Michael Kidder on Sales Grit, Patience, and Playing the Long Game
Raving Fans Start Within
In this week's episode of Velosio’s Raving Fans Start Within podcast, Michael Kidder shares how he leverages 15 years of Microsoft ecosystem expertise and a "guide-on-the-side" philosophy to transform complex business challenges into enterprise value, along with why building a high-performance "team sport" culture is the secret to winning in the mid-market tech space.
Key Episode Takeaways:
- The Seller as Guide: High-impact professionals position themselves as educational guides rather than the "star" of the engagement.
- Confidence Through Delivery: A seller’s effectiveness is directly tied to their confidence in the back-end technical team’s ability to execute, making the "people" behind the product the most critical asset in technology consulting.
- The Power of Persistence: A "no" from a prospect is often just a "not now," and consistent value delivery through educational content can turn a multi-year holdout into a major client.
- Resilience in the Valleys: Success in the non-linear sales cycle depends on "fierce tenacity" and a temperament that can maintain consistency during inevitable dry spells.
- Adapting to Emerging Tech: In a rapidly evolving landscape, sales teams must shift from just mentioning tools like AI to articulating a clear, strategic approach that addresses client anxiety and goals.
01:57 - Career Transition from IT to Sales
03:49 - Passion for Customer Problem-Solving
05:32 - The Importance of Team and Confidence
07:00 - Evolution of Sales and Problem-Solving Focus
09:18 - Mid-Market Team Excellence
12:33 - Advice for Early Career Professionals
15:33 - Rapid Fire Personal Questions
Connect with Michael Kidder: https://www.linkedin.com/in/mkidder/
Connect with Chad: https://www.linkedin.com/in/chad-woods-a99479/
Learn More About Velosio: https://velosio.com
Work at Velosio: https://velosio.com/careers
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