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In this episode of Conversations with Rich Bennett, Evgeniy Kharam shares powerful insights on overcoming fear and mastering soft skills to succeed in sales—whether in cybersecurity, tech, or any industry. He breaks down how to turn fear into confidence, connect with clients, and win more deals by improving communication. If you want to sell more, present better, and build stronger relationships, this episode is a must-listen!

 

Guest: Evgeniy Kharam

 

Evgeniy Kharam is a renowned cybersecurity consultant, speaker, and author with extensive experience working with major enterprises across Canada, the U.S., and Europe. With a background in technical sales and security architecture, he has mastered the art of bridging complex technical expertise with effective communication and human connection. Evgeniy is the author of Architecting Success: The Art of Soft Skills in Technical Sales, where he shares strategies for simplifying technical concepts, improving sales skills, and building meaningful client relationships. He is also the host of the Cyber Inspiration podcast, where he explores the stories behind cybersecurity startups and innovations.

 

Main Topics:

 

·         Overcoming Fear in Sales – How to shift fear into confidence and use it to your advantage 

·         The Power of Soft Skills – Why communication and relationship-building matter more than ever 

·         Adapting to the Modern Sales Landscape – How technology, AI, and informed buyers are changing sales 

·         Public Speaking and Presentation Tips – Techniques to improve clarity, confidence, and engagement 

·         The Role of Research in Sales – How to prepare for meetings, understand your audience, and build stronger connections 

·         Bridging the Gap Between Technical and Sales Teams – How engineers, cybersecurity professionals, and salespeople can work together more effectively 

·         Avoiding Burnout in Sales and Cybersecurity – Strategies to maintain work-life balance and mental resilience 

·         Future of Sales and AI – How artificial intelligence is shaping the future of sales and business communication

 

Resources mentioned:

 

Guest’s Book:

• Architecting Success: The Art of Soft Skills in Technical Sales – by Ev

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