Buyers Research Independently Decoding the hidden decision process Introduction Part 2 identified MEDDIC’s breakdown as structural. The three shifts in how buyers behave: information democratization, committee expansion, and the emergence of the dark funnel, dismantled the assumptions the framework was built on. Identifying what broke is only part of the problem. The more pressing question is what is actually happening instead. Part 3 answers that question. It maps the hidden pre-engagement journey that buyers complete before any seller enters the picture, examines why the modern Decision Making Unit (DMU) has made the traditional Economic Buyer and Champion models inadequate, and explores the psychological dynamics, particularly the pull toward indecision, that now determine whether qualified deals close or quietly stall.