Timeless Behaviors

Announcing Ron Whitson's
New Book for
Technical Sellers!

“A Friendly Human in Presales” is your definitive guide to mastering the human side of technical sales. Unlock the secrets to forging deeper connections, building lasting relationships, and delivering genuine value to your clients.

Available now at Amazon.

What’s Inside

Learn to Harness the Seven Timeless Behaviors to Accelerate Your Career in Presales

Be Authentic

Let your true self shine through by aligning your actions with your values. Authenticity builds trust, allowing others to see you as genuine and reliable.

Listen Actively

Active listening means tuning in fully to what others are saying, making them feel heard and valued. It’s the foundation of strong connections.

Show Empathy

Showing empathy means understanding the challenges other people face and seeing things from their perspective. This allows you to offer solutions that genuinely meet their needs and strengthen your connection.

Have a Conversation

Engage in meaningful, two-way dialogue that focuses on mutual understanding. Conversations are more than words—they’re an opportunity to connect.

Practice Humility

True humility is about recognizing your strengths without letting ego get in the way, lifting others up while staying grounded in who you are.

Tell a Story

Stories are a powerful way to communicate ideas. They captivate attention and create memorable connections between facts and emotions.

Leave an Impression

Create a memorable experience for your audience by delivering presentations that not only provide value but also resonate on a personal level. It’s about making a lasting impact that others will remember long after the conversation ends.

Preview the Book

Explore the Table of Contents and Preface to learn about Ron's journey in technical sales and the inspiration behind the book.

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About The Author

Ron Whitson is an experienced Presales leader with a strong background in sales engineering and solution consulting. With a natural ability to take complex software and present it in a simple, straightforward way, Ron excels at connecting with audiences and earning their trust through storytelling abilities.


As an effective team leader, Ron has a track record of building and leading high-performing teams. He is also a Leadership member of the PreSales Collective, where he facilitates courses and serves as a mentor for the PreSales Academy. Ron has a long history of coaching and mentoring people new to the Presales role. As a friendly human and lifelong learner, Ron is always looking for ways to grow and improve.


Truly believing that Sales Engineering is the best job in software, Ron brings enthusiasm and passion to every project undertaken.

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WORDS FROM OTHER FRIENDLY HUMANS

Read what others are saying about
A Friendly Human in Presales.

Chris White
Chris WhiteAuthor of "The Six Habits of Highly Effective Sales Engineers"
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"This book is going to become a must-have addition to the library for everyone in technical sales. As you’re about to read, Ron lays out Seven Timeless Behaviors that aren’t only insightful, they’re practical and implementable. The book is infinitely consumable – engaging and easy to read. Destined to become an instant classic. Ron’s mix of real-world experience and actionable advice, makes it an indispensable guide for anyone looking to excel in presales. If you want to elevate your success in technical sales, and become a more likeable human, read on!”
Chris Mabry
Chris MabryGeneral Manager @ The PreSales Collective
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"As the General Manager of PreSales Collective, I’ve had the privilege of interviewing numerous presales professionals. A recurring theme in these conversations is the abundance of product training but a noticeable gap in structured soft-skills training. This is unfortunate because, as we know, the true art of presales lies in the nuanced realm of soft skills. Ron captures this perfectly in A Friendly Human in Presales, where he outlines seven timeless behaviors that emphasize authenticity, empathy, storytelling, and more. Ron's genuine approach shines through in every page, making this a must-read for anyone looking to master the soft skills essential for success in presales—and in life."
Pam Dunn
Pam DunnSE Leader, Coach, Mentor, Strategic Advisor
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"Many of us who have had longevity in presales had to learn these "Timeless Behaviors" through trial and error—sometimes more trial and error than we’d like to remember. Ron’s book nails the soft skills and behaviors that presales professionals must cultivate to truly connect with buyers and secure the technical win. Ron’s genuine passion for teaching these behaviors, coupled with his humility and humor, shines through every page. Packed with practical tips that you can implement immediately, this book is a must-read for anyone aiming to excel in presales. It stands as a timeless guide from someone who truly gets it. On top of that, he is the epitome of a “Friendly Human in Presales.”
Chad Wilson
Chad WilsonExecutive, Author, and Coach - 2Win! Global
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"Reading this book feels like you’re having a front porch conversation with Ron to understand why a friendly approach is a winning approach. In a season where it seems anyone with a camera and some charisma can be an “influencer” or “coach,” Ron has reached deep into his personal experience to ground his readers in seven timeless truths. He has masterfully communicated how being a “friendly human” and a skilled seller co-exist and are co-requisites to a long and successful presales career. Recently, I’ve been increasingly asked by our clients at 2Win how they can ensure the persuasive skills we teach are used for good. A Friendly Human in Presales provides that answer in spades."
Jack Cochran
Jack CochranPresales Leader, Coach, and Founder of Demo Delta and the Beyond Presales Podcast
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"While it is absolutely important to work on your presentation skills, your discovery techniques, and your sales processes, Ron reminds us that the most important piece of the sales process is YOU, the Friendly Human! Working on yourself and how you relate to your customers is far more important than being the most technically knowledgeable person in the room."
Don Martin
Don MartinPresales Veteran, Coach, and Leader
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"You won’t find a more genuinely friendly human in presales—or anywhere—than Ron Whitson. He lives and breathes the Seven Timeless Behaviors, not just as a presales leader but as a person. This isn’t some manufactured list; it’s a true reflection of who Ron is and how he connects with people. "A Friendly Human in Presales" offers an excellent roadmap for building meaningful connections, whether with prospects or colleagues and reminds us that no matter how technical we are, we all have the capacity to be friendly. Ron’s conversational writing style and entertaining stories from the presales trenches make this book fun to read and provide invaluable tools for elevating your presales game. Enjoy!"
Rew Dickinson
Rew DickinsonCEO @ Alpha
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“The overwhelming theme of this book is to be yourself. I wish I had known that sooner in my own career. I applaud Ron for putting himself out there and bringing this collection of stories to the masses. We need more friendly humans in presales.”
Chris Bangma
Chris BangmaPresales Principal, Leader, Musician
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"Having worked closely with Ron in various capacities—as a peer, direct report, and presales support—I can vouch for the insights and practical advice he shares in this book. Our time together was filled with learning and some occasional mischief, making the journey all the more memorable. During a team training session, we all used props to tell a convincing story. Some nearly fell out of their seats during the show-and-tell sessions, which only highlighted the effectiveness of these techniques. These experiences and the principles behind them are well-documented in Ron's book, providing a step-by-step guide to success in presales.

Ron’s journey showcases the incredible transformation of a self-professed geek and nerd into a successful presales professional. He has learned from others, adapted those lessons to his style, and, in return, helped countless others on their path. His career is a testament to how perseverance and commitment can lead to excellence in presales.

I highly recommend "A Friendly Human in Presales" to anyone looking to excel in the presales field. You will find it both informative and engaging, filled with the practical wisdom that Ron has generously shared throughout his career."
Asif Ahmad
Asif AhmadPresales Leader, Solutions Consultant, and Tech Enthusiast
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"A Friendly Human should be required reading for anyone in the Presales profession! Ron shares his vast experience, and more importantly, actionable exercises to help develop these Timeless Behaviors easily. After reading this book, I can confidently say the key to being a Friendly Human is being yourself! "
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Thank you for visiting and showing interest in my book. Your journey to mastering the human side of technical sales starts here—welcome to a community of like-minded professionals dedicated to growth and success! – Ron

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