Decision process roundup: Revenue with control

The Decision process defines how customers buy, who approves, and when signatures happen. Understanding it gives you forecast accuracy and the power to close without offering unnecessary concessions. 

When deals stall or you come up against a nasty last-minute surprise, it’s usually a result of not having control of the process.

This Decision process roundup brings together our recent Decision process blog series, giving you the information to complete your Q4 with confidence. 

1. Improve forecast accuracy by mapping the Decision process

If you’ve ever had a “commit” opportunity slip, it’s time to get serious about mapping the Decision process.

Our blog "Use Decision process to improve forecast accuracy" shows you how to define each customer step, from procurement to legal, and keep momentum strong with a Mutual Success/Close Plan (MSP).

Key takeaway: Don’t forecast based on “gut feel”. Map the steps, test your Champion, and document dates/owners in your MSP to drive revenue with control.

Read: Use Decision process to improve forecast accuracy

2. When deals stall, use your Champion, don’t blindly chase

If your deal’s caught in the sticky middle, your Champion might not be doing what they need to do to progress things from their side.
In Don’t beg. Don’t bug. Use your Champion, we explore how to qualify and mobilise true Champions who influence internally, shorten cycles, and guide your enterprise sale.

Key takeaway: A strong Champion isn’t just supportive. They have power and influence within their organisation, a track record for change, personal gain, and access to the Economic buyer.

Read: Don’t beg. Don’t bug. Use your Champion

3. Facing last-minute objections? Re-anchor value, don’t discount

Procurement pressure. Budget freezes. “Maybe next quarter”.
When objections appear late in the cycle, the temptation can be to discount to force the deal through.

In Objection overruled: Re-anchor value in the close, we show you how to handle objections with control. Re-anchor conversations around business impact, re-engage your Economic buyer, and use “give to get” negotiation tactics to defend your value.

Key takeaway: Objections aren’t rejections. They’re opportunities to prove value, show confidence, and drive urgency.

Read: Objection overruled: Re-anchor value in the close

4. Guessing isn’t a strategy. Use Mutual Success Plans to drive control

If your deal updates sound like “I think they’re nearly there”, it’s time for structure.

In Mutual Success Plans: Because guessing isn’t a strategy, we cover how to build Mutual Success Plans that turn conversations into mutual accountability.
A great MSP clarifies milestones, identifies risks, and keeps both sides honest.

Key takeaway: An MSP is more than a tracker, it’s the operating rhythm of successful salesperson.

Read: Mutual Success Plans: Because guessing isn’t a strategy

Download your Mutual Success Plan Template

5. Negotiation: Turn customer asks into opportunities with "give to get"

When the customer starts asking for more, such as discounts, terms, add-ons, it’s your cue to trade.

In “Give to get” in negotiations: A win for both sides, we explore how to trade value, not concede, and use theatre to make your negotiation moments stand out.
You’ll learn how to defend your price, prepare your asks, and use your Champion to close with confidence.

Key takeaway: Negotiation is a performance where the most prepared actor wins.

Read: “Give to get” in negotiations: A win for both sides

Request your “Give to get” battlecards

Final thought: The connected deal

Each part of the Decision process builds on the last.

• Your Decision process mapping keeps forecasts accurate.

• Your Champion drives internal alignment.

• Your Mutual Success Plan anchors accountability.

• Your objection handling reinforces value.

• Your negotiation skills protect your margin and credibility.

Master them together, and you’ll build control, trust, and long-term customer outcomes, not just deals.

This blog is a summary of our Decision process series. These blogs are accompanied by our newsletter, and a member-only live webinar.

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