What does it take to transform a military upbringing into a thriving IT services business? Mike Wickham, a West Point graduate and the force behind the successful SD Tech, joins us to share his incredible journey. Through insightful anecdotes, Mike reveals how his curiosity, meticulous preparation, and unwavering integrity have been fundamental to his career. He also discusses the profound impact his international business experiences have had on his approach to sales and business development, emphasizing the joy he finds in meeting new people and understanding their motivations.  Leadership is not just about directing but also about enabling others to succeed. Mike delves into his leadership philosophy, underscoring the importance of collaboration and open communication within a team. He advocates for a culture where team members bring solutions to the table, not just problems, fostering ownership and responsibility. We also discuss the critical role of data-driven performance monitoring, clear organizational goals, and the mentorship of future leaders. Mike's practical advice for young leaders highlights the necessity of respecting experienced colleagues and balancing confidence with humility.   Shifting gears, we reflect on the true essence of career fulfillment versus the often misleading pursuit of money and status. Mike shares personal stories about the importance of gratitude and the serendipitous turns that can lead to the most rewarding experiences. We also navigate the often complex world of CRM systems, discussing how proper data management and addressing underlying sales processes are crucial before implementation. Tune in to hear Mike's candid thoughts on maintaining CRM effectiveness and the exciting future of AI in streamlining data entry. This episode is packed with rich insights and practical advice that you won't want to miss. Mike Wickham, born in San Antonio into an Air Force family, spent his early years between Texas and various locations across Asia. After high school, he was appointed to the US Military Academy at West Point, where he later graduated and served as an artillery officer in the US Army. His final military assignment was as commander of a nuclear-capable field artillery unit in Europe. Following his military service, Mike launched a 20+ year career in international business, working for prominent telecom and technology companies like AT&T, MCI International, IDT, and V-Band. Based in the New York City area, he helped develop markets across Europe, Asia, and Latin America through strategic partnerships and joint ventures. Now residing in Texas, Mike continues to provide technology solutions to the Central Texas market.   Quotes: "Frankness is crucial. If there's a problem, put it right in people's faces and say, 'We all own this.' It fosters a culture of ownership and responsibility."  "I've always been curious about what people do, why they do it, and how they do it. Integrity sets the tone for everything you do in sales. If people can't trust you, they won't buy from you."  "Chasing money and status can be a pitfall. True fulfillment comes from doing work that brings joy and satisfaction."     Links: Mike’s LinkedIn - https://www.linkedin.com/in/mvwickham/ SD Tech - https://www.sd-tech.net   Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog