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A Friendly Human in Presales: How to Harness the Seven Timeless Behaviors to Drive Success in Technical Sales
Is this book for you?
Are you a successful technical seller looking to become an even more valuable partner with your sales counterparts?
Have you transitioned into presales from a technical role and faced challenges with its relationship and soft skill demands?
Or are you a sales engineer, solution consultant, or presales professional eager to advance in your career?"A Friendly Human in Presales" is your definitive guide to mastering the human side of technical sales.
Authored by Ron Whitson, a distinguished presales leader with extensive experience, this book identifies the Seven Timeless Behaviors essential for excelling in presales.
Explore Ron’s journey—from a highly technical resource delivering compelling demos to a respected sales professional valued by partners and customers alike.
Learn how to authentically connect with your audience, showcase your unique value, and effortlessly build trust. Discover why active listening, empathetic communication, and humble collaboration are pivotal in engaging today’s buyers. Ron illustrates these Timeless Behaviors through compelling stories and real-world examples from the presales role.
Invest in your professional growth and unlock the next level of success in technical sales with "A Friendly Human in Presales."
Are you a successful technical seller looking to become an even more valuable partner with your sales counterparts?
Have you transitioned into presales from a technical role and faced challenges with its relationship and soft skill demands?
Or are you a sales engineer, solution consultant, or presales professional eager to advance in your career?"A Friendly Human in Presales" is your definitive guide to mastering the human side of technical sales.
Authored by Ron Whitson, a distinguished presales leader with extensive experience, this book identifies the Seven Timeless Behaviors essential for excelling in presales.
Explore Ron’s journey—from a highly technical resource delivering compelling demos to a respected sales professional valued by partners and customers alike.
Learn how to authentically connect with your audience, showcase your unique value, and effortlessly build trust. Discover why active listening, empathetic communication, and humble collaboration are pivotal in engaging today’s buyers. Ron illustrates these Timeless Behaviors through compelling stories and real-world examples from the presales role.
Invest in your professional growth and unlock the next level of success in technical sales with "A Friendly Human in Presales."
208 pages, Kindle Edition
Published September 12, 2024
6 people are currently reading
13 people want to read
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Displaying 1 of 1 review
October 17, 2024
PreSales Pros - A few weeks ago I wrote that I had found a book to add to our PreSales training program, Unlocking PreSales Success by Sherri Mazza. I am pretty selective about the books that we include in our program because we have a lot of ground to cover. But today I finished one that MUST be added to my "boxed set" and that is A Friendly Human in PreSales by Ron Whitson 🎾.
I absolutely LOVE books that are written by veteran professionals in their field. Ron not only brings a long and successful career in PreSales to the page, but his experience helping develop new PreSales Pros lends itself to presenting his views in a way that is meaningful to that new colleague.
Ron has built his approach around Seven Timeless Behaviors:
1. Be Authentic
2. Listen Actively
3. Show Empathy
4. Have a Conversation
5. Practice Humility
6. Tell a Story
7. Leave an Impression
In each of these behaviors, Ron shares the importance that this behavior plays in the role of a successful PreSales Pro. He includes research from a variety of sources, examples of the behavior's importance, and most importantly, a great and relevant story from Ron's own storied career.
My favorite chapter, which won't surprise anyone who knows me, is the Tell a Story behavior. The power of this chapter for the PreSales Pro is it very much focuses on how this behavior directly applies to a successful demo. I love his emphasis on using the idea of a story arc to build out the actual demo. The story in this chapter is incredibly powerful as Ron describes delivering an RFP response demo that included having to demo 215 different requirements over multiple hours. He created an amazing strategy that not only met the customer's requirements but clearly differentiated him and his company with the customer.
We are in a great time for PreSales as more and more resources are becoming available to help us become the best PreSales Pros we can be. Add this book to your working bookcase along with Unlocking PreSales Success and Chris White's The Six Habits of Highly Effective Sales Engineers. This is a $68 worth of investment that will pay you back 1000 fold.
I absolutely LOVE books that are written by veteran professionals in their field. Ron not only brings a long and successful career in PreSales to the page, but his experience helping develop new PreSales Pros lends itself to presenting his views in a way that is meaningful to that new colleague.
Ron has built his approach around Seven Timeless Behaviors:
1. Be Authentic
2. Listen Actively
3. Show Empathy
4. Have a Conversation
5. Practice Humility
6. Tell a Story
7. Leave an Impression
In each of these behaviors, Ron shares the importance that this behavior plays in the role of a successful PreSales Pro. He includes research from a variety of sources, examples of the behavior's importance, and most importantly, a great and relevant story from Ron's own storied career.
My favorite chapter, which won't surprise anyone who knows me, is the Tell a Story behavior. The power of this chapter for the PreSales Pro is it very much focuses on how this behavior directly applies to a successful demo. I love his emphasis on using the idea of a story arc to build out the actual demo. The story in this chapter is incredibly powerful as Ron describes delivering an RFP response demo that included having to demo 215 different requirements over multiple hours. He created an amazing strategy that not only met the customer's requirements but clearly differentiated him and his company with the customer.
We are in a great time for PreSales as more and more resources are becoming available to help us become the best PreSales Pros we can be. Add this book to your working bookcase along with Unlocking PreSales Success and Chris White's The Six Habits of Highly Effective Sales Engineers. This is a $68 worth of investment that will pay you back 1000 fold.
Displaying 1 of 1 review