Who am I: Lorenzo. Fast learner, result-oriented and always curious and eager to learn. I have experience and I am strongly interested in B2B software solutions that optimize processes, improve results, and reduce costs. I like to work in very dynamic and growing contexts (startups, scale-ups)

Let’s connect if you are interested in software, SaaS, startups or if you are eager in start a conversation and sharing best practices about sales, lead generation or growth strategies

Lorenzo Tiberi

Sono ormai 10 anni che lavoro in, costruisco, e scalo team di vendita B2B in Europa. 🇪🇺

E ho imparato una cosa fondamentale: 👉 La teoria non salva mai una pipeline vuota.

Sempre più spesso i clienti di Crono ci dicono: “Bellissima la piattaforma, ma come costruisco un sales process che scali davvero nel 2026?” 

Così mi sono messo all'opera. Insieme alle persone con cui ogni giorno costruiamo Crono, e che hanno fatto "palestre" di vendita come Microsoft, Veeva, Factorial, Teamleader e Salesforce, abbiamo unito i puntini. 🤝

🚀 È nato il Crono Sales Playbook 2026

30+ pagine. Molta pratica e solo la teoria che serve davvero. Dentro trovi:
🔹 Quando usare MEDDPICC vs SPICED (e perché). 
🔹 Come strutturare il team SDR/AE senza bruciare lead. 
🔹 Come rendere le Sales Ops un moltiplicatore (e non un collo di bottiglia). 
🔹 Benchmark AI-first con dati reali.

Se stai costruendo o scalando un team B2B oggi, questa è la guida che avrei voluto avere io 10 anni fa per non sbattere la testa contro i soliti muri. 🛠️

Trovi il link nel primo commento. 👇

#B2BSales #SalesLeadership #SalesOps #Crono #SDR #Startup #Growth #Playbook

The Italian version of our B2B Sales Playbook was a massive success with 1,000+ request 😱 in less than 1 week so we decided to translate it in English as well...

I’ve spent the last 10 years building and scaling B2B sales teams across Europe. 🇪🇺

And I’ve learned one fundamental truth: 👉 Theory never fixed an empty pipeline.

Lately, our customers at Crono keep asking the same thing: “The platform is great, but how do I build a sales process that actually scales in 2026?”

So, I got to work. Together with the team building Crono, veterans from sales powerhouses like Salesforce, Veeva, Factorial, Teamleader, and Microsoft, we connected the dots. 🤝

🚀 The Crono Sales Playbook 2026 is officially here.
30+ pages. Pure practice. Only the theory that actually moves the needle. Inside, you’ll find:

🔹 MEDDPICC vs. SPICED: When to use which (and why). 
🔹 SDR/AE Structure: How to organize your team without burning leads. 
🔹 Sales Ops as a Multiplier: Turning a bottleneck into a growth engine. 
🔹 AI-First Benchmarks: Real data for the modern era.

If you’re building or scaling a B2B team today, this is the guide I wish I had 10 years ago to avoid hitting the usual walls. 🛠️

Check the link in the first comment. 👇

#B2BSales #SalesLeadership #SalesOps #Crono #SDR #Startup #Growth #Playbook

Erica Isotta Surace

Community-led growth at the D2 collective | Making meaningful connections in tech happen in Amsterdam, Dublin, London, New York and beyond ✨ x-LinkedIn | TEDx & Public Speaker

Community builder, event mastermind, and advocate for intentional networking.

I published my first book at 21 and started my first business at 23. I have worked at start-ups and big corp such as LinkedIn, Salesforce, and Miro. 

My vision is to build bridges among people and opportunities, weaving a tapestry of connections that not only strengthens communities but also pave the way for collective growth and endless possibilities.

I am on a mission to make the [tech] world feel closer with the D2 collective, the fastest-growing community for professionals to make meaningful connections in the tech industry.

I have delivered 50+ presentations on DIB, future of work, advancing your career in tech and making meaningful connections in events such as TEDx and CMX, and to students from top universities such as John Cabot University.

𝗙𝘂𝗻 𝗙𝗮𝗰𝘁𝘀:
🌟 Featured on Vanity Fair at age 29 for my dedicated work in promoting gender equality in the literary industry with Women Plot.
📚 Pioneered the first-ever reading retreat in Italy, fostering a community of 8k+ avid readers and literary enthusiasts.
🎙️ Hosted and produced the Embracing Life podcast, a platform dedicated to exploring mental health and relationship dynamics, which garnered 35k+ downloads since its launch in late 2021.


If you've read it so far, and think we might have synergies - send me a message! 


Personal interests: reading, running, travelling, podcast, and mental health.

Co-Founder - Community Growth, Events & Partnerships

the D2 collective makes it possible for its 3000+ members to form long-lasting and meaningful connections within the tech community. Our members have the chance to connect to inspiring and talented individuals in the tech industry, join exclusive events, access expert-led content to develop their careers, and browse jobs.

If you're an organization and want to step up your brand awareness, employer brand, engagement programs, and lead generation with our thought leadership & events, get in touch at erica@thed2collective.com

Looking for speakers :)

We're hosting an International Women's Day event in Amsterdam on March 3rd: "Navigating Career and Life: Parenthood, Infertility, Being Childfree & Caregiving"

I'm looking for women in tech willing to share their story on the panel, about navigating their career while managing infertility, miscarriage, caregiving, being childfree by choice, or balancing motherhood.

If you've lived one of these experiences and would be open to speaking (with honesty and zero judgement), send me an email at erica@thed2collective.com with a bit about your story.

We'll work to bring together a panel as diverse as possible, so everyone who attends feels seen.

📍 Amsterdam, March 3rd, 18:00–20:30

Edit: As this event sits within our D2 community series for employees working at tech companies, the intersection between these life experiences and a career in tech is essential. We’re specifically looking for speakers who can share their story in that professional context.

P.S. If you’d like to be considered, please email a short description of your story and why it’s relevant, along with your LinkedIn profile. It doesn’t need to be long, but we can’t evaluate if you would be the right fit without that.

Making meaningful connections in tech happen at the D2 collective✨ TEDx & Public Speaker | Woman in Tech Award 2023

Last night, we gathered at Datadog's Amsterdam office for "Accelerating Complex Sales in the DACH Market," welcomed by Bor-Tsong Chen and the whole team.

To be honest, the conversations from the evening have been sitting with me since.

The room was full of sales leaders, account executives, and SDRs working across the DACH region. My favorite part? The speakers shared real deals. The ones that dragged, the ones that almost died, and the ones that only closed because someone refused to stop paying attention.

Here is what stayed with me.

💜  Persistence without learning is just noise. Theresa worked on an account for nearly three years. The previous rep had contacted tons of people with zero replies. She inherited it, kept getting rejected, and then discovered they had been pitching the wrong use case for two full years. Instead of walking away, she treated every no as information, stayed close enough to spot the exact moment her help would matter, and closed the deal in two weeks. 

💜  In Germany, trust is built through voice, not inbox. Lucie made the case for cold calling not as a numbers game but as a human one. The goal is to learn something. When you approach it that way, connection follows naturally.

💜  What customers tell you and what actually happens inside their organization are often two very different things. Niklas shared a deal that took a full year, got stuck behind budget delays, board approvals that did not come when planned, and a partner relationship that added complexity. 

💜  If the people above your contact will not engage, the deal might not be real. Timo described how he tests organizational alignment by reaching up. If a director on the customer side does not reply to his email, that silence is a signal worth listening to.

💜  And the thread that ran through all of it, as Vanessa put it in her closing: slow down to accelerate. Poor preparation is wasted time, the best business case means nothing if it is not tied to a real company initiative, and power does not always follow titles.

This is what D2 events look like. 

Grateful to our speakers Theresa, Lucie, Niklas, and Timo for their openness. To Vanessa, Lauren, and Holly for the partnership and for making this evening possible. 

If these are the kind of conversations you have been looking for, stay close.  More coming soon.

I've been thinking about why we come together. 

Priya Parker's The Art of Gathering makes the argument that most events are already failing before anyone walks in, because the purpose was never specific enough. A format is not a reason to bring people together. A panel with drinks is just a container: that's not enough on its own.

The why behind last night's event started with something personal.

Last year I was sitting in a meeting, physically present but completely elsewhere. I was going through grief. I said nothing, contributed nothing, and kept pretending everything was fine. Weeks later someone working with us told me they had assumed I was angry at them. They had no idea what was going on. And honestly, that was on me.

You can't expect people to understand something you haven't told them.

Vulnerability is a generous and painful act in order to be known and maybe understood. 

I didn't think that part of me belonged at work. So I performed being okay until I eventually stopped performing and just said it: this is what's happening, I'm sorry if you've seen a version of me you didn't recognise. I also don't recognise myself anymore.

That's why I personally wanted the space we created last night. Because I'm pretty sure I'm not the only one who has sat in a room carrying something invisible and said absolutely nothing.

Last night, six women made the generous and painful act of sharing.

We heard about going through IVF in a male-dominated office with nowhere private to give yourself injections. A pregnancy loss, and being back at your desk before you were anywhere near ready. Raising a child with autism while holding a career in one of the most demanding industries going. Choosing not to have children and having to justify that choice repeatedly, to colleagues, to strangers. Losing a parent in the first year of new motherhood. Adopting a daughter at 50, after years of trying every other possible path.

A few things that have stayed with me since:

🤍 Grief is a tunnel, not a cave: you move through it. It doesn't have to be where you live.

🤍 The mask works, until it doesn't. We all wear one. Whether the people around you make it feel safe to put it down occasionally, that matters more than most policies ever will.

🤍 Ambition isn't one shape: going deep instead of climbing up the ladder is not settling. 

🤍 Someone always has to go first. One honest thing said out loud shifts what everyone else in the room thinks they're allowed to say.

A leader said something at a D2 event in Dublin last year that I've thought about far more than they probably expected: if you don't tell your story, how would you expect others to know?

Thank you to Ali Garcia Higgins, Andreia Dos Santos, Anke den Ouden, Emily Firth, Francesca Catanuso, MA, and Isha Smith for telling yours last night 🖤

Last night we gathered at Personio’s Amsterdam office to talk about something that all of us are experiencing: change.

The room was full of leaders and individual contributors who have lived through restructures, new roles, AI shifts, parenthood, ambition, fatigue, and growth all at once. Instead of abstract advice, the speakers shared moments where they did not get it right.

One story that stayed with me was about handling a redundancy early in a management career. The speaker described being emotionally distant, repeating the corporate message, and only later realizing that people do not remember the rationale. They remember how you made them feel in their most vulnerable moment. The shift came when he understood that a leader cannot outsource empathy to HR, and that moving through your own resistance quickly is part of the responsibility of leadership.

Another speaker talked about ownership in a way that felt refreshingly practical. Entrepreneurship inside a company is about owning the outcome, even when the structure does not fully support it. That mindset led to growth, trust, and eventually bigger responsibility.

We also heard about the reality of leading while exhausted, of becoming a working parent and realizing that if you do not check in with yourself, you cannot show up well for your team. That honesty created space for others to step up rather than step back.

The common thread across all of them was this: change is not a single announcement. It is a process. If leaders do not take the time to understand the why, ask the uncomfortable questions, and provide context repeatedly, people will fill the gaps themselves (someone brilliantly called this, “a lot of mental gymnastics”)

As a facilitator, I was reminded that the most useful conversations are the ones where people share how they moved from resistance to responsibility.

Change is not optional, but the way we meet it is.

Grateful to our speakers (Iteke, Jakub, Liset, and Scott), to everyone who joined us, and to Personio for hosting us. 

These are the conversations that make leadership feel human again.

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Couldn't be in the room for this one, but I felt every bit of it from afar 🖤 

This week, Rachael Monaghan and Adon Blackwood co-hosted a very inspiring panel for the D2 collective: Craft Your Path: Reinventing your Career, and from everything I heard and saw, they created something genuinely special.

A few things that stuck from the conversation:

Career reinvention isn't always a bold leap. Sometimes it's an 8-year experiment - a 20% project here, a course there - until the direction becomes undeniable.

Energy is data. Multiple speakers talked about tracking where their energy goes as a compass for what's next. That's underrated advice.

Your "board of advisors" matters more than one mentor. Diverse perspectives across gender, industry, and seniority will tell you things a single mentor never could.

The best advice one panelist ever received? Stop coming with solutions. Come with a real understanding of the problem. That's what makes you indispensable.

Thank you to our hosts, our speakers and to everyone who showed up and asked the hard questions. This is exactly why D2 exists 🖤

I got on a prep call this week with a CEO of a tech company ahead of our Women's History Month panel. 

At some point she told me about an offsite she attended almost a year into being CEO. 

Her leadership team was there, people she had hired herself. The format was simple: everyone stands up, says their name and their role. When it was her turn, she froze. She could not bring herself to say her name and her title out loud. And right next to her, two men who had been in the company for a fraction of the time stood up and said their titles without a flicker of hesitation.

That moment woke her up. 

She described it as the point where something clicked and she thought, there is something wrong here, and it is not me being unqualified. It was the beginning of a long piece of internal work she has been doing since.

What stayed with me is that by any measure, she was already succeeding when this happened. The results were there. People were telling her she was doing a great job. And none of it was enough, because the work she needed to do was not about performance, it was about belief. Nobody could hand that to her.

I am sharing this because I think a lot of women in the communities we build are living in that same gap: capable, delivering, outwardly fine, and yet not quite able to claim the thing they have already earned.

This is exactly why I love the work I get to do at D2. Bringing stories like this one to life, and creating the space where sharing them can actually bridge that gap for someone else in the room.

Last night in London we partnered with Contentful to bring together marketing leaders from enterprise companies who are responsible for driving meaningful growth inside complex organizations.

From the outside, it was a private dinner at the Bvlgari hotel with senior leaders around one table, a curated guest list, a thoughtful setting.

What made this one different was the level of care that went into the details.

We decided to approach the evening with more personalization than we ever have before. Handwritten cards. Wax seals. Individual notes prepared for each guest. Small touches that most people would never call essential, especially in a B2B context.

There is always a question in moments like this. Does this level of effort actually matter, or is it just aesthetic?

You could feel the answer as soon as guests arrived.

People slowed down. They read what was written for them. They commented on it. The tone of the room felt considered from the beginning. And when the conversation started, one of the leaders spoke openly about the tension they are navigating between driving growth and maintaining long term brand trust inside a large enterprise. It was thoughtful and honest, and the rest of the table responded in the same way.

That shift did not happen by accident.

Right now, many tech companies are investing more in field marketing and community-led initiatives to support growth. More dinners. More roundtables. More moments in person.

But the difference is not in the act of hosting. It is in the way you host.

The level of care you put into the experience shapes how your brand is felt in the room. It shapes how safe people feel to contribute. It shapes the depth of the conversation.

A big thank you to Swarnalatha, Charlotte, and the Contentful team for their care and collaboration. Partnering with people who know that hosting is about more than attendance is always a pleasure.

This evening was a reminder that meaningful connection is not a format. It is a design choice.

And when it is done well, you can feel it 🖤

March at the D2 collective 💥

After a wonderful February, so much looking forward to officially kicking off event season with moments of connection, learning, and community.

March 3: 🇳🇱 Amsterdam: Navigating Career and Life: Parenthood, Infertility, Being Childfree & Caregiving
↳ https://lnkd.in/e_eE-KMX

March 3: 🇬🇧 London: Craft Your Path: Reinventing your Career
↳ https://lnkd.in/eXmWBEDz

March 4: 🇫🇷 Paris: AI as Your Co-Pilot: Leading the Next Generation of Work
↳ https://lnkd.in/e5-BeH5r

March 5: 🇸🇪 Stockholm: Designing a Career Around Transferable Skills at Mentimeter
↳ https://lnkd.in/dRhB7RAp

March 12: 🇪🇸 Barcelona: Navigating Career Growth as a Woman in Tech at Dynatrace 
↳ https://lnkd.in/ejsbJyDZ

Mar 12: 🇨🇦 We're off to Toronto, Canada!

Mar 17: 🇬🇧 London: Winning with Outbound in Competitive Markets at HiBob
 ↳ https://lnkd.in/dtxSXHqg

Mar 18: 🇮🇹 Milan: AI as Your Co-Pilot: Leading the Next Generation of Work at Spotify
↳ https://lnkd.in/d2qQnzG3

Mar 26: 🇩🇪 Berlin: Hiring and Retaining the Right Talent for Growth in partnership with Rippling
↳ https://lnkd.in/d4aQU7KE

Looking forward to seeing you soon 🖤

Last night we hosted a CFO dinner in London in partnership with Rippling to spark meaningful conversation on accelerating growth while controlling cost with a room of finance executives.

According to Gartner's most recent research, more than half of CFOs have cost optimisation as a top priority for 2026, while almost the same number have growth investment in their top five simultaneously. What we've seen is that the leaders who are solving it well have stopped treating those two things as being in competition with each other.

This is exactly the kind of conversation D2 exists to create space for, where finance leaders can think out loud and where the questions are honest.

Thank you to the Rippling team for their partnership and to everyone who showed up and contributed.

Only 13% of European employees are engaged at work (Gallup).

That number sat with me when our own Vivienne came back from last week's HR Leadership Dinner in Amsterdam, and shared just how meaningful the conversation had been.

She co-hosted the evening with Culture Amp around redefining motivation and a question that feels increasingly urgent: can we win back employee ambition?

A small, curated group of senior HR leaders. Honest conversation about what's genuinely hard right now: retention, leadership fatigue, the gap between what organisations promise and what employees actually experience.

This is exactly why we build D2, to create the conditions where the right people can find the answers together.

Proud of Vivienne for leading the room with the care and curiosity she always brings.

And a big thank you to Jason, Jason, Stephanie and Charlotte from Culture Amp for making this such a thoughtful and meaningful partnership.

More of this 🖤

Next week we're in Paris, and this is one of those evenings I'm genuinely excited about because of what happens when you put the right people in a room and let them think out loud together.

This is by far my favorite part of the D2 collective: the collective learning. 

Someone shares how they're navigating something, and you can feel the room shift because three other people were quietly sitting with the same question. 

For this one, we brought together four people who are figuring out what leadership looks like when AI becomes part of the daily work. 

Leading the conversation will be Vivienne, who joined D2 two weeks ago and is already shaping the way we run these rooms. So proud to have her on the team 🖤 

You can register here: https://lnkd.in/e5-BeH5r

One of my favourite things about building the D2 collective is creating spaces for conversations that actually matter.

On March 12th, we're hosting Navigating Career Growth as a Woman in Tech, and I'm so proud of the women who said yes to sharing their journeys with us Anastasia Yavorska, Chiara Corticelli, Fiona Garvey and Maura Nardacci MBA.

Whether you're early in your career or leading a team, this evening will have something for you. Expect honest conversations, practical insights, and a room full of people who get it.

📅 Thursday, March 12th 
🕔 18:30 – 20:30 
📍 Dynatrace office, Barcelona

Register here: https://lnkd.in/ejsbJyDZ

This week we hosted a very meaningful conversation at the Mentimeter office in Stockholm that kept circling back to the same uncomfortable truth.

Someone can check every box on a job description, have the right background, the right experience, even the right attitude in the interview, and still hit a wall two years in. Not because they lacked the domain knowledge, but because nobody ever helped them understand how they relate to challenge, to feedback, to the moments where progress is invisible and doubt creeps in.

During my conversation with Lisa Wetter about their a program called "You're Here", I was impressed to learn about this IC self-leadership track designed around something most companies avoid: the inner work of a career. The question behind it was simple but pointed. If people don't fail because of hard skills, why do we keep investing only in hard skills?

What struck me was how grounded the reasoning was. This initiative came from watching what was actually breaking down, and deciding to address it directly rather than work around it.

The other thing that stayed with me while preparing this panel was this: the people who seem most resilient across career shifts are not the ones with the broadest skill set. They're the ones who know how to learn, and who treat that ability as something worth developing deliberately rather than assuming it will just happen.

I'm sharing this because we talk a lot in tech about building the right team. But we spend very little time thinking about what we give people once they're inside, to actually grow into the work and into themselves.

That gap is closing, slowly and last Thursday felt like evidence of that.

Thank you Lisa Wetter & Menti for creating the space for those meaningful conversations, to Ewa Olszewska and Lisa Lindell for connecting the D2 community with care, to our wonderful speakers for sharing so generously James Wood, Jessica Hedlund, Lisa Wetter and Nilufar Anwar and to all those who trusted us with their time and showed up to pause, reflect and connect. 

So grateful for the D2 collective community 🖤

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The Battle

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