The Power of Soft Skills in Sales

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 [https://www.linkedin.com/in/artfromm/] 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 [https://teamsalesdevelopment.com/making-seamless-sales-book/], 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 [https://www.linkedin.com/in/artfromm] Website: https://teamsalesdevelopment.com [https://teamsalesdevelopment.com/]

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.

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.

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 autism * The concept of masking and its emotional impact * Practical strategies for improving communication * Why empathy and literal language matter * Building professional relationships as a neurodivergent person * How 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.

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 cybersecurity * Effective communication as a core soft skill in tech * The need for adaptability in virtual work environments * The value of continuous learning and staying updated with industry trends * Advice for newcomers to the cybersecurity field Don't miss this enlightening conversation that underscores the powerful intersection of soft skills and technical expertise!