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Architecting Success: The Art of Soft Skills in Technical Sales explores the critical role of soft skills in technical sales, blending expert insights from a seasoned architect and sales professional. This guide highlights how mentoring, problem-solving, listening, and empathy can bridge the divide between technical teams and sales, fostering collaboration and reducing attrition.
It addresses the increase in virtual interactions post-COVID-19, offering strategies for effective communication and client trust in digital settings. The book also discusses strategies to mitigate burnout by setting realistic sales targets and creating a supportive work environment.
A key feature is the Soft Skills Development Plan (SSDP) in the appendix, providing readers with actionable steps and tools for personal and professional growth. This work serves as a comprehensive call to action for embracing and enhancing soft skills to achieve success in technical sales.
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kind words
“This book is a goldmine for anyone looking to navigate the difficult, ever-shifting and often turbulent waters of sales efforts, offering a balanced mix of practical advice, updated tactics, and real-life anecdotes that cover the full spectrum of the customer engagement experience—the good, the bad, and the ugly.”
- Eldon Sprickerhoff, Founder, eSentire
There’s no fluff here. Evgeniy has distilled an entire career’s worth of learning into a practical and highly actionable guide that will greatly benefit both newcomers to the field and seasoned professionals!”
- Kevin Magee
Chief Security Officer, Microsoft Canada
“Soft Skills in the technology sector - the only approach that works in the world of 0s and 1s - yes, it’s all about the people, and this book contains a master thesis on exactly what is needed to thrive.”
- Mike Skurko, Founder, PRE Consulting, Inc.
“I’ve been an aficionado of personal improvement books and IT Security content for as long as I can remember. Evgeniy’s book strikes a rare balance between those two subject areas, which I’ve never seen before. Not only would I recommend that all IT leaders read this book, but I also strongly recommend it to anyone in IT who works with clients.”
- Neil K. Jones
Director of Cybersecurity Evangelism, Egnyte
FAQs
The book is designed for a broad audience, including aspiring and experienced technical sales professionals, sales managers, technical experts, HR executives, business students, and anyone interested in enhancing their communication skills. It's also valuable for those considering a career shift into technical sales.
The book explores essential soft skills such as building trust, effective questioning, and guiding customers. It also delves into practical aspects like preparing for meetings, improving video call setups, and managing fear in sales contexts. Special emphasis is placed on the synergy between technical knowledge and interpersonal skills.
The book offers practical tips for optimizing home video calls, including recommendations on equipment setup, lighting, and background choices. It highlights the importance of maintaining a professional appearance and effective communication in virtual settings.
The book emphasizes the importance of clear communication by recommending the use of high-quality microphones and audio equipment. It suggests avoiding built-in laptop microphones and instead using dedicated USB microphones for better sound clarity. The book also covers practical tips for minimizing background noise and audio feedback to ensure professional and effective communication during virtual meetings.
The book emphasizes the importance of hooks in capturing and maintaining the audience's attention during technical sales presentations. Hooks are essential for engaging potential clients early on by presenting compelling insights or questions that resonate with their interests and needs. This approach not only grabs attention but also sets the stage for a more interactive and persuasive presentation, helping to establish a connection and keep the audience engaged throughout.
