The PreSales Handbook by Dr. Johannes Hangl

Buying & Selling Journey · Lesson 4 of 51 · 30 min

Buying Journey

The Buying Journey A B2B purchase runs through eight stages, from the first sense of a problem to the renewal decision. Each stage needs something different from the seller, and each one shapes the relationship that follows. Key Stages of the Buying Journey: 1. Awareness: Potential clients notice a...

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Course outline

1.Introduction and Structure of the Course2 lessons

Introduction to the CourseFree preview8 min
How the course worksFree preview5 min

2.The Challenges, Solutions and Benefits of PreSales1 lesson

The Challenges, Solutions and Benefits of PreSalesFree preview30 min

3.Buying & Selling Journey3 lessons

4.The PreSales Mindset1 lesson

The PreSales Mindset15 min

5.Functional & Technical Discovery & the Opportunity Scoping Document (OSD)3 lessons

6.Functional & Technical Qualification (FTQ) & the Opportunity Review Call (ORC)2 lessons

Technical Functional Qualification (FTQ)15 min
Opportunity Review Call (ORC)15 min

7.The Demo (Tell the Story)8 lessons

Science behind the Demo40 min
Demo Structure20 min
The Demo Preparation15 min
The Demonstration15 min
After the Demo15 min
Why Demos fail and how to avoid it15 min
Presenting Onsite15 min
Presenting Remote20 min

8.Demo Automation3 lessons

9.Return on Investment (ROI) & Value Calculation1 lesson

Return on Investment (ROI)35 min

10.Proof of Concept (PoC) Execution1 lesson

Proof of Concept (PoC)20 min

11.RFX Process (RFI/RFP/RFQ)1 lesson

RFX Process (RFI/RFP/RFQ)35 min

12.Lessons Learned1 lesson

Lessons Learned25 min

13.Competition1 lesson

Competition20 min

14.Documentation & Knowledge Sharing1 lesson

Documentation & Knowledge Sharing20 min

15.Objection Handling1 lesson

Objection Handling25 min

16.Personal Branding & the Importance of Staying Updated1 lesson

Building a Personal Brand Both Online and Offline10 min

17.Metrics and KPIs for PreSales1 lesson

Core Metrics for PreSales20 min

18.Tools & Technologies11 lessons

19.Best Practises2 lessons

How to create a stunning Demo9 min
How to create your Master Demo Deck30 min

20.Conclusion1 lesson

Conclusion of the Course25 min

21.Final Mastery Quiz0 lessons

Final Mastery Quiz

22.End-to-End Selling Journey & RACI2 lessons

Selling Journey End-to-End Helppage5 min
RACI Matrix3 min

23.Frequently Asked Questions (FAQ)1 lesson

FAQ5 min

24."1000 years of PreSales" Expert Interviews1 lesson

Expert Interviews60 min

25.AI Guidebook for PreSales1 lesson

Using AI for PreSales: Prompting and the Free Claude Plugin15 min