The Power of Soft Skills in Sales

Evgeniy Kharam

"From Tech to Trust: The Power of Soft Skills in Sales" is a podcast that dives deep into the transformative impact of soft skills in the world of technical sales. Hosted by Evgeniy Kharam, the show brings together thought leaders, industry experts, and sales professionals to discuss how mastering soft skills can enhance communication, build stronger relationships, and ultimately drive sales success. Inspired by Evgeniy's book Architecting Success: The Art of Soft Skills in Technical Sales, this podcast serves as a valuable resource for sales professionals, founders, and anyone looking to unlock their full potential in the business world. Tune in to learn actionable insights and strategies that will help you navigate the ever-evolving landscape of sales with confidence and trust.

Episodes

  1. Apr 22

    The Soft Skills Behind Winning B2B Sales with Art Fromm

    Sales is not about talking. It is about understanding. In this episode of Cyber Inspiration, Evgeniy Kharam speaks with Art Fromm about the soft skills that drive real success in B2B sales. They explore how shifting from pitching to understanding changes the entire sales dynamic, especially in complex environments like cybersecurity and technology. From curiosity and empathy to reducing perceived risk, this conversation breaks down what actually helps buyers move forward with confidence. You will learn: • Why sales is about understanding the customer, not promoting your solution • How curiosity leads to better conversations and stronger outcomes • The importance of aligning sales and pre-sales teams • Why perceived risk can stall deals more than cost • How to create true win-win outcomes in B2B sales About the Guest Art Fromm helps B2B sales teams win more deals at higher margins by aligning sales, pre-sales, and leadership. He delivers measurable results through keynotes, workshops, tools, and his proven SEAMless Sales approach. With over 25 years of experience across engineering, pre-sales, sales leadership, and enablement, Art has worked with global organizations to drive consultative sales transformation and long-term performance improvement. He is also the author of the book Making SEAMless Sales, where he shares practical frameworks for improving collaboration and effectiveness across sales teams. Where to Find Art Fromm LinkedIn: https://www.linkedin.com/in/artfromm Website: https://teamsalesdevelopment.com

    The Soft Skills Behind Winning B2B Sales with Art Fromm

  2. Jan 28

    Why Brilliant Ideas Get Lost Without Soft Skills - Tanja Diamond

    Brilliant ideas don’t fail because they lack value. They fail because they aren’t understood. In this episode of Cyber Inspiration, Evgeniy Kharam speaks with Tanja Diamond, a business and life strategist and TEDx speaker coach who works with highly intelligent, technical, and innovative leaders. They explore why communication is the result of how you show up, not just what you say — and why smart people in tech, cybersecurity, and consulting often lose their audience without realizing it. Topics include: • Why soft skills matter more than ever in technical fields • How excitement and speed can cause people to disengage • The role of presence, intent, and emotional buy-in • How to communicate complex ideas clearly and calmly • Building trust without relying on scripts or small talk This episode is especially relevant for cybersecurity professionals, technologists, consultants, and leaders who need their ideas to land.

  3. 07/25/2025

    From Compliance to Communication: Building Trust in Cybersecurity with George Plytas

    In this episode of From Tech to Trust, Evgeniy sits down with cybersecurity veteran George Plytas for a candid discussion on soft skills, trust, and communication in high-stakes environments. With over 25 years of experience helping organizations navigate compliance, George shares his perspective on why technical skills aren’t enough—and how the way you communicate can make or break a career. From building trust with executives and technical teams to using analogies that actually land, George offers practical advice for professionals looking to sharpen their soft skills and lead with clarity. Plus: George turns the spotlight on Evgeniy with a personal story that proves soft skills can leave a lasting impact—even a decade later.

    From Compliance to Communication: Building Trust in Cybersecurity with George Plytas

  4. 07/02/2025

    Neurodiversity and Soft Skills: Navigating Sales and Communication with Autism

    In this episode of The Power of Soft Skills in Sales, host Evgeniy Kharam sits down with Brian Laing, a cybersecurity veteran and high-functioning autistic professional, to explore the unique intersection of neurodiversity and soft skills in business. Brian shares his personal journey—from technical roles and partnerships to navigating communication challenges in professional settings. He breaks down what "masking" means, why social environments can be overwhelming, and how he’s learned to build relationships through self-awareness and adaptation. This episode is essential listening for anyone in sales, leadership, or people-facing roles who want to better understand how neurodivergent individuals navigate communication—and how we can all become more inclusive and effective communicators. Topics Covered: What soft skills mean for someone with autismThe concept of masking and its emotional impactPractical strategies for improving communicationWhy empathy and literal language matterBuilding professional relationships as a neurodivergent personHow companies and individuals can be more inclusive 🔔 Subscribe and tune in for real stories, powerful lessons, and human connection through the lens of soft skills.

    Neurodiversity and Soft Skills: Navigating Sales and Communication with Autism

  5. 03/17/2025

    Building Trust in Cybersecurity: Soft Skills for Lasting Success

    In this episode of From Tech to Trust: The Power of Soft Skills in Tech, host Evgeniy Kharam sits down with Dan Lohrmann, a seasoned cybersecurity expert with over 30 years of experience in the industry. Dan has held pivotal roles with major organizations such as the NSA, Lockheed Martin, ManTech, and the state of Michigan, where he served as the CIO, CISO, CTO and CSO. Throughout the conversation, Dan shares valuable insights from his extensive career, highlighting the critical role of trust and relationships in the cybersecurity field. He discusses how effective communication, personal connections, and understanding the challenges faced by others are essential for success in this rapidly evolving industry. Dan also offers advice on adapting to virtual meetings, maintaining a mindset of curiosity, and staying updated with industry trends. He emphasizes the importance of lifelong learning, particularly for newcomers to cybersecurity, and the power of personal growth in navigating this ever-changing field. Whether you're an aspiring cybersecurity professional or a seasoned expert, this episode is packed with actionable advice and insights that emphasize the human side of technology. Tune in to hear Dan's take on building meaningful relationships and mastering soft skills in the cybersecurity industry. Key Takeaways: The importance of trust and relationship-building in cybersecurityEffective communication as a core soft skill in techThe need for adaptability in virtual work environmentsThe value of continuous learning and staying updated with industry trendsAdvice for newcomers to the cybersecurity field Don't miss this enlightening conversation that underscores the powerful intersection of soft skills and technical expertise!

  6. 07/31/2024

    The Art of Soft Skills in Consulting - Insights with Ira Goldstein

    In this episode, Evgeniy Kharam interviews Ira Goldstein, founder and CEO of Kernel Advisory, as part of a series connected to the upcoming book on soft skills. The discussion delves into the nuances of soft skills, exploring their definition, importance, and application in professional settings. Key Topics Discussed:Defining Soft Skills Ira provides an overview of soft skills, including emotional intelligence and empathy, and explains how these skills differ from hard skills in terms of acquisition and development. Importance of Soft Skills in Professional Settings The conversation highlights the crucial role of soft skills in consulting and sales, emphasizing how they enhance communication and empathy, which are vital for client relationships and successful outcomes. Impact of the COVID-19 Pandemic on Soft Skills The pandemic's influence on the development and utilization of soft skills is discussed, particularly in the context of increased virtual interactions and the challenges they present. Practical Advice for Improving Soft Skills Ira offers actionable tips for honing soft skills, including regular practice, actively seeking feedback, learning from role models, and maintaining respect and preparation in professional dealings. Balancing Virtual and In-Person Interactions Insights are shared on how to effectively balance virtual and in-person communications to build and sustain professional connections, with an emphasis on continuous and genuine engagement. The episode concludes with a reflection on the importance of soft skills in today's professional landscape and a call to action for listeners to actively develop these skills to enhance their careers and personal interactions. Tune in to "SoftSkillsTech" for more insightful discussions on soft skills. Subscribe, leave a review, and share the episode with colleagues and friends to spread the importance of mastering soft skills in professional life!

  7. 07/30/2024

    Navigating Cybersecurity with Soft Skills - Insights from Juliana Zaremba

    In this episode of "SoftSkillsTech," host Evgeniy Kharam talks with Juliana Zaremba, a seasoned professional in the cybersecurity field. Juliana shares her journey of returning to cybersecurity after exploring other areas in technology and emphasizes the crucial role of soft skills in the industry. Key Topics Discussed:Importance of Soft Skills Juliana elaborates on the essential soft skills, including empathy, problem-solving, time management, attention to detail, and leadership, and their impact on professional success. Effective Communication Strategies An in-depth discussion on the role of communication in soft skills, and strategies to enhance it within teams and with clients. Virtual Communication Challenges and Benefits Juliana and Evgeniy explore the challenges and advantages of virtual communication, especially in the context of remote work. Building Rapport with New Contacts Tips and techniques for building rapport with new contacts, both virtually and in-person, emphasizing the value of authentic connections. Learning and Developing Soft Skills Juliana shares her personal experiences in developing soft skills, offering practical advice for continuous improvement. Subscribe to "SoftSkillsTech" to stay updated on future episodes, where we delve deeper into the world of soft skills and their transformative power in technical sales and cybersecurity. Don't forget to leave a review and share this episode with your colleagues and friends!

  8. 07/30/2024

    Building Credibility in Cybersecurity - Insights with Dmitry Raidman

    In this inaugural episode of "Architecting Success," host Evgeniy Kharam sits down with Dmitry Raidman, CTO and co-founder of a cybersecurity company specializing in supply chain security for software. Dmitry shares his journey from a technical background in Israel to leading cybersecurity initiatives and navigating the challenges of building credibility within the industry. Key Topics Discussed: Introduction to Dmitry RaidmanDmitry's extensive experience in cybersecurity, focusing on application security and automation of cyber defense mechanisms.The evolution of his career from technical roles to founding a startup in the cybersecurity space. The Role of Soft Skills in CybersecurityDmitry's perspective on why he considers credibility a crucial "hard" soft skill.The importance of building trust and credibility with both internal teams and external customers. Navigating Sales and Customer RelationshipsDmitry's insights into the indirect sales roles he undertakes, including convincing peers and customers about product visions and technical decisions.The value of demonstrating a genuine commitment to solving customers' problems, which goes beyond making a single sale. Challenges and Strategies in Digital CommunicationThe complexities of maintaining effective communication and building relationships in a digital-first world.The importance of preparation and making strong first impressions in virtual meetings. Developing and Enhancing Soft SkillsDmitry's personal journey in improving his soft skills, from experiencing imposter syndrome to becoming more confident in his interactions.Practical advice for individuals looking to develop their soft skills, including seeking real feedback, practicing public speaking, and getting out of one's comfort zone. The Impact of Community EngagementThe significance of being an active participant in the cybersecurity community and how it can enhance one's professional credibility and connections. Dmitry reflects on the key takeaways from his career and offers advice for others looking to improve their soft skills, emphasizing the importance of authenticity and continuous improvement. If you enjoyed this episode, please subscribe to "SoftSkillsTech" for more insights and interviews on the power of soft skills in technical sales and beyond. Don't forget to leave a review and share the podcast with your network!

  • 8 Episodes

About

"From Tech to Trust: The Power of Soft Skills in Sales" is a podcast that dives deep into the transformative impact of soft skills in the world of technical sales. Hosted by Evgeniy Kharam, the show brings together thought leaders, industry experts, and sales professionals to discuss how mastering soft skills can enhance communication, build stronger relationships, and ultimately drive sales success. Inspired by Evgeniy's book Architecting Success: The Art of Soft Skills in Technical Sales, this podcast serves as a valuable resource for sales professionals, founders, and anyone looking to unlock their full potential in the business world. Tune in to learn actionable insights and strategies that will help you navigate the ever-evolving landscape of sales with confidence and trust.

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