What matters
The person submitting an inquiry may not control the entire decision. Record the purchase context and the people involved so qualification and follow-up address the actual buying process.
Put it into practice
- Identify the requester’s role
- Confirm decision participants
- Document the next decision needed
An example in practice
An office manager requests a cleaning quote, while approval rests with a facilities director. The opportunity includes both roles and the next review step.
What to track
Track opportunities with a known decision path.