Glossary
B2B sales and proposal glossary
Short, honest definitions of the terms that keep coming up in B2B proposals — no jargon, and no bending them toward a product.
Business proposal
A business proposal is a document that states the client's problem, the proposed solution, its scope, its price and the next step, so they can decide.
Quote
A quote is a priced list of line items for a defined scope of work. It answers what something costs, not why it is worth buying.
CPQ (Configure, Price, Quote)
CPQ is software that configures a complex product, prices it against company rules and generates a quote — usually wired into an ERP or CRM.
Follow-up
A follow-up is contact after a proposal or meeting that aims to move the decision forward — ideally by delivering something the buyer did not have.
Buying group
A buying group is everyone on the client side who influences a purchase decision — in B2B usually six to ten people, not just the person you spoke to.
Qualified lead
A qualified lead is a contact you know has a problem you solve, a budget or a path to one, and access to somebody who can make the decision.