In this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton welcome special guest Evgeniy Kharam, author of the book Architecting Success: The Art of Soft Skills in Technical Sales. They dive deep into the world of soft skills, especially in the context of sales engineering, discussing how these often-overlooked abilities can make or break success in technical sales roles.

Evgeniy highlights the importance of adapting communication styles to your audience, understanding when to go deep into technical details, and when to keep it high-level. He also explains how critical it is to engage with customers based on what they want to learn, rather than simply showing off demos and presentations.

Throughout the conversation, the hosts and Evgeniy cover key themes from his book, including how to ask the right questions, overcome the fear of public speaking, and build rapport with customers and teammates. Evgeniy also introduces the concept of a Soft Skills Development Plan (SSDP), offering practical steps for professionals to improve their soft skills over 30, 60, 90, and 120 days.

Pickup "Architecting Success: The Art of Soft Skills in Technical Sales" from Amazon and other major book retailers.

Learn more about Evgeniy and the book here: https://www.softskillstech.ca/