# Decision Process Mapper

> Reconstruct how a prospect actually buys from what they said on recent calls: criteria, steps, timeline, and who signs off, with every gap marked unknown.

**Source:** https://gtm.ai/marketplace/gtm-skills/zoominfo-decision-process-mapper

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## Overview

Decision Process Mapper reconstructs how a prospect buys, drawn strictly from what they have told you on recent calls. It reads an account's recent engagements through conversation intelligence and pulls the decision criteria, evaluation steps, timeline, budget or procurement process, and the people who decide. The result is a single table you can scan before a forecast review or a deal inspection.

The skill is built for sellers and RevOps teams who need to qualify a deal against what was actually said, not against a rep's optimism. It pairs conversation intelligence, scoped to one account, with account research for the stakeholder and org picture. Ask for a MEDDIC read or just the approvers and timeline, and it foregrounds the fields you name.

Honesty about gaps is the point. When the conversations never covered budget, or an approver was implied but never named, the skill labels that cell "not stated" rather than guessing. It distinguishes a named approver from a guessed one and ties each filled field back to the moment it came from, so you can trust the map and see exactly where it thins out.

## What It Does

- **Stated-only extraction**: Pulls criteria, steps, timeline, and approvers from recent call content, then attributes each one to its source moment.
- **Gap marking**: Labels any element the conversations did not cover as "not stated", keeping guesses out of the qualification.
- **Approver clarity**: Separates a decision-maker the prospect named from one a rep merely assumed was involved.
- **Framework shaping**: Foregrounds the fields that matter for MEDDIC or a lighter approvers-and-timeline read, depending on what you ask for.
- **Gap-closing questions**: Surfaces the two or three unknowns most worth confirming, each with a question to raise on the next call.
- **Research fallback**: Presents the account_research stakeholder view when no conversation data is connected, flagging the read as limited.

## Use Cases

### Qualify a Deal Against MEDDIC

Before a forecast review, run the mapper on an active account and ask for a MEDDIC read. It returns the stated decision criteria, the economic buyer if one was named, the evaluation steps the prospect described, and the timeline they committed to. Fields no one covered come back marked "not stated", so the deal gets scored on evidence rather than hope.

### Confirm Who Actually Signs Off

Heading into a mutual action plan, you need to know whether the person you have been working with can approve the purchase. The skill separates the champion from the approvers the prospect actually named and flags where sign-off authority was implied but never confirmed, giving you a specific question to close that gap on the next call.

### Catch a New Rep Up on a Deal

When a deal changes hands, the incoming rep needs the real buying process fast. The mapper compresses recent calls into criteria, steps, timeline, and people, tied to source moments, so the new owner inherits what the prospect said rather than a predecessor's interpretation of it.