{"product_id":"dig-deeper-discount-less-kathlyn-jones-9798995947998","title":"Dig Deeper. Discount Less.: How Sellers Win Deals Before the Negotiation Starts","description":"\u003cp\u003e\u003cb\u003eThe deal is won or lost before you ever open your mouth.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eMost salespeople obsess over the pitch. The close. The perfect objection handler. Till Brennan spent nearly two decades building and scaling sales teams across startups and global enterprises - and discovered something that changes everything: \u003ci\u003ethe sellers who win biggest never rely on any of that.\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eDig Deeper. Discount Less.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThis is the playbook for B2B sellers who are done leaving money on the table.\u003c\/p\u003e\u003cp\u003eInside, Brennan introduces the \u003cb\u003e70\/20\/10 Sales Playbook\u003c\/b\u003e - a battle-tested system for putting your energy exactly where deals are actually won: \u003cb\u003e70% in discovery\u003c\/b\u003e, \u003cb\u003e20% in validation\u003c\/b\u003e, \u003cb\u003e10% in negotiation\u003c\/b\u003e. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eThe result? Fewer discounts! Larger deals! Buyers who close \u003ci\u003ethemselves!\u003c\/i\u003e\u003cp\u003eYou'll get a four-layer discovery methodology that uncovers what competitors never think to ask. A stakeholder mapping discipline that eliminates surprise late-stage blockers. A business case system where the \u003ci\u003ebuyer\u003c\/i\u003e builds the justification with you. A demo framework that confirms decisions rather than begs for them. And a negotiation playbook built entirely on trades - not concessions.\u003c\/p\u003e\u003cp\u003eThis isn't theory. It's a live tool - built to be used with your pipeline open in another tab.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eWritten for: \u003c\/b\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eAccount executives tired of winning deals and \u003ci\u003estill\u003c\/i\u003e leaving money behind\u003c\/li\u003e\n\u003cli\u003eSales leaders whose teams know every methodology - and still default to discounts when pressure hits\u003c\/li\u003e\n\u003cli\u003eFounders and CEOs who know their product better than anyone - and have learned that's exactly the problem\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eGreat salespeople don't win in the final conversation. \u003cb\u003eThey win in the first!\u003c\/b\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Kathlyn Jones,Till Brennan\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9798995947998\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Till Brennan\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/25\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 146\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.45lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.31d","brand":"Kathlyn Jones","offers":[{"title":"Paperback","offer_id":48997840191743,"sku":"9798995947998","price":19.95,"currency_code":"USD","in_stock":true}],"url":"https:\/\/www.whiterainbookhouse.com\/products\/dig-deeper-discount-less-kathlyn-jones-9798995947998","provider":"WR Book House","version":"1.0","type":"link"}