Spelling
Most important thing first, let's clarify the spelling: "decision making" or "decision-making"? 😁
It has bothered me for a while, and I finally looked it up.
Both "decision making" and "decision-making" are correct, but "decision-making" is typically used as an adjective to describe a process or activity related to making decisions. For example, "decision-making skills" or "decision-making process". On the other hand, "decision making" is more commonly used as a noun to refer to the act or process of making decisions.
Understanding the decision-making process
Critical pillar of any sales process & good qualification methodology.
B2B Sales Qualification Methodologies
TODO expand on how to do it / questions.
Influencing the decision-making process
Misleading headline. It's click-bait for a non-audience 😂
You can't change the standard process, but you can find ways with your Champion to use a different process for your specific case - sometimes.
- priority process for urgencies
- keep contract amount under X to benefit from a simpler & quicker process
- or agree to split the deal into multiple smaller contracts, for each to benefit from a simpler & quicker process