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Mechanics of B2B Sales

Counter-intuitively, people think that when you memorize, you end up becoming less creative.  Kiva Kolstein, CRO of AlphaSense, believes the opposite is true. If you’ve retained your pitch or demo, you go in knowing what you want to say about your company or product.  You are freed up to be more present and in the moment, to have a real conversation with the person you are meeting.

Every single interaction with or for a prospect, from research and introductions to discovery and close, has the potential to impact the outcome of a deal. Kiva Kolstein will take you on a journey from the first touch to executed contract, introducing the concept of choreography at every step. This webinar, led by Kolstein, will give actionable tips and strategies about choreographing a successful sales pitch. 

Why not choreograph the entire experience and think in advance of the things that you’ll do “if”?


Kiva Kolstein

Kiva is chief revenue officer for AlphaSense, a search engine for finance executives. Prior he was chief revenue officer for B2B commerce platform, Handshake. Before Handshake he was vp sales and chief growth officer for Percolate. Prior to Percolate, Kiva was a founding member and svp sales for the corporate and life sciences division of Gerson Lehrman Group ("GLG"). And before GLG, Kiva led national accounts for software provider, Kastle Systems, worked for CPI, a niche-consultancy focused on organization development, and was general manager for Global Crossing. In addition he regularly consults for FRC portfolio companies and is an advisor to several high-growth technology companies, including Splash and Bomoda. He received his degrees from University of Delaware in Political Science and Marketing.

Earlier Event: October 4
Selling to Property Managers
Later Event: October 19
The Blueprints of Urban Tech Investing