Buyer Decision Process Mapping Workflow

What this workflow produces: A documented buyer decision process map for a specific deal, including key decision criteria, stakeholder roles in the decision, and the path to yes.

1. Step 1 — Gather decision process intelligence

   From discovery notes: who decides, who influences, evaluation criteria, past vendor decisions, procurement process.

2. Step 2 — Run the Buyer Decision Process Map prompt

   Output: decision stakeholder map with role in decision, evaluation criteria ranked by stakeholder priority, likely objections at each decision stage.

3. Step 3 — Identify gaps and next moves

   Note what you don't know yet. Define the questions needed to fill each gap before the next call.

4. Step 4 — Update deal strategy

   Adjust deal strategy based on the decision map. Share with your champion to validate.