Authentic relationships need to be combined with authentic value. You can have a great relationship with your prospect or client, but if they don't see your ability to deliver an outcome that is meaningful to them, the deal won't go anywhere. In this episode, Larry and Darrell discuss the importance of understanding the business outcomes your prospects desire. You'll be challenged to think about new ways to uncover and communicate value. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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