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

A Friendly Human in Presales

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