Michael Cirrito

Effective discovery is the foundation of great sales. Yet, conducting strong sales discovery (Disco) is one of those things that sounds simple but is consistently hard. T...

When tailoring value narratives, start by clearly defining the stakeholder personas you typically engage. At the most basic level, this includes your Champion, Users, and...

Stakeholder turnover mid-deal is inevitable — especially in large enterprises or global organizations. I learned this acutely during a decade spent leading sales teams in...

In a typical enterprise SaaS sales cycle, communication cadence, content, and format should be tailored to the audience. At LinkedIn, we use a set of recurring, purpose-...