologies and streamline sales processes.

It could be through recruiting and building high performing sales team, from graduate level all the way to board level experienced hires.

Increasingly, ambitious organisations require a blend of all of these services to achieve their growth objectives in a certain time frame.

4

Step 4: Plan

Once we have discussed and agreed to proceed on the recommendations and key performance indicators (KPIs), you will be sent a formal ‘Statement of Work’ document to sign. It’s important to note that no cost is incurred by you until this stage (which is why we’re so selective during Step 1).

Once signed, our comprehensive onboarding programme is unlocked and we plan the delivery of the project(s). The first stage is a strategic kick-off work-shop, which usually takes around half a day (this can be done remotely via video conference but both parties get more value if it’s face-to-face) depending on the scope of project and desired timescales.

Following the strategic kick-off workshop our Quality & Assurance process is enacted. This ensures we have all of the information we need in order to create the results you require.

5

Step 5: Action

Everything is now in order. We can now formally start the project and begin doing what we do best – helping you to accelerate your growth.

You’ll be regularly updated and provided with comprehensive reports and analytics where appropriate.

We’ll also make suggestions if a pivot in strategy is necessary or preferred to hit your KPIs and desired growth and objectives.

6

Step 6: Review

Once the project is completed, we’ll organise a formal review meeting to evaluate progress, learnings and suggestions for moving forward.

Whilst we are good at what we do, there is always room for improvement (especially following the first engagement) and to get better and faster.

Over 90% of our customers renew with us following the first engagement, which speaks volumes. We want to be a strategic, long term, trusted advisor and partner in your growth. Not just another supplier.

Still not convinced?

See what our clients have to say...

Malcolm Goodwin

Head of Business Solutions, Aviva

“durhamlane showed a high flexibility and agility. They were able to constantly adapt the process during the project phase to ensure the best possible outcome. As a result, they have generated a significant increase in leads for us.”

View Full Case Study View all Case Studies

Nick Longden

Sales Director

“durhamlane helped us develop a consistent approach to selling, changing the mindset of the team and helping them qualify higher quality leads. They really understood our business, which meant the quality of the candidates they sent to us meant we saved a lot of time and effort.”

View Full Case Study View all Case Studies

Andrew Robson

CEO

“When we looked at technology-specific sales coaching and lead generation companies, there was really only one that could deliver what we wanted. durhamlane’s approach is unique.”

View Full Case Study View all Case Studies

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We help organisations develop sustainable sales strategies through our proven 'Selling at a Higher Level' methodology

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