Take your cybersecurity knowledge to the next level with expert insights on how trusted advisors can confidently navigate security conversations and build lasting client relationships. In this episode of Channel Security Secrets, I sit down with Stephen Semmelroth, Vice President of Cloud Resilience at Avant Communications.

Stephen breaks down the essentials of cybersecurity fundamentals, shares proven sales strategies for building security services step-by-step, and explains how to overcome fear when dealing with complex security topics. If you want to stay ahead of industry shifts like AI-driven security trends and learn how to use visual tools to win deals, this episode is packed with actionable guidance for you.

Takeaways

• How continuous learning and mentorship fuel expertise in a rapidly evolving cybersecurity field.
• Why starting simple with security add-ons builds trust and competence in sales.
• How using visual timelines creates urgency and aligns project milestones with client expectations.
• Why adapting to generative AI and emerging tech trends is critical for modern security strategies.
• What market consolidation means for cybersecurity vendors and trusted advisors preparing for change.

Quote of the Show

• “ Oftentimes selling security is a part of the journey, it's not the destination. It unlocks all of these other doors, because it touches everything else that you're already doing.” - Stephen Semmelroth

Links

• LinkedIn: https://www.linkedin.com/in/semmelroth/
• Twitter: https://x.com/diodepack
• Company website: https://goavant.net/
• Stephen’s website: https://stephensemmelroth.com/

Ways to Tune In

• Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c
• Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461
• Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets
• YouTube: https://www.youtube.com/@ChannelSecuritySecrets