# PreSales end to end: the map (Excalidraw) Source: presales-map.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. The map as an outline: every group with its boxes and the link behind each box. ## The buyer's journey - [Buying journey](https://www.presales-handbook.com/journey/buying-journey) - [Buying and selling journey](https://www.presales-handbook.com/templates#buying-selling-journey) - [Buying journey](https://www.presales-handbook.com/course/buying-journey) - [Buying personas](https://www.presales-handbook.com/course/buying-personas) ## The selling journey - [Selling journey](https://www.presales-handbook.com/journey/selling-journey) - [The presales consultant](https://www.presales-handbook.com/journey/presales-consultant) - [PreSales on one page](https://www.presales-handbook.com/templates#presales-on-one-page) - [Handbook cheat sheet](https://www.presales-handbook.com/templates#presales-handbook-cheat-sheet) - [Selling journey](https://www.presales-handbook.com/course/selling-journey) - [End-to-end help page](https://www.presales-handbook.com/course/selling-journey-2) ## Sales accepted lead - [Sales accepted lead](https://www.presales-handbook.com/journey/stages/sales-accepted-lead) - [Understanding SaaS](https://www.presales-handbook.com/journey/saas) - [The presales mindset](https://www.presales-handbook.com/course/ethics-in-presales) - [Why presales matters](https://www.presales-handbook.com/course/the-challenges-solutions-and-benefits-of-presales) ## Sales discovery and qualification - [Sales discovery and qualification](https://www.presales-handbook.com/journey/stages/sales-discovery) - [Sales discovery](https://www.presales-handbook.com/playbook/sales-discovery) - [Qualification](https://www.presales-handbook.com/playbook/qualification) - [Sales discovery cheat sheet](https://www.presales-handbook.com/templates#sales-discovery-cheat-sheet) - [Pre-BANT and BANT assessment](https://www.presales-handbook.com/templates#bant-assessment) - [Discovery invite email](https://www.presales-handbook.com/templates#invite-mail-discovery) ## Functional and technical discovery - [Functional and technical discovery](https://www.presales-handbook.com/journey/stages/functional-technical-discovery) - [Functional and technical discovery](https://www.presales-handbook.com/playbook/functional-discovery) - [Opportunity scoping document (OSD)](https://www.presales-handbook.com/playbook/opportunity-scoping-document) - [Discovery guidebook](https://www.presales-handbook.com/templates#discovery-guidebook) - [FTD template](https://www.presales-handbook.com/templates#ftd-template) - [FTD cheat sheet](https://www.presales-handbook.com/templates#ftd-cheat-sheet) - [OSD template](https://www.presales-handbook.com/templates#osd-template) - [F&T discovery](https://www.presales-handbook.com/course/what-is-a-discovery) - [Discovery best practices](https://www.presales-handbook.com/course/why-we-do-discovery) - [Discovery summary (OSD)](https://www.presales-handbook.com/course/the-discovery-summary-opportunity-scoping-document-osd-2) ## Teach and prove - [Teach and prove](https://www.presales-handbook.com/journey/stages/teach-prove) - [The demo (tell the story)](https://www.presales-handbook.com/playbook/demo) - [Demo automation](https://www.presales-handbook.com/playbook/demo-automation) - [PoC, PoV and pilot](https://www.presales-handbook.com/playbook/poc) - [Demo cheat sheet](https://www.presales-handbook.com/templates#demo-cheat-sheet) - [Master demo deck](https://www.presales-handbook.com/templates#master-demo-deck) - [Science behind the demo](https://www.presales-handbook.com/course/psychology-behind-selling) - [Demo structure](https://www.presales-handbook.com/course/tell-show-tell) - [Demo preparation](https://www.presales-handbook.com/course/the-demo-preparation) - [The demonstration](https://www.presales-handbook.com/course/the-demonstration) - [Why demos fail](https://www.presales-handbook.com/course/why-demos-fail-and-how-to-avoid-it) - [Build your master demo deck](https://www.presales-handbook.com/course/how-to-create-a-interactive-demo-with-powerpoint) - [Proof of concept](https://www.presales-handbook.com/course/13-1-why-is-the-poc-crucial-in-presales-and-how-to-avoid-it) ## Negotiation - [Negotiation](https://www.presales-handbook.com/journey/stages/negotiation) - [Closing](https://www.presales-handbook.com/playbook/closing) - [Service discovery](https://www.presales-handbook.com/playbook/service-discovery) - [Objection handling](https://www.presales-handbook.com/playbook/objection) - [Objection handling](https://www.presales-handbook.com/course/overview-of-objections) ## How a deal ends - [Closed won](https://www.presales-handbook.com/journey/stages/close-won) - [Closed lost](https://www.presales-handbook.com/journey/stages/close-lost) - [Long-term development](https://www.presales-handbook.com/journey/stages/long-term-development) - [Lessons learned](https://www.presales-handbook.com/playbook/lessons-learned) - [Lessons learned](https://www.presales-handbook.com/course/how-to-execute-a-lesson-learned) ## Qualification - [Qualification](https://www.presales-handbook.com/playbook/qualification) - [Technical and functional qualification](https://www.presales-handbook.com/playbook/tfq) - [Pre-BANT and BANT assessment](https://www.presales-handbook.com/templates#bant-assessment) - [FTQ framework](https://www.presales-handbook.com/templates#ftq-framework) - [FTQ](https://www.presales-handbook.com/course/what-is-the-ftq) - [Opportunity review call](https://www.presales-handbook.com/course/opportunity-review-call-orc) ## Value and ROI - [ROI and value calculation](https://www.presales-handbook.com/playbook/value-calculation) - [ROI (with ROI template)](https://www.presales-handbook.com/course/the-significance-of-roi-in-presales) ## Objections and closing - [Objection handling](https://www.presales-handbook.com/playbook/objection) - [Closing](https://www.presales-handbook.com/playbook/closing) - [Objection handling](https://www.presales-handbook.com/course/overview-of-objections) ## Competition - [Competition](https://www.presales-handbook.com/advanced/competition) - [Competition](https://www.presales-handbook.com/course/the-silent-competitor-doing-nothing) ## RFx: RFI, RFP, RFQ - [RFx: RFI, RFP and RFQ](https://www.presales-handbook.com/playbook/rfx) - [RFx process](https://www.presales-handbook.com/course/rfx-process) ## Knowledge and lessons learned - [Documenting and knowledge sharing](https://www.presales-handbook.com/advanced/knowledge-management) - [Lessons learned](https://www.presales-handbook.com/playbook/lessons-learned) - [Documentation and sharing](https://www.presales-handbook.com/course/the-essence-of-documenting-and-knowledge-sharing) - [Lessons learned](https://www.presales-handbook.com/course/how-to-execute-a-lesson-learned) ## Career, brand and leadership - [Personal branding](https://www.presales-handbook.com/advanced/personal-branding) - [Metrics and KPIs](https://www.presales-handbook.com/advanced/kpi) - [PreSales leadership](https://www.presales-handbook.com/advanced/leadership) - [Staying updated](https://www.presales-handbook.com/advanced/staying-updated) - [Top 30 presales tips](https://www.presales-handbook.com/advanced/presales-tips) - [Build a personal brand](https://www.presales-handbook.com/course/building-a-personal-brand-both-online-and-offline) - [Core metrics](https://www.presales-handbook.com/course/core-metrics-for-presales) - [RACI matrix](https://www.presales-handbook.com/course/raci-matrix-2) ## Tools and AI - [AI toolkit for presales](https://www.presales-handbook.com/tools/ai-toolkit) - [AI prompting](https://www.presales-handbook.com/tools/ai-for-presales-prompting) - [AI PreSales Skills](https://www.presales-handbook.com/ai-skills) - [Software](https://www.presales-handbook.com/tools/software) - [Home office setup](https://www.presales-handbook.com/tools/homeoffice-setup) - [AI guidebook](https://www.presales-handbook.com/templates#ai-guidebook) - [Prompt library](https://www.presales-handbook.com/templates#prompt-library) - [Home office cheat sheet](https://www.presales-handbook.com/templates#homeoffice-cheat-sheet) - [Using AI for presales](https://www.presales-handbook.com/course/using-ai-for-presales-promting-with-chatgpt-perplexity) - [Demo automation](https://www.presales-handbook.com/course/demo-automation-2) - [Set up your home office](https://www.presales-handbook.com/course/how-to-set-up-your-homeoffice-2) ## Where to go next - [Start here](https://www.presales-handbook.com/start) - [Glossary](https://www.presales-handbook.com/glossary) - [Books](https://www.presales-handbook.com/tools/books) - [All templates](https://www.presales-handbook.com/templates) - [The course](https://www.presales-handbook.com/course)