What does it take to sell cybersecurity in a way that’s rooted in authenticity, empathy, and trust?

In this episode of Channel Security Secrets, Lou Rabon sits down with Bana Qashu, Managing Partner and Founder of BanaTech Consulting, to discuss how empathy, communication, and understanding the human side of technology create stronger business outcomes. Bana shares her journey from operations to entrepreneurship and the lessons she’s learned about aligning people, process, and purpose in the channel.

You’ll learn how to build credibility with customers through transparent conversations, recognize the emotional intelligence needed in cybersecurity sales, and design solutions that resonate beyond the technical layer.

Takeaways

• Why empathy and emotional intelligence are critical differentiators in cybersecurity sales.
• How aligning business goals with human outcomes creates more resilient client relationships.
• Why advisors should prioritize listening and curiosity before proposing technical solutions.
• How personal growth and self-awareness translate into stronger leadership in the tech space.
• Why authenticity and transparency drive lasting customer trust in complex security deals.

Quote of the Show

• “I use my resources, everything available to us within this special channel. It's not a solo sport. That's what makes it special: it's an ecosystem built on collaboration, helping vendors, distributors, and engineers thrive together to find the best solution for the customer.” - Bana Qashu

Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/

Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/

Links

• LinkedIn: https://www.linkedin.com/in/banaqashu/
• Instagram: https://www.instagram.com/banaqashu/?hl=en
• Company website: banatechconsulting.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