The sequence of steps, approvals and people a buyer moves through to reach a decision; best mapped backwards from who signs.
Also known as:
Buying process, Decision-making process
The Decision Process is the sequence of steps, approvals and people a buyer must move through to reach a decision. It is the second D in MEDDPICC. The reliable way to map it is backwards: start from who signs, then work back through technical validation, the business case, approvals and the calendar dates in between.
Build a mutual action plan with named owners and dates, and use it to drive the next step rather than chase it. Process is not progress: insist on observable buyer actions, such as a scheduled security review, before advancing a stage. If a step slips, move the deal back.
Stage exits in the systems we install require a mapped decision process, confirmed with the champion, not guessed from a previous deal. In coaching we ask reps to walk the process as a timeline, naming who signs off what, when and why.
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