# PreSales end to end: the map (Excalidraw, German) Source: presales-map-de.excalidraw. The PreSales Handbook by Dr. Johannes Hangl, presales-handbook.com. AI-ready Markdown version of this template. Paste it into your AI assistant and ask it to fill in or adapt the template for your deal. Die Karte als Gliederung: jede Gruppe mit ihren Feldern und dem Link dahinter. Die Beschriftungen sind auf Deutsch. ## Die Buying Journey - [Buying Journey](https://www.presales-handbook.com/de/journey/buying-journey) - [Buying und Selling Journey](https://www.presales-handbook.com/de/templates#buying-selling-journey) - [Die Buying Journey](https://www.presales-handbook.com/de/course/buying-journey) - [Buying Personas](https://www.presales-handbook.com/de/course/buying-personas) ## Die Selling Journey - [Selling Journey](https://www.presales-handbook.com/de/journey/selling-journey) - [Der Presales Consultant](https://www.presales-handbook.com/de/journey/presales-consultant) - [PreSales auf einer Seite](https://www.presales-handbook.com/de/templates#presales-on-one-page) - [Handbook Cheat Sheet](https://www.presales-handbook.com/de/templates#presales-handbook-cheat-sheet) - [Die Selling Journey](https://www.presales-handbook.com/de/course/selling-journey) - [Hilfeseite End-to-End](https://www.presales-handbook.com/de/course/selling-journey-2) ## Sales accepted lead - [Sales accepted lead](https://www.presales-handbook.com/de/journey/stages/sales-accepted-lead) - [SaaS verstehen](https://www.presales-handbook.com/de/journey/saas) - [Das Presales-Mindset](https://www.presales-handbook.com/de/course/ethics-in-presales) - [Warum Presales zählt](https://www.presales-handbook.com/de/course/the-challenges-solutions-and-benefits-of-presales) ## Sales Discovery und Qualifizierung - [Sales Discovery und Qualifizierung](https://www.presales-handbook.com/de/journey/stages/sales-discovery) - [Sales Discovery](https://www.presales-handbook.com/de/playbook/sales-discovery) - [Qualifizierung](https://www.presales-handbook.com/de/playbook/qualification) - [Cheat Sheet Sales Discovery](https://www.presales-handbook.com/de/templates#sales-discovery-cheat-sheet) - [Pre-BANT und BANT Assessment](https://www.presales-handbook.com/de/templates#bant-assessment) - [Einladungsmail Discovery](https://www.presales-handbook.com/de/templates#invite-mail-discovery) ## Funktionale und technische Discovery - [Funktionale und technische Discovery](https://www.presales-handbook.com/de/journey/stages/functional-technical-discovery) - [Fachliche und technische Discovery](https://www.presales-handbook.com/de/playbook/functional-discovery) - [Opportunity Scoping Document (OSD)](https://www.presales-handbook.com/de/playbook/opportunity-scoping-document) - [Discovery Guidebook](https://www.presales-handbook.com/de/templates#discovery-guidebook) - [FTD-Vorlage](https://www.presales-handbook.com/de/templates#ftd-template) - [Cheat Sheet FTD](https://www.presales-handbook.com/de/templates#ftd-cheat-sheet) - [OSD-Vorlage](https://www.presales-handbook.com/de/templates#osd-template) - [F&T Discovery](https://www.presales-handbook.com/de/course/what-is-a-discovery) - [Discovery Best Practices](https://www.presales-handbook.com/de/course/why-we-do-discovery) - [Discovery Summary (OSD)](https://www.presales-handbook.com/de/course/the-discovery-summary-opportunity-scoping-document-osd-2) ## Teach & Prove - [Teach & Prove](https://www.presales-handbook.com/de/journey/stages/teach-prove) - [Die Demo](https://www.presales-handbook.com/de/playbook/demo) - [Demo-Automatisierung](https://www.presales-handbook.com/de/playbook/demo-automation) - [PoC, PoV und Pilot](https://www.presales-handbook.com/de/playbook/poc) - [Cheat Sheet Demo](https://www.presales-handbook.com/de/templates#demo-cheat-sheet) - [Master Demo Deck](https://www.presales-handbook.com/de/templates#master-demo-deck) - [Wissenschaft der Demo](https://www.presales-handbook.com/de/course/psychology-behind-selling) - [Aufbau einer Demo](https://www.presales-handbook.com/de/course/tell-show-tell) - [Demo-Vorbereitung](https://www.presales-handbook.com/de/course/the-demo-preparation) - [Die Demo](https://www.presales-handbook.com/de/course/the-demonstration) - [Warum Demos scheitern](https://www.presales-handbook.com/de/course/why-demos-fail-and-how-to-avoid-it) - [Dein Master Demo Deck](https://www.presales-handbook.com/de/course/how-to-create-a-interactive-demo-with-powerpoint) - [Proof of Concept](https://www.presales-handbook.com/de/course/13-1-why-is-the-poc-crucial-in-presales-and-how-to-avoid-it) ## Verhandlung - [Verhandlung](https://www.presales-handbook.com/de/journey/stages/negotiation) - [Closing](https://www.presales-handbook.com/de/playbook/closing) - [Service Discovery](https://www.presales-handbook.com/de/playbook/service-discovery) - [Einwandbehandlung](https://www.presales-handbook.com/de/playbook/objection) - [Einwandbehandlung](https://www.presales-handbook.com/de/course/overview-of-objections) ## Wie ein Deal endet - [Closed Won](https://www.presales-handbook.com/de/journey/stages/close-won) - [Closed Lost](https://www.presales-handbook.com/de/journey/stages/close-lost) - [Langfristige Entwicklung](https://www.presales-handbook.com/de/journey/stages/long-term-development) - [Lessons Learned](https://www.presales-handbook.com/de/playbook/lessons-learned) - [Lessons Learned](https://www.presales-handbook.com/de/course/how-to-execute-a-lesson-learned) ## Qualifizierung - [Qualifizierung](https://www.presales-handbook.com/de/playbook/qualification) - [Technische und fachliche Qualifizierung](https://www.presales-handbook.com/de/playbook/tfq) - [Pre-BANT und BANT Assessment](https://www.presales-handbook.com/de/templates#bant-assessment) - [FTQ Framework](https://www.presales-handbook.com/de/templates#ftq-framework) - [FTQ](https://www.presales-handbook.com/de/course/what-is-the-ftq) - [Opportunity Review Call](https://www.presales-handbook.com/de/course/opportunity-review-call-orc) ## Wert und ROI - [ROI und Wertberechnung](https://www.presales-handbook.com/de/playbook/value-calculation) - [ROI (mit ROI-Vorlage)](https://www.presales-handbook.com/de/course/the-significance-of-roi-in-presales) ## Einwände und Closing - [Einwandbehandlung](https://www.presales-handbook.com/de/playbook/objection) - [Closing](https://www.presales-handbook.com/de/playbook/closing) - [Einwandbehandlung](https://www.presales-handbook.com/de/course/overview-of-objections) ## Wettbewerb - [Wettbewerb](https://www.presales-handbook.com/de/advanced/competition) - [Wettbewerb](https://www.presales-handbook.com/de/course/the-silent-competitor-doing-nothing) ## RFx: RFI, RFP, RFQ - [RFx: RFI, RFP und RFQ](https://www.presales-handbook.com/de/playbook/rfx) - [Der RFx-Prozess](https://www.presales-handbook.com/de/course/rfx-process) ## Wissen und Lessons Learned - [Dokumentieren und Wissen teilen](https://www.presales-handbook.com/de/advanced/knowledge-management) - [Lessons Learned](https://www.presales-handbook.com/de/playbook/lessons-learned) - [Dokumentation und Wissen](https://www.presales-handbook.com/de/course/the-essence-of-documenting-and-knowledge-sharing) - [Lessons Learned](https://www.presales-handbook.com/de/course/how-to-execute-a-lesson-learned) ## Karriere, Marke und Führung - [Personal Branding](https://www.presales-handbook.com/de/advanced/personal-branding) - [Kennzahlen und KPIs](https://www.presales-handbook.com/de/advanced/kpi) - [PreSales Leadership](https://www.presales-handbook.com/de/advanced/leadership) - [Auf dem Laufenden bleiben](https://www.presales-handbook.com/de/advanced/staying-updated) - [Top 30 Presales-Tipps](https://www.presales-handbook.com/de/advanced/presales-tips) - [Personal Brand aufbauen](https://www.presales-handbook.com/de/course/building-a-personal-brand-both-online-and-offline) - [Wichtigste Kennzahlen](https://www.presales-handbook.com/de/course/core-metrics-for-presales) - [RACI-Matrix](https://www.presales-handbook.com/de/course/raci-matrix-2) ## Tools und KI - [KI-Werkzeugkasten](https://www.presales-handbook.com/de/tools/ai-toolkit) - [KI-Prompting](https://www.presales-handbook.com/de/tools/ai-for-presales-prompting) - [AI PreSales Skills](https://www.presales-handbook.com/de/ai-skills) - [Software](https://www.presales-handbook.com/de/tools/software) - [Homeoffice-Setup](https://www.presales-handbook.com/de/tools/homeoffice-setup) - [KI-Guidebook](https://www.presales-handbook.com/de/templates#ai-guidebook) - [Prompt-Bibliothek](https://www.presales-handbook.com/de/templates#prompt-library) - [Cheat Sheet Homeoffice](https://www.presales-handbook.com/de/templates#homeoffice-cheat-sheet) - [KI im PreSales](https://www.presales-handbook.com/de/course/using-ai-for-presales-promting-with-chatgpt-perplexity) - [Demo-Automatisierung](https://www.presales-handbook.com/de/course/demo-automation-2) - [Dein Homeoffice](https://www.presales-handbook.com/de/course/how-to-set-up-your-homeoffice-2) ## Wie es weitergeht - [Hier starten](https://www.presales-handbook.com/de/start) - [Glossar](https://www.presales-handbook.com/de/glossary) - [Bücher](https://www.presales-handbook.com/de/tools/books) - [Alle Vorlagen](https://www.presales-handbook.com/de/templates) - [Der Kurs](https://www.presales-handbook.com/de/course)