Inside the Funnel

Get the inside track on how to deliver success in qualified lead generation and sales conversion strategies.Join Inside the Funnel for compelling interviews with today’s thought leaders in sales and marketing. Industry insight. Inspirational perspectives. Inside your world.

Inside the Funnel is a business podcast hosted by durhamlane, with 55 episodes on record and a Required Pod Score of 80.

durhamlane hosts Inside the Funnel, a business show with 55 episodes published.

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  Episode #6

  Why 'channel' is disappearing from B2B sales (and what's replacing it)

  Sep 16, 202637 minS5

  Ivan Bulaev has run channel, partnerships and direct sales teams at HPE, Kaspersky, AWS and now Autodesk. In this episode, he tells Richard Lane why the word ‘channel’ barely gets used any more - and what’s replaced it. You'll hear how Autodesk structures its ‘sales pods’ to run an 800-account territory without losing control, why AI has already made up 90% of the buyer's mind before a seller says a word, and why chasing the big global system integrators too early is one of the most expensive mistakes a vendor can make. Ivan also shares a Dutch saying about trust that's stuck with him ever since he first heard it - and it sums up partner relationships better than any playbook. Whether you're building your first partner programme or rethinking a mature one, this conversation gives you a sharper way to think about who you sell with, not just who you sell to. Listen to the full episode to hear it all.

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  Episode #5

  From Dashboards to Decisions: Building an AI-Native Revenue Engine

  Jul 28, 202626 minS5

  Most marketing teams have never had more data. Most are still struggling to turn it into a decision anyone can act on by Friday. In this episode of Inside the Funnel, Richard Lane sits down with Mark Boothe, CMO at Domo - and a company that's both a durhamlane customer and a durhamlane supplier - to unpick what's actually changing when revenue teams go "AI-native," and what's just noise. Mark talks about the data foundation that has to exist before any AI initiative is worth funding, the two hires who reshaped Domo's approach to AI enablement (one found via a LinkedIn message he almost ignored), and the numbers behind it - including a seven-figure weekly pipeline number he attributes directly to AI. He's just as direct about where it goes wrong: tools handed to teams with no plan, "AI slop" clogging inboxes, and the difference between using AI and being AI fluent. If you're a CMO, a revenue leader, or anyone tired of watching AI get bolted onto a broken process, this is 30 minutes that will change what you do on Monday morning.

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  Episode #4

  Scaling Hyper-Personalisation Without the Headcount

  Jun 1, 202635 minS5

  <p>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.</p><p>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 that work? Orchestration - using platforms like Clay to connect signals, enrich data, and get the right information in front of the right rep at exactly the right moment.</p><...

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  Episode #3

  Graphic Sales: Why Your Playbook Comes Before AI

  May 5, 202629 minS5

  <p>Most outbound teams are running before they've walked.</p><p>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.</p><p>If you're building or leading an outbound team, this one's worth your time.</p>

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  Episode #2

  Why Siemens Healthineers Is Rethinking Demand Generation

  Apr 7, 202624 minS5

  <p>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.</p><p>Rosanne has spent over 20 years at Siemens, leading marketing across global and regional roles. Her focus today is simple: drive demand, enable sales, and deliver measurable commercial results.</p><p>But in a market that’s changing fast, that’s easier said than done.</p><p>Buyers are more digita...

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