diff --git a/handbook/company/go-to-market-operations.md b/handbook/company/go-to-market-operations.md
index 4a258a73c5..1d9052ac68 100644
--- a/handbook/company/go-to-market-operations.md
+++ b/handbook/company/go-to-market-operations.md
@@ -334,10 +334,16 @@ NFR (Not For Resale) instances are Fleet environments deployed for partners and
 **To deploy an NFR instance:** Create a [new NFR instance issue](https://github.com/fleetdm/confidential/issues/new?template=new-nfr-request.yml). Solutions Consulting will deploy the instance. The infrastructure team will then configure DNS and email, and the requester will be notified in #help-solutions-consulting when the instance is ready.
 
 
-### Create a quote
+## Quoting
+
+### Generate a quote
 
 Navigate to the opportunity you are creating a quote for, then follow the steps below.
 
+> Are you generating a quote for a customer?
+>
+> If so, be sure you're doing it from the renewal oppty. Do not generate quotes from an expansion opportunity. 
+
 1. Advance through each pipeline stage sequentially using the stage progression bar. Salesforce enforces sequential progression — skipping a stage will trigger an error.
 
 2. When you attempt to advance to the **"Justification"** stage, Salesforce will block the move with an error indicating an approved quote is required. Scroll down to the **"Quotes"** section and click **"New Quote"**.
@@ -354,7 +360,20 @@ Navigate to the opportunity you are creating a quote for, then follow the steps
 
    The **"Discount Percentage"** field is locked and updates automatically based on the difference between list price and unit price. Click **"Save"**. MRR, ARR, Total Price, and Grand Total will update automatically.
 
-6. Click **"Submit for Approval"**. Complete any remaining required fields:
+6. Click **"Generate PDF"**, select the appropriate pre-approved template using the table below, and click **"Create PDF"**. Review the preview for accuracy, and save it to the quote.
+
+   | Template | When to use |
+   | -------- | ----------- |
+   | Direct | Renewing an existing non-channel customer with no partner involved |
+   | Direct w/ custom terms | Selling directly to the customer with special commitments included |
+   | Authorized partner | Selling through an authorized channel partner |
+   | Unauthorized partner | Selling through a channel partner pending authorization |
+
+> Custom terms:
+>
+> If you're adding custom terms to a quote, be sure to add all necessary language in the **"Terms"** field. No "General terms" are added to the template by default.
+
+7. Click **"Submit for Approval"**. Complete any remaining required fields:
    - Billing address
    - Contact name (selected from associated Salesforce contact records)
    - Quote expiration date
@@ -365,19 +384,10 @@ Navigate to the opportunity you are creating a quote for, then follow the steps
 
    > Chaz is the approver for new business opportunities. Zay is the approver for renewals and upsells.
 
-7. If the quote is rejected, review the feedback, make the necessary changes to the quote or line items, and resubmit following step 6.
-
-8. Once the quote is approved, click **"Generate PDF"**, select the appropriate pre-approved template using the table below, and click **"Create PDF"**. Review the preview for accuracy, then send to stakeholders.
-
-   | Template | When to use |
-   | -------- | ----------- |
-   | Direct | Renewing an existing non-channel customer with no partner involved |
-   | Promises or custom terms | Selling directly to the customer with special commitments included |
-   | Authorized partner | Selling through an authorized channel partner |
-   | Unauthorized partner | Selling through a channel partner pending authorization |
-   | 3eye distributorship | Selling through the 3EYE distributor |
-
+8. If the quote is rejected, review the feedback, make the necessary changes to the quote or line items, and resubmit.
 
+9. Once the quote is approved, send it to the relevant stakeholders.
+ 
 
 ### Remove a contact from the "Top contacts" list in Salesforce