TennisandSales

Head Of Sales

Politicker

Acclaimed Answer

Executive

Has anyone solved the legal dumpster fire???

Im talking about this stupid situation i find my self in often where:

We have verbal commit to buy
Budget approval
Solid understanding of decision making process
True champion
Executive support

EVERYTHING IS GOOD.

then the MSA, and BAA go to their legal department and stit there for weeks and my contacts dont have any insight or time frame on when it will be completed.

please tell me im not the only one going through this

and please tell me there is something I am missing to speed this up!

i said please!

👑 Sales Strategy

📈 Closing

⚖️ Legal

28 comments

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butwhy

Politicker

Solutions Engineer

Why aren't you sending over the MSA for review at step 1? My reps always send it over mid-way through the sales cycle so that it's ready to go while budget is being obtained and price negotiated.

braintank

Politicker

Enterprise Account Executive

This is the way. Start earlier

TennisandSales

Politicker

Head Of Sales

simple to suggest, not always realistic

TennisandSales

Politicker

Head Of Sales

at step one? what is step one for you?

the push back I get is that they will only review legal docs once a vendor has been selected officially. wether or not its an official RFP. so sometimes I can get it going early, most times i cant.

but even if I do that does not solve the problem of it taking forever and having a lack of insight into what is taking so long.

DevSomeBiz

Valued Contributor

Senior B2B Sales Guy.

Step one is when you've confirmed interest. For me, it's after the first discovery.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I don't gave issues with legal in my industry, but I have seen it in my las job. sometimes, you just have to wait.

Filth

Politicker

Live Filthy or Die Clean

Same, yet to see legal fuck up anything I couldn't already fuck up myself.

TennisandSales

Politicker

Head Of Sales

i hate waiting. im not a patient person.
I think alot of my frustration is when Im following up and all i get back is "i dont have an update ill let you know when I do"

Even when im doing more than saying "do you have an update" you know?

jefe

Arsonist

🍁

Legal/procurement hell is an awful place to languish.

TennisandSales

Politicker

Head Of Sales

ugh i couldnt agree more.

Sunbunny31

Politicker

Sr Sales Executive 🐰

You might already be doing this, but I ask early on (as early as possible) what the legal/procurement process looks like. And I warn my contact that my experience tells me it can take a while, which sometimes lights a fire under them to a) find out what the process is and b) get them to help push things along, particularly when the solution is something they're eager to get their hands on.

With all that prep, though, sometimes things just take a stupidly long time. Or your contact thinks they know their own process and you all find out together that nobody really does.

TennisandSales

Politicker

Head Of Sales

ahah yep sometimes its just long.
almost every time i hear "so our institution is more conservative than most when it comes to security reviews and legal reviews"
i try to leverage that to get them to look at things sooner. rarely seems to work/

Sunbunny31

Politicker

Sr Sales Executive 🐰

I hear you. I figured you were trying to get ahead of things as much as possible. Sometimes they just can't sort it out.

TennisandSales

Politicker

Head Of Sales

ugh i guess that is a reality i need to accept haha

CuriousFox

WR Officer

🦊

During discovery ask them what their entire buying process looks like. "If I were to sell you my widget, what steps do you go through to own it?" Something along those lines.

TennisandSales

Politicker

Head Of Sales

yep i agree always good to make sure that happens. trying to nail down what i need to do to get legal to look at this is hard to nail down sometimes.

Kosta_Konfucius

Politicker

Sales Rep

Sometimes the only option is waiting, Legal is going to be move at their own pace

TennisandSales

Politicker

Head Of Sales

ughh yeah that is true. I am KINDA ok with this, but I know my leadership hates to hear that haha

Kosta_Konfucius

Politicker

Sales Rep

Especially if its the client's legal team, just got to try to make sure everything is ready the second legal approves. If its your legal team, there's the option to get leadership to get them to go quicker

TennisandSales

Politicker

Head Of Sales

I WISH it was my legal team haha that would get fixed much quicker

DevSomeBiz

Valued Contributor

Senior B2B Sales Guy.

Send the MSA as soon as there is a glimmer of hope. Be very transparent with the lead. "I'm sending you a draft copy of my MSA/SOW for your review. It's in Word format with tracking on, feel free to edit as you see fit. Legal is always the bottleneck, let's start working on that now."

TennisandSales

Politicker

Head Of Sales

i wish it was that easy....

DevSomeBiz

Valued Contributor

Senior B2B Sales Guy.

What's getting in the way?

TennisandSales

Politicker

Head Of Sales

VPs and Directors saying they cant forward legal documents on to legal until there is more by in. or even if they are sent over, if there is not more buy in than "we want to look into this more" legal docs just sit on a desk and dont get looked at for 4 weeks while im building use cases and getting more serious by in

DungeonsNDemos

Big Shot

Rolling 20's all day

Fuck me I'm dealing with 2 deals right now that have verbally said yes and have the docs to sign, but they keep DELAYING SIGNATURE and I want to drive across the country to hand them a pen lmao.
Both are telling me that they have small details to edit but also that all is good.
SO WHICH IS IT????

TennisandSales

Politicker

Head Of Sales

OMG!! Hahaha yeah just tell me the details and I’ll edit it my self!!

Maybe i should just send a pack of red pens to the legal department with a card that says “here are a few pens, i hope this speeds up the process.😂”

DungeonsNDemos

Big Shot

Rolling 20's all day

I'm about ready to fly to them to hand them a pen and a paper contract lol

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Sometimes you have to wait.

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TennisandSales

Has anyone solved the legal dumpster fire???

28 comments

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