Map the buying unit and decision path
Maps who signs off, who else must be involved, and any procurement or approval process — producing the realistic decision path, timeline, and a list of gaps still to confirm with the prospect.
In / outQualification notes and call record → decision authority map (signatories, stakeholders, process, timeline, open gaps)
You might say…
“The conversation seemed great but then it disappeared into committee and I had no idea who to follow up with.”
What it does
From what's been learned, maps who signs off, who else must be involved, and any procurement or approval process — surfacing the realistic path and timeline to a decision and the gaps still to confirm with the prospect. Used when working out 'who signs and when' for a qualified prospect. Skill: a single structured judgement over partial information about the buyer's organisation.
Trigger: Use when working out 'who signs and when' for a qualified prospect before investing in a proposal.
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