This is episode 681. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today’s show featured an interview with Dave Dantus, Vice President Sales– US Public Sector for Appian Corporation. DAVE’S TIP:  “You just need to allocate time on developing strategy and culture. If you’re micromanaging account executives and you overfocus on dashboards, you won’t have the time to focus on it.”