Chris Cicconi works with multiple organizations as a fractional sales leader, which has given him a nuanced understanding of revenue teams' minds. It takes a long time to earn trust, especially in a space where leaders and individual contributors are judged on their latest accomplishments and numbers.

Contrary to popular belief on platforms like LinkedIn, process change in sales takes time. It takes a concerted effort and willingness to be bold, especially when working with founders and early-stage start-ups.

Chris and Adam discuss how creating that genuine change from a tactical standpoint and a 20,000-foot mindset shift.