Sales & qualification · C3 Funnel & lifecycle
Decision Criteria
Definition. The explicit factors a buyer will use to choose a vendor. Shaping these in your favor is core to complex-deal strategy.
Related terms
Where this sits
Part of the Sales & qualification set within the GTM World Model — cluster C3, Funnel & lifecycle.
How to cite this
@misc{shalvi_gtm_decision_criteria,
author = {Singh, Shalvi},
title = {Decision Criteria — GTM World Model Glossary},
year = {2026},
url = {https://shalvisingh.com/gtm/glossary/decision-criteria}
} Singh, Shalvi. "Decision Criteria — GTM World Model Glossary." shalvisingh.com, 2026. https://shalvisingh.com/gtm/glossary/decision-criteria