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In this episode of the Cyber Savvy podcast, host Mike Shelah continues his conversation with Evgeniy Kharam, discussing Evgeniy's new book "Architecting Success" (released August 2024). Evgeniy shares the inspiration behind writing the book, drawing from his 17 years of experience at Horjavek Group where he observed countless vendor pitches.

Key topics include:

• The importance of asking customers what they need rather than following rigid presentation formats
• How remote work during the pandemic changed customer engagement dynamics
• The evolution of sales engineering roles in the tech industry
• Effective communication techniques, including the power of open-ended questions
• The distinction between hard skills (predictable outcomes) and soft skills (dynamic interactions)
• Strategies for qualifying prospects and determining decision-makers
• Managing burnout in high-pressure sales environments

Evgeniy emphasizes the value of emotional intelligence in professional interactions and shares practical examples of how to engage customers authentically. The conversation bridges technical expertise with effective communication skills that are essential for success in cybersecurity and sales.

The episode concludes with information about where to find Evgeniy's book, available in audio, print and Kindle formats on Amazon, and on his website softskillstack.ca or softskillstack.com.

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