Book | Architecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More | A Conversation with Evgeniy Kharam | Redefining CyberSecurity with Sean Martin

Guest: Evgeniy Kharam, Co-Founder, Security Architecture [@secarchpodcast]On LinkedIn | https://www.linkedin.com/in/ekharam/Website | https://www.softskillstech.ca/____________________________Host: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber]On ITSPmagazine | https://www.itspmagazine.com/sean-martinView This Show's Sponsors___________________________Episode NotesIn this episode of The Redefining CyberSecurity Podcast, host Sean Martin speaks with Evgeniy Kharam about the essential role of soft skills in the technology and cybersecurity sectors. While many discussions in this field tend to center on hard technical skills or the latest cyber threats, this episode shifts the focus to the often-overlooked soft skills that can drive success.Evgeniy Kharam, who is also an author and holds a key position in his company, shares insightful perspectives from his newly released book 'Architecting Success: The Art of Soft Skills in Technical Sales.' According to Evgeniy, effective communication and connection are foundational elements not just for sales engineers and teams, but for anyone working in any field, including cybersecurity. He notes that regardless of how advanced one's technical skills might be, the ability to connect with people, convey ideas clearly, and build lasting relationships is crucial.One of the primary points that Evgeniy discusses is the changing landscape for sales engineers. He mentions that the role has evolved significantly over the years. Previously, sales engineers primarily focused on giving demos and technical presentations. Today, they are expected to be deeply involved in the sales process, understand procurement intricacies, and effectively communicate technical merits and business values. HostSean Martin addresses the barriers that often exist within organizational cultures, where roles are tightly defined, and stepping outside of one's designated lane can be frowned upon. Evgeniy suggests that this old-school mentality needs to shift. Everyone in a company—from engineers to marketers and beyond—is involved in sales in some way. From making a strong first impression to ensuring clear and intentional communication, soft skills can enhance every aspect of organizational interaction.The duo also touches upon the importance of continuous self-improvement. Evgeniy advises that one of the best ways to practice soft skills is outside the workplace. Whether making a cashier smile or engaging in meaningful conversations with strangers, these efforts contribute to refining one's ability to connect and communicate effectively.Sean Martin concludes the episode by highlighting that everyone is, in essence, always selling something—whether it's a product, a service, or simply themselves. The more refined these soft skills, the better positioned anyone will be to achieve success in their respective fields. For those interested in taking a deeper dive into this topic, Evgeniy's book is a must-read, offering practical tips and strategies to help professionals hone their soft skills and, ultimately, architect success.About the BookIn today's crowded marketplace, technology alone isn't enough. Architecting Success equips sales professionals and anyone in tech and science to unlock their full potential through the power of soft skills.Architecting Success: The Power of Soft Skills in Technical Sales. Connect to Sell More is a practical guide for architects, sales professionals, and anyone in the technology and science sectors to enhance their effectiveness. The book begins by exploring the historical dynamics between sales and technical teams, emphasizing how soft skills can bridge the gap between these traditionally siloed groups. It highlights how focusing on mentoring, problem-solving, listening, teamwork, and empathy can connect to increase sales.Here is a call to action for technical sales professionals to embrace and cultivate their soft skills. By engaging and reflecting, readers can unlock their full potential and achieve personal and professional excellence in the competitive world of technical sales.___________________________SponsorsImperva: https://itspm.ag/imperva277117988LevelBlue: https://itspm.ag/attcybersecurity-3jdk3___________________________Watch this and other videos on ITSPmagazine's YouTube ChannelRedefining CyberSecurity Podcast with Sean Martin, CISSP playlist:📺 https://www.youtube.com/playlist?list=PLnYu0psdcllS9aVGdiakVss9u7xgYDKYqITSPmagazine YouTube Channel:📺 https://www.youtube.com/@itspmagazineBe sure to share and subscribe!___________________________ResourcesArchitecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More (Book): https://amzn.to/3MVTYhTLinkedIn Post: https://www.linkedin.com/posts/ekharam_softskilltech-new-book-activity-7223356920441585664-NGrq___________________________To see and hear more Redefining CyberSecurity content on ITSPmagazine, visit: https://www.itspmagazine.com/redefining-cybersecurity-podcastAre you interested in sponsoring this show with an ad placement in the podcast?Learn More 👉 https://itspm.ag/podadplc