In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders.

To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.

Links

Follow the Hosts & Guest

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/
• Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/
• Connect with Ron Whitson: https://www.linkedin.com/in/ronwhitsonse/

Links and Resources Mentioned

• PreSales Collective Slack: https://www.presalescollective.com/slack
• Ron's Book "A Friendly Human in Presales": https://a.co/d/gJIwWE7
• She Means Biz Podcast: https://open.spotify.com/show/3zx8BmZ9PrURuASJbAemDu?si=26772c8356854348
• Talking Too Loud with Chris Savage Podcast: https://open.spotify.com/show/21btwSaqoaF8SDxmwcLMIQ?si=37aa691ee80b4a0f

Timestamps

00:00 Welcome and Introductions

03:54 What are you Listening to?

07:23 Ron's Journey to PreSales Leadership

13:56 Transitioning from IC to Leader

16:12 Coaching vs. Telling

19:11 One Plus One is More than Two

21:17 Importance of One-To-Ones

26:02 Coaching your Team to be Different than You

31:15 Practice Humility

Key Topics Covered

1. Leadership Transition

• Moving from individual contributor to leader
• Common challenges and mindset shifts
• IBM's leadership training program insights

2. Essential Leadership Qualities

• Empathy and humility in leadership
• Balancing directness with support
• Creating space for team growth
• Regular one-on-one communications

3. Effective Team Development

• Coaching approaches vs. direct instruction
• Building trust and relationships
• Removing roadblocks for team success
• Understanding personality types

4. Practicing Humility as a Leader

• Provide room for your team to take the spotlight
• Be open to different ways of doing things
• Listen more and speak less