Jeff Kirchick's biography
- Author of the award-winning Authentic Selling, which predicted AI impact on sales
- Sales leader who has contributed to multiple successful company exits
- Consultant and advisor to dozens of early-stage startups
Jeff Kirchick wrote Authentic Selling: How to Use the Principles of Sales in Everyday Life, which predicted AI's impact on sales before it transformed the industry. It went on to win the 2021 Independent Press Award for Sales & Marketing books.
As a sales leader, Jeff guided Y-Combinator startup Next Caller through its acquisition and has participated in three exits and one IPO. He now advises dozens of early-stage startups and delivers talks on sales methodology and authenticity. His experience building companies and navigating rapid technological change gives him practical insights into adapting sales strategies for an AI-driven marketplace.
Jeff helps sales professionals understand where automation adds value and where human connection remains irreplaceable. He teaches discovery techniques that uncover real customer needs rather than surface-level pain points, and shows teams how to handle objections by addressing underlying concerns instead of using scripted responses. His presentations give sales teams actionable techniques they can implement immediately to improve conversion rates and customer relationships.
Organizations looking to future-proof their sales approach while maintaining genuine customer connections find Jeff's perspective both timely and practical.
Jeff's showreel and videos
Topics, sessions and talks
Embracing Authenticity For Better Sales
In this session, Jeff Kirchick shares examples of authentic people and why we like them, and examples of less authentic people and how that works against them. Jeff will also cover the biological reasons why we gravitate towards people who we perceive are presenting an honest version of themselves. The session will go deep on how your team can embrace authenticity while delivering real, practical examples of authenticity in a sales environment.
Authentic Selling In A World Of AI
In this insightful talk, Jeff Kirchick analyzes the significance of authenticity in an AI-driven landscape and its implications for human relationships in B2B environments. Drawing on his accurate predictions about AI's rise in sales from six years ago, Jeff shares his latest insights on the future of AI and its potential effects on business interactions. Attendees will learn how to navigate authenticity amidst technological advancements and gain valuable foresight into AI's evolving role.
The Framework For Handling Objection Like A Pro
Jeff Kirchick has developed a straightforward four-step objection handling program designed for easy implementation. He will train your team on applying this effective formula within your business context. Attendees will learn practical strategies to address objections confidently, enhancing their sales techniques and improving customer interactions. This training aims to empower teams to overcome challenges and drive success in their sales processes.
How To Run Amazing Discovery
Jeff Kirchick believes that most deals are lost in the discovery phase. While others focus on qualification criteria like SPICED and MEDDICC, he introduces his unique pyramid rubric, progressing from Authority to Pain to Awareness. In this session, attendees will learn how to ask effective questions that reveal not only the presence of pain but also its priority among various issues. This approach is essential in today's post-pain sales environment, where simply identifying pain is not sufficient.
Practical AI In B2B Sales: What's Actually Working
Jeff Kirchick walks your audience through exactly how he and his teams are using AI across the full sales process today to prospect smarter, personalize at scale, generate pipeline, and coach reps in real time. No hype, no vendor pitches, no someday slides. Just the workflows, the tools, the prompts, and the tradeoffs from a practitioner who has been building and deploying these systems inside his own organization. Expect a high-energy session designed to wake the room up and send every seller back to their desk with something they can actually deploy.
Why we recommend booking Jeff
Jeff's early recognition of AI's sales impact gives him deep credibility with teams navigating automation without losing deal quality. His track record through three exits and leading a Y-Combinator company through acquisition means he understands both startup velocity and enterprise rigor. Jeff's perspective and experience are highly valued by organizations looking to balance technology adoption with the discovery work that actually moves complex deals forward.
We at Sales Assembly have been fortunate enough to collaborate with Jeff on more than one speaking / facilitation opportunity in front of the 200 B2B tech companies we serve. With a focus on live, collaborative interaction among 150+ attendees, ensuring that our speakers are simultaneously engaging enough as presenters, but also experts at prompting audience interaction is key for us.
The NPS scores of Jeff’s sessions have been outstanding, we continue to hear stellar feedback, and it is our plan to continue leveraging Jeff as a thought leader in front of our member companies.
Jeff came to COOP to give a presentation on cold emailing to our Tech Sales apprentices in our program and it was amazing! The students all gave great feedback on how helpful Jeff’s course has been to them and how they are more confident with their newly learned skills and techniques. He uses simple analogies to teach which helps individuals who are new to the sales realm digest the content with ease. 10/10 would recommend for Jeff to come back to speak again!
Jeff has been an incredible mentor to me; someone who listens proactively, analyzes situations with depth, and offers practical, actionable guidance, all while bringing his exceptional emotional intelligence to in the mix. To me his advice is truly special because of his ability to balance expertise with a warm, authentic human touch. He never forces a playbook on you; instead, he guides you toward what feels true to you. He’s not just an expert, he’s deeply passionate about helping others turn their visions (and, dare I say, even their dreams?) into reality.
