B2B sales glossary
A point of contact (POC) is the person designated to handle communication on a specific matter between two organisations or within a team.
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Naming a POC avoids confusion over who to talk to. In sales, the POC on the customer side is often not the decision-maker — they coordinate, while someone more senior signs off. Good sellers map the whole buying group beyond the POC.
| Term | In one line |
|---|---|
| Sales Coordinator | A sales coordinator supports the sales team by handling the administration around deals — quotations, orders, schedules, CRM records and communication with operations and customers. |
| Prospect | In sales, a prospect is a potential customer who fits your target profile and has been identified as worth pursuing — but hasn’t bought yet. |
| Quality Lead | A quality lead is a prospect that closely matches your Ideal Customer Profile (ICP) and shows clear signals of intent — making them significantly more likely to convert than a generic, unqualified lead. |
| Sales Contract | A sales contract is a legally binding agreement between a seller and a buyer that sets out what is being sold, the price, delivery and payment terms, and each party’s obligations. |
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Point of contact. (In technology, POC can also mean proof of concept.)
Not always. The POC often coordinates; the decision may rest with a head of department or a director.
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