This is episode 713. Read the complete transcription on the Sales Game Changers Podcast website. 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 government sales leader David Peed, the Regional Director Department of Defense, Special Programs and System Integrators for Fortinet Federal. This is his third appearance on the Sales Game Changers Podcast. DAVID’S TIP:  “You want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but there’s nothing wrong with taking a little time, showing a little patience, and the customer or the person you’re interacting with, give them some time.”