Sales Decision Maker

A decision maker is somebody within an organization who has the authority to make high-level strategic decisions that have a widespread impact on its operations.

There are often multiple decisions makers within an organization who occupy managerial, executive, and C-level roles, with the amount of decision-making authority generally getting stronger towards the top of the organizational hierarchy.

A simple way of determining who the decision maker is in a sales process is to ask – “Who owns the budget for this project?”

Some of the types of decisions made may cover tactical, organizational, policy, operational, and personnel. In B2B sales, the most important types of decision makers are those who have authority over financial and purchasing decisions about what to buy, when to buy it, at what price, and where or who from.

How to Identity B2B Sales Decision Makers