---
title: "What is a decision maker in sales? – Invenitor"
description: "A decision maker is the person who can say yes and approve the money. Here is how to work out who it is at a company of any size."
url: https://invenitor.com/glossary/decision-maker
agents: https://invenitor.com/llms.txt
mcp: https://api.invenitor.com/mcp
---

[Home](https://invenitor.com/)/[Glossary](https://invenitor.com/glossary)/Decision maker

Glossary

# What is a decision maker in sales?

A decision maker is the person at an organisation who can say yes to your proposal and approve the money or time it needs.

By Invenitor team. Updated 2026-11-01.

## How do you find the decision maker?

Start with who owns the problem you solve, not who has the biggest title. At a ten person company it is often the founder. At a large company it is usually a team head, with others who can block the decision. See [how to find the right person at a company](https://invenitor.com/guides/find-the-right-person-at-a-company).

## What if you reach the wrong person?

Ask them who handles this. A short, polite question often gets a name, and it gives you a good opening line for your next message.

## Guides on this

- [How to find the right person to contact at a company](https://invenitor.com/guides/find-the-right-person-at-a-company)
- [How to find your first customers without a sales team](https://invenitor.com/guides/find-first-customers)

## Related terms

- [Gatekeeper](https://invenitor.com/glossary/gatekeeper)
- [People search](https://invenitor.com/glossary/people-search)

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