Decision Process
The sequence of steps, approvals and reviews a buyer must complete before a purchase can be executed.
Where forecasts break
Deals slip because a step nobody mapped — security review, procurement queue, a board meeting that happens quarterly — takes longer than the enthusiasm suggested. The buyer was never misleading; nobody asked.
Enthusiasm is not a timeline
RELATED TERMS
Sales Cycle Length
The elapsed time from an opportunity's creation to its close. The time dimension underneath capacity planning and forecasting.
MEDDPICC
MEDDIC extended with Paper process and Competition — acknowledging that deals are lost to procurement and to rivals as often as to unclear value.
Mutual Action Plan
A jointly owned document listing the steps, owners and dates required to get from agreement to signature.
Decision Criteria
The explicit and implicit standards a buyer will use to choose between options.
Learn how to apply this: RevOps 101: Revenue Operations Foundations
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