Sales & qualification · C3 Funnel & lifecycle
Decision Process
Definition. The actual steps (technical eval, procurement, legal, sign-off) the buyer takes to purchase — mapping it prevents late-stage surprises.
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_process,
author = {Singh, Shalvi},
title = {Decision Process — GTM World Model Glossary},
year = {2026},
url = {https://shalvisingh.com/gtm/glossary/decision-process}
} Singh, Shalvi. "Decision Process — GTM World Model Glossary." shalvisingh.com, 2026. https://shalvisingh.com/gtm/glossary/decision-process