The decision process refers to the buying procedure and specific timeline a prospect will follow to make a purchasing choice, from initial evaluation to final selection. It encompasses the key steps, stakeholders, sign-offs, and timeframes involved.
Understanding the decision process enables sales teams to effectively navigate each stage, including procurement, committee reviews, technical assessments, and executive approvals. Complex B2B decision processes often require many touchpoints addressing concerns of multiple groups before advancing to a final decision.
Accurately mapping out and selling to the decision process provides a roadmap to close sales successfully. Adapting sales strategies to match different customer decision processes based on deal sizes or industry norms improves win rates.