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AI is a hot topic. It’s reshaping how we work, create, and collaborate. But with all that excitement comes a fair amount of trepidation, especially in presales.
Many professionals are asking: “Is AI going to take our jobs?”
Here’s my take: absolutely not. Humans are still buying from humans. AI isn’t here to replace us. It’s here to enhance us and the work we do.
What we should really be asking is: how can we become the ones who use it most effectively?
Making Time to Practice
Becoming more effective with AI isn’t complicated but it does take intention. You have to carve out time to experiment, learn, and play with the tools available to you.
I’ve been using AI for about four years now, and my journey has been full of discovery. I started small by using it to polish my writing. But as I grew more curious, I began experimenting in ways I never expected.
When my website was hacked, I used ChatGPT to help diagnose the problem using log files. Within a couple of hours, we had 80% of the issues fixed.
When I wanted to visualize an outdoor kitchen for my new home, I took a photo of the backyard, uploaded it, and had AI generate a realistic mockup, complete with a concrete slab, grill, and seating area.
And when my wife was preparing for a job interview, I built a custom GPT that simulated interview questions based on the company’s process. It even had a voice-interview mode for realistic practice. (I’m not saying she got the job because of it… but I’m also not saying she didn’t.)
Each of these experiences reinforced the same lesson: the more you experiment, the more confident and creative you become.
The AI Maturity Model
I like to think of AI adoption as a personal journey, a kind of AI maturity model that evolves over time.
Stage 1: Awareness — The Explorer
You’re just getting started, testing tools like Copilot for email drafts or ChatGPT for summaries and image generation. It’s about curiosity and comfort-building.
Stage 2: Craftsmanship — The Prompt Designer
You’re learning to direct AI, not just use it. Like a professional photographer, you start paying attention to lighting, composition, and framing. Only here, your “camera” is the prompt. You’re crafting, collaborating, and shaping outcomes with intention.
Stage 3: Creation — The Builder
This is where you begin building your own GPTs, automations, and agentic workflows that streamline your day-to-day. AI becomes an integrated part of your process and becomes a true partner in your productivity.
The goal isn’t to rush to Stage 3. It’s to make progress, not achieve perfection. Keep experimenting, learning and finding the tools that work best for you.
Meeting People Where They Are
There’s one more critical piece: empathy.
While some of us may be building custom GPTs, not everyone’s at that stage. Many of our customers and peers are still exploring or cautiously experimenting.
If we walk into a conversation speaking “Stage 3 language” to a “Stage 1 audience,” we’ll lose them. As presales professionals, it’s our job to meet people where they are, not where we want them to be.
Empathy matters every bit as much as innovation.
Final Thoughts
AI isn’t a “future skill.” It’s a “now” skill that takes time, curiosity, and a willingness to get uncomfortable. We must make space to experiment, try something new each week and learn from others.
The most powerful combination in PreSales isn’t human or AI. It’s a friendly human who knows how to use AI with purpose.
Ron Whitson has spent his career at the intersection of technology, business, and human connection. Starting as a Sales Engineer, he moved through management and sales roles, gaining insights into what makes technical sellers successful beyond product knowledge—communication, influence, and relationship-building.
As a presales leader, mentor, and coach, Ron helps technical sellers become well-rounded professionals who create genuine connections with customers. He's the author of A Friendly Human in Presales, where he shares The Seven Timeless Behaviors—principles for engaging customers, communicating effectively, and leaving lasting impressions. Ron remains actively involved in the Presales Collective, supporting the advancement of the profession.
