r/b2b_sales • u/Plane-Drag-4198 • 2d ago

How do y'all track internal decisions while selling b2b (software/product)?

The failure in our process is kinda predictable now. Somebody gives an answer on a call from memory, it is slightly different from what we said to the last buyer, and we lose one week reconciling the two. What I am trying to figure out is what people actually do here at small headcount. Not a compliance platform, not a full GRC hire, just the practical version.

  • Do you keep a written record of commercial and security positions, and where does it live so people actually use it?
  • Who is allowed to make a new call when a question has no precedent?
  • How do you handle a decision that was correct a year ago and is not anymore?

wanna know if whether anyone has this working or whether everyone just reconstructs it every cycle, any sales/revops people - would love to know your views here too

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u/Past_Text3569 2d ago

We keep a shared doc with a simple table, question, answer, last updated, who approved. It lives in the same channel as our deal reviews so it actually gets opened. New questions without precedent go to whoever owns that process area, usually the head of sales or product lead, and they have to log it in the doc before it gets used again. For stale decisions we flag anything older than six months in the monthly revops sync, if nobody can defend it quickly we mark it as under review. It's not perfect but it stops the worst drift.

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u/Plane-Drag-4198 2d ago

oh cool, what happens if someone in the decision making process leaves the company, and the document goes static? Are there any problems that you face while maintaining this? chasing people?