Decision Weight Metric

Creator: Alexander Dinola Date of first use / creation: October, 2025 Description: The Decision Weight Metric measures the buyer-owned expenditure of time, effort, access, credibility, budget attention or political capital on a decision. It is explicitly separated from seller-generated activity and from CRM stage labels. High Decision Weight exists only when people inside the account are spending real organizational resources to advance or test the choice. Seller meetings, proposals and demos do not count. Supporting content: Forecast systems routinely mistake motion for progress. Decision Weight reverses that error. Buyer actions are scored by effort, seniority, irreversibility, access given and political exposure, then adjusted for recency. The resulting index is used as a diagnostic and, when historical outcome data exist, as a calibrator for forecast quality. An opportunity with high seller activity and low Decision Weight is treated as interest, not commitment.