Decision Maker
Definition
Decision Maker: A decision maker is someone with authority to approve and finalize a purchase decision. In small companies, this might be the CEO; in large enterprises, it could be department heads, committees, or procurement. Identifying decision makers early prevents wasted effort on stakeholders who can't actually say yes.
Example Usage
“We learned to ask in discovery: 'Who besides yourself needs to approve this purchase?' to map decision makers early.”
Common Misconceptions
Related Terms
Economic Buyer
The economic buyer is the person who controls or authorizes the budget for a purchase. They may not be the end user or even the primary evaluator, but...
Champion
A champion is an internal advocate within the prospect organization who actively supports and promotes your solution. Champions have personal motivati...
Buying Committee
A buying committee is the group of stakeholders involved in evaluating and approving a purchase decision. In B2B sales, deals rarely involve just one...
Discovery Call
A discovery call is an initial sales conversation focused on understanding the prospect's situation, challenges, goals, and buying process. The goal i...
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