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