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DECISION PROCESS

The Decision Process is the series of steps that the buyer will follow to make a decision.

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DECISION PROCESS HAS TWO PARTS:

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TECHNICAL VALIDATION
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BUSINESS APPROVAL

ALL ABOUT THE ‘HOW’

The Decision Process is simply how a decision to buy your solution is made. It is the seller’s responsibility to uncover the Decision Process as soon as they can, and to consistently work to advance their deal against each stage of it. Consider not only the process, but the people involved too.

The Decision Process often changes, so it is important to stay on top of it, checking for progress and any additional requirements. 

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ENGAGEMENT ≠ PROGRESS

Don’t make the mistake that you are making progress against the Decision Process based on the amount of engagement you have had with a customer. Unless you have confirmation that you are advancing throughout the Decision Process, you are not making progress, no matter how many extra demos, reference calls, and reports you deliver to your customer.

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PROACTIVITY IS KEY

The Decision Process is the number one thing that dictates your time to close, so it is important to be as proactive as possible so that you are prepared for things that may come further down the line.

60% of deals are lost to inertia. If you don’t put in the effort to keep your deal moving, you risk losing out just because it’s easier for your customer to do nothing.

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SUMMARY

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•  The Decision Process is the series of steps that the buyer will follow to make a decision.

•  It usually consists of two parts: technical validation and business approval

•  Time to close is directly tied to the Decision Process, which in turn affects the length of your average sales cycle. Shortening the Decision Process can have a huge impact on what you can achieve in a given time period.

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Metrics
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Economic Buyer
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Decision Criteria
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Decision Process
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Paper Process
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Implicating The Pain
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Champion
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Competition
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