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

In today’s episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales.

To join the show live, follow the PreSales Collective’s LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.

Follow the Hosts

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

Links and Resources Mentioned

• Follow the PreSales Collective's LinkedIn Page: https://www.linkedin.com/company/presalescollective
• Join PreSales Collective Slack: https://www.presalescollective.com/slack
• PreSales Collective newsletter: https://www.presalescollective.com/newsletter
• Simon Sinek's "A Bit of Optimism" podcast episode with Trevor Noah: https://simonsinek.com/podcast/episodes/trevor-noah-makes-my-brain-hurt/
• Jack's YouTube video on microphone quality: https://youtu.be/B6nl64Sv7pw?si=wtOud1fS27ryqavI

Timestamps

00:00 - Welcome

01:26 - PSC Unlimited

02:34 - Show Kickoff

05:20 - Regional Community Leader Launch

12:24 - In-Person Leadership Conference Teaser

16:12 - Changes to PreSales LIVE & PreSales Podcast

18:02 - What Have You Been Listening To?

22:03 - Topics for 2025

28:16 - How to Get Involved in the PSC

Key Topics Covered

1. PreSales Collective Updates

• Launch of PreSales Live show
• New regional community leader program
• Upcoming leadership conferences (announcement pending)
• Slack community surpasses 16,000 members

2. Industry Trends for 2025

• Presales influence within organizations
• Career paths and organizational changes
• Moving beyond demo-centric roles
• AI and automation in presales
• Team structure debates (pre/postsales integration)

3. Getting Involved

• Regional Community Leader opportunities
• Content creation and speaking opportunities
• Local chapter participation
• Blog writing and podcast guest appearances

As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast.

Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each episode.