Available to book
Jeff Kirchick
Equip sales teams for the AI era with Jeff Kirchick, authentic selling expert and consultant. Jeff equips organizations to balance AI automation with human connection, teaching discovery techniques that uncover genuine customer needs. Jeff is the award-winning author of Authentic Selling and has been a part of three successful exits and one IPO.
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.
Topics, sessions and talks
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.
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 the accurate predictions about AI's rise in sales he made in his 2020 book Authentic Selling, 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.
Jeff Kirchick has developed a simple 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 equip teams to overcome challenges and drive success in their sales processes.
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.
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.
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.
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frequently asked questions
Something we've not covered here?
Jeff Kirchick structures sessions around a contrast method, pairing examples of authentic behaviour with counterexamples of inauthentic behaviour, and anchors this framework in biological reasoning to explain why audiences respond to perceived honesty. He also delivers a four-step objection handling formula drawn from his sales leadership experience, trained directly to the attendee's business context.
Jeff Kirchick speaks on authenticity in sales, AI's impact on B2B selling, and objection handling frameworks. His book Authentic Selling won the 2021 Independent Press Award for Sales & Marketing and had previously predicted AI's rise in sales.
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