A sales tool is not just another IT tool. This is the thing that touches every minute of their lives. More importantly, it's the thing that either drives or inhibits the sales or the revenue and that's critically important to these people. It's like you're ripping out their DNA and replacing it.

The people at the top can't be accepting and approving, they have to be driving it and if they're excited and if they're enthusiastic, their people will be.