# PreSales on one page (PDF poster)

Source: presales-on-one-page.pdf. The PreSales Handbook by Dr. Johannes Hangl, presales-handbook.com.

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## PreSales on one page

The selling journey end to end: your job, what you produce, one do, one don't.

[The poster shows the six stages as boxes in a row, connected by arrows from left to right, with the four rows below aligned to each stage.]

### The six stages

| Stage | Your job | What you produce | Do | Don't |
| --- | --- | --- | --- | --- |
| 1. Sales accepted lead | Mostly a sales stage. Support with prospect research. | Prospect research for sales | Start high: VP, CIO, CFO. Respond fast. | Waste time on blind RFXs or low-potential leads. |
| 2. Sales discovery | Join only when needed. Enable sales to run the first meeting. | OSD started with a BANT check | Use BANT, CHAMP or MEDDIC to qualify. | Demo early, before you know what matters to the prospect. |
| 3. Functional and technical discovery | Lead the discovery. Qualify if and how you can win. | FTD notes in the OSD, mutual action plan | Ask open questions and map the stakeholders. | Skip discovery or demo without knowing the pain. |
| 4. Teach and prove | Run tailored demos, quantify the value, get the technical win. | Demo storyboard, POC plan, ROI case | Personalize the demo and quantify the value. | Show generic demos or offer a POC right away. |
| 5. Negotiation | Answer technical questions. Prepare the handover to services. | OSD handover to professional services | Commit only to what you can deliver. | Go back to teach and prove to show new things. |
| 6. Outcome | Won: hand over with the OSD. Lost: run a win-loss review. Later: long-term development. | Win-loss analysis, lessons learned, CRM notes | Collect feedback fast, win or lose. Keep in touch. | Go silent after the signature or blame the prospect. |

### Three principles

- **Qualify early:** Walk away professionally from deals you cannot win. Rather be last than second.
- **Tell, show, tell:** Say what you will show, show it, then say why it matters.
- **Write it down:** Put every finding in the OSD and share it with the customer.

presales-handbook.com · The PreSales Handbook by Dr. Johannes Hangl