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PreSales end to end: the map

The whole presales job on one page. Read it from top to bottom: how your customer buys, what you do in each stage of the selling journey, and the topics that run through every stage.

Every coloured box is a link. Blue boxes are handbook chapters, yellow boxes are templates, green boxes are course lessons.

The map is wide. Scroll sideways or pinch to zoom.

The presales map. On top, the buyer's journey in eight phases and six buyer personas. In the middle, the selling journey: five stages from sales accepted lead to negotiation, then closed won, closed lost or long-term development, each with its chapters, templates and course lessons. Below, nine topics that run across every stage.

Open the map image in full size

Open the map in Excalidraw

Download the drawing and drop it on excalidraw.com. You can zoom, add your own notes, and every link works there too.

Open in Excalidraw

Every link on the map

The same links as a list, grouped by stage and topic.

Course lessons are part of the paid course. A few of them are free previews.

The buyer's journey

The selling journey

Sales accepted lead

Sales discovery and qualification

Functional and technical discovery

Teach and prove

Negotiation

How a deal ends

Qualification

Value and ROI

Objections and closing

Competition

RFx: RFI, RFP, RFQ

Knowledge and lessons learned

Career, brand and leadership

Tools and AI

Where to go next

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